1. Advertising 2. Main purpose of advertising 3. Advertising objectives 4. Advertising media 5. Advantages of advertising 6. Disadvantages of advertising 7. Personal selling 8. Features of personal selling 9. Process of personal selling 10. Importance and role of personal selling 11. Advertising Vs Personal Selling

1. ADVERTISING
&
PERSONAL SELLING
PRESENTED BY:
SALONI AGARWAL
MBA 2.2
ROLL NO. 26

2. ADVERTISING
Advertising is the action of calling public attention to an idea, good,
or service through paid announcements by an identified sponsor.
OR
Advertising is a paid communication message intended to inform
people about something or to influence them to buy or try
something.

3. Main
Purpose
of
Advertising

4. Advertising Objectives
To Inform: Informing potential
customers about the brand and its
products is the first step towards attaining
business goals.
To Persuade: Persuading customers to
perform a particular task. he tasks may
involve buying or trying the products and
services offered, to form a brand image,
develop a favourable attitude towards the
brand etc.
To Remind: Reinforce the brand
message and to reassure the existing and
potential customers about the brand
vision.

5. Advertising Media
Print Advertising: Newspaper,
magazines, & brochure
advertisements, etc.
Broadcast Advertising: Television
and radio advertisements.
Outdoor Advertising: Hoardings,
banners, flags, wraps, etc.
Digital Advertising:
Advertisements displayed over the
internet and digital devices.
Product/Brand Integration:
Product placements in entertainment
media like TV show, YouTube video,
etc.

6. ADVANTAGES OF ADVERTISING
 Reduces Per-Unit Cost
 Helps In Brand Building
 Helps In Launching New Product
 Boosts Up Existing Customers’ Confidence In The
Brand
 Helps In Reducing Customer Turnover:
 Attracts New Customers
 Educates The Customers

7. DISADVANTAGES OF ADVERTISING
 Increases The Costs
 Confuses The Buyer
 Is Sometimes Misleading
 Only For Big Businesses
 Encourages The Sale Of Inferior Products

8. PERSONAL SELLING
Personal selling is an act of convincing the prospects to
buy a given product or service.
It is the most effective and costly promotional method.
It is effective because there is face to face conversation
between the buyer and seller and seller can change its
promotional techniques according to the needs of
situation.
It is basically the science and art of understanding human
desires and showing the ways through which these
desires could be fulfilled.

9. Features of Personal
Selling
 Face-to-Face Communication
Quick Handling of Queries
Flexible Method of Selling
Knowledge about Customers
Oral Communication
Costly Method
Slow Process
Maintenance of Records

10. Process of Personal Selling
Prospecting &
Evaluating
Preparing
Approach and
Presentation
Overcoming
Objections
Closing the Sale
Follow up

11. 1. Prospecting and evaluating:
The effort to develop a list of potential customers is
known as prospecting Prospective buyers
predetermined, by evaluating (1) their potential interest
in the sales person’s products and (2) their purchase
power.
2. Preparing:
Before approaching the potential buyer, the sales person
should know as much as possible about the person or
company.
3. Approach and presentation:
The sales person explains to the potential customer the
reason for the sales. The sales presentation is a detailed
effort to bring the buyer’s needs together with the
product or service the sales person represents.

12. 4. Overcoming objections:
In a sales presentation many objections can be dealt with
immediately. These may take more time, but still may be
overcome.
5. Closing the sale:
Many sales people lose sales simply because they never
asked the buyer to buy. At several times in a
presentation the sales person may to gauge how near the
buyer is to closing.
6. Follow up:
To maintain customer satisfaction, the sales person
should follow up after a sale to be certain that the
product is delivered properly and the customer is
satisfied with the result.

14. Advertising Vs Personal Selling