The document discusses principles of personal selling. It outlines the SPIN method taught to sales reps to build long-term customer relationships through situation, problem, implication, and need-payoff questions. It also details the 7 steps of effective selling: prospecting and qualifying potential customers; pre-approach research; building rapport in the approach; presenting and demonstrating products; overcoming objections; closing the sale; and following up for maintenance.

1. TOPIC: PRINCIPLES OF PERSONAL SELLING
Presented by: Suchismita Chakraborty
BBA(H),3rd year, 5th Semester

2. INTRODUCTION
Personal Selling is an ancient art in
marketing.In today’s market the companies
spend hundreds of millions of dollars each
year to train salespeople in methods of
analysis and Customer Relationship
Management (CRM) and to transform them
from passive order takers to active order
getters.

3. THE SPIN METHOD
The reps are taught this method to build long
term relationships with the “question” as
follows:
 S – Situation Question
 P – Problem Question
 I – Implication Question
 N – Need-payoff Question

4. 7 STEPS OF EFFECTIVE SELLING

5. 1.Prospecting & Qualifying
 Identification and qualifying the prospects
 Searching for the potential customers
2. Pre-approach
 Learning about the prospects and its buyers
 Researching on customers’ needs
 Learning about the background of the
prospects.

6. 3.Approach
 Building a good relationship with the customers
 Keep in touch with the identified customers.
4.Presentation & Demonstration
 Telling about the product story i.e,
FABV(features, advantages, benefits, value)
5. Overcoming objections
 Facing the objections created by the customers
 Handling the objections

7. 6. Closing
 Recapitulation of the product story to the customers
according to theirs demand
 Convincing them to purchase the product
 Giving them the information regarding the discounts,
token gifts, etra services etc.
7. Follow-up & maintenance
 Following up about the purchase terms, delivery
times etc.
 Continuous following up to reduce any cognitive
dissonance.

8. Feedback

9. Thank You