How to sale a cigarettes to Non Smokers . Presentation of Personal Selling It includes Process of personal Selling, FAB Technique, Customer Profiling Sheet
2. PERSONAL SELLING
SUBMITTED TO MISS ZARA IMRAN
Presentation Date March 16, 2017
GROUP MEMBERS
1. SYED KHURRAM SHAHZAD
2. MUHAMMAD HASSAM AZHAR
3. SAHIL BUTT
4. MUHAMMAD UMAIR
MBA 4 (E)
3. NATIONAL UNIVERSITY OF MODERN LANGUAGES
OVERVIEW
A QUICK
HONEYROSE smokes are the true alternative
to traditional cigarettes. Our full range of
herbal tobacco free and nicotine free smokes
emulate the pleasure of smoking while freeing
you from tobacco dependance
PERSONAL SELLING
4. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
HISTORY
A BRIEF
Herbal cigarettes (also called tobacco-free cigarettes or nicotine-free cigarettes) are
cigarettes that do not contain any tobacco, instead being composed of a mixture of
various herbs and/or other plant material. Like herbal smokeless tobacco, they are often
used as a substitute for standard tobacco products (primarily cigarettes), and many
times are promoted as a tobacco cessation aid.[citation needed] Herbal cigarettes are
also used in acting scenes by performers who are non-smokers, or—as is becoming
increasingly common—where anti-smoking legislation prohibits the use of tobacco in
public spaces
5. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
PERSONAL SELLING PROCESS
Prospecting
Pre Approach
Approach
Presentation
Close
Follow Up
6. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
PROSPECTING
We target Class A Market which has ability to make a
buying decision
Has the ability to pay for the product or service
We have all the personal information which we need
to make a good presentation from Social Media etc.
7. We preapproach our customer via
Telemarketing
Direct Mail
Fax
Sales Letter
Internet
Ads
catalogs, and publicity
Using Directories,Personal Observation and gathering All relevant
information
NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
PREAPPROACH
8. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
APPROACHES
First impression is critical , gain attention, and
interest through reference to common
acquaintances,a referral, or product
demonstration
9. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
PRESENTATION
Standard memorized presentation
10. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
CLOSE
Refer back to your opening
Invite your audience
Use a Quote
The Suggestive Close
Call to action
11. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
FAB TECHNIQUES
Feature
Action
Benefits
12. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
FEATURE
1. Full Flavor
2. No Tobacco
3. No Nicotine
4. All-Natural Herbs
5. Contains Ten Packs
13. NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
ACTION
1. The main advantage of having Herbal Cigarettes is that it helps detoxify the
lungs, it stimulates digestion and to calm nervine action that relaxes the mind.
2. The Herbal Cigarette is also a good way to fight against colds in winter and
wet cough.
3. The herbs in the Herbal Cigarettes works as defense against the disease, it
keeps you fresh and helps in concentration, acts like a throat cleaner, no bad
breath and pleasant and long lasting smell
14. 1. Tobacco Free
2. Nicotine Free
3. Safe for Passive Smokers
4. Provides Immunity
5. .Helps you to Quit Tobacco Cigarettes
6. Detoxifies the Lungs
7. Rejuvenates the Body and Mind
8. No Bad Breath or Foul Smell
NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
BENEFIT
15. Describe Your Customers
Demographics
18 or above,Male
Psychographics
1. Concerned with health and appearance
2. Wants a healthy lifestyle, but doesn’t have much time
3. Values time with a small group of friend.
NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
CUSTOMER PROFILING SHEET
16. Locate Your Customers
Find the places your customers are attracted to, whether a physical location or a
cyber space where they gather.
1. Health concern Magazines.
2. Health related website,social Media and health club.
3. Cigarettes related websites.
NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
CUSTOMER PROFILING SHEET
17. Understand Their Purchasing Process
Where do they begin their research?
They research about healthy cigarette.
What is their problem or need?
They wants smoking but they know about its dangerous affects & they want those
smoking materials which have no or less side effects.
What are the benefits to finding a solution?
In smoking Herbal Cigarettes the risk factor is less and the benefits are more as
compared to the normal cigarette which is high on toxins.
NATIONAL UNIVERSITY OF MODERN LANGUAGES
PERSONAL SELLING
CUSTOMER PROFILING SHEET
