.. Personal selling: It is a form of person to person communication in which seller attempts to assist or persuade prospective byres to purchase the company’s product or services or idea. It is good tools for immediate approval or disaproval
It involves selling through person to person communication processRole of Personal selling:The first question a manager need to ask at the time of preparing promotional programme is what is the role & responsibility of personal selling.We need to discuss the following question for it
• What information must be exchanged between firm and potential customer?• What are the alternative ways to carry out these communications objectives?• How effective is each alternative in carrying out the needed exchange?• How cost effective is each alternative?
Stages of Personal SellingProvider:Selling activity limited to order-taking and deliveryPersuader:Attempting to persuade customer to buyProspectorSeeking out selected buyersProblem-solverBuyers identify problems which can translate into needsProcreatorSeller identify buyer’s need and fulfills them
FOLLOWING UP . CLOSING THE SALE. HANDLING OBJECTIONS MAKING THE SALES PRESENTATION APPROACHING THE PROSPECT Pre approach: QUALIFYING PROSPECTS PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS
Personal Selling Responsibilities• Locating prospective customer• Determining customer’s needs and wants• Recommending a way to satisfy them• Demonstrating product capabilities• Closing the sale• Following up and servicing the account