This PowerPoint work involves Concept, Characteristics, Objectives, Process, Types and Significance of Personal Selling

6. Product Knowledge
Prospecting
Pre - Approach
Approach to Customers
Sales Preparation and
Demonstration
Handling Customer Objectives
Closing the Sales
Post Sales Follow Up

7. • The salesperson communicates directly with individual customers.
• The sales person, selling goods and services from the retail store, deal with the
customers visiting the sorters.
• In door to door selling, the sales person visits door to door to search potential
customers and persuade them to buy the product.
Retail
Selling
• In business-to-business selling, the salesperson sells products to industrial
buyers.
• It involves the sales of equipment, plants & machineries etc. to the industrial
buyer.
• The industrial sales person should be well trained and good technical knowledge
about the products he/she sells.
Business
to
Business
Selling
• In trade selling, the salesperson sells products to marketing intermediaries such
as retailers and wholesalers.
• Trade sales person should contact regularly with the wholesaler and retailers to
receive bulk order from them.
Trade
Selling