Personal selling


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Personal selling

  1. 1. By: Arijit saha(PA1205))
  2. 2.  Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer. Advantages Disadvantages High customer attention Message is customised Interactivity Persuasive impact Potential for development of relationship Adaptable Opportunity to close the sale High cost Labor intensive Expensive Can only reach a limited number of customers
  3. 3. Personal selling philosophy  Adopt the marketing concept  Be a problem solver  Aim at doing consultative selling
  4. 4. Salesmen should be master of all trade He should be convincing and have a strategy to support his selling approach
  5. 5. HDFCLIFE  HDFC Standard Life Insurance Company Limited is one of India's leading private insurance companies.  offers a range of individual and group insurance solutions.  It is a joint venture between Housing Development Finance Corporation Limited (HDFC Limited), India's leading housing finance institution and a Group Company of the Standard Life Plc, UK
  6. 6. PRODUCT PROFILE HDFC PRODUCTS TERM PLAN HDFC Home Loan Protection Plan* HDFC Term Assurance Plan CHILDREN PLAN HDFC SL YoungStar Super II WOMEN PLAN HDFC Life Smart Woman Plan SAVING AND INVESTMENT PLAN HDFC SL New Money Back Plan HDFC Life ProGrowth Plus HEALTH PLAN HDFC SurgiCare Plan PENSION PLANS HDFC Life Personal Pension Plus HDFC Life Pension Super Plus
  7. 7. Prospecting Identifying and Qualifying Pre approach and call planning Presentation approach and demonstration Handling of Objections The close Follow up
  8. 8. 1.) Prospecting : 2.) The Pre-approach : This stage involves the collecting of as much relevant information as possible prior to the sales presentation. The pre-approach investigation is carried out on new customers but also on regular customers.
  9. 9. Call Planning  Specifying the objectives  Why am I going on this interview? What am I trying to make happen? If the prospect says “yes, I want to buy,” what am I going to recommend?
  10. 10. Cont… 3.) The Approach : The salesperson should always focus on the benefits for the customer. This is done by using the product's features and advantages. This is known as the FAB technique (Features, Advantages and Benefits). 4.) The Sales Presentation :
  11. 11. 5.) The Trial Close : The trial close is a part of the presentation and is an important step in the selling process. Known as a temperature question - technique to establish the attitude of the prospect towards the presentation and the product. 6.) Handling Objections:
  12. 12. 7.) Closing the sales 8.) The Follow-up
  13. 13. “Read, read, and read some more. Knowledge and information solve almost every problem.” it to us” Thank you !