Personal selling skills

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Personal selling skills

  1. 1. Personal Selling Skills?
  2. 2. What is Selling? Offering customers with products they wish to buy.
  3. 3. Methods of Selling  Personal selling – any form of direct contact between a salesperson and customer  Business to Business (B2B) – may take place in a manufacturers showroom (inside sales) or in the field (outside sales).  Telemarketing – selling over the phone
  4. 4. Features Vs. Benefits Features  A physical characteristic or quality of a good or service; what is it’s intended use? Benefits  Advantages or personal satisfaction a customer will get from a good or service; features that have been made into customer benefits are selling points.
  5. 5. METHODS OF PERSONAL SELLING  Retail selling : Selling to ultimate consumer.  Field Selling : Business to business selling that take place in the prospective customer's place of business..  Telemarketing : Using the Telephone as the primary means of communicating with prospective customers & Telemarketers often used computers for order taking.  Inside Selling : Business to business selling in the Sales person’s place of business
  6. 6. Personal selling
  7. 7. HandlingObjectives
  8. 8. Overcoming Sales Objections

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