Vishram Singh - Textbook of Anatomy Upper Limb and Thorax.. Volume 1 (1).pdf
Session1 kmbnmk04
1. Session – 1
Topic: Role of Selling & Personal Selling
Sales & Retail Management(KMBNMK04)
By
Dr. Ajay Singh
2. Definition of Selling
• Selling is first and foremost a transaction
between the seller and the prospective buyer or
buyers (the target market) where money (or
something considered to have monetary value) is
exchanged for goods or services.
• So the best way to define selling is to focus on
the sales skills that are necessary to make that
transaction happen.
• Defining selling as the art of closing the
deal encapsulates selling's essence.
3. Role of Selling
• The simplest way to think of the nature and role
of selling (traditionally called salesmanship) is
that its function is to make a sale.
• This seemingly obvious statement disguises what
is often a very complex process, involving the use
of a whole set of principles, techniques and
substantial personal skills, and covering a wide
range of different types of selling task.
4. Role of Selling
• The term selling encompasses a variety of sales
situations and activities. For example, there are those
sales positions where the sales representative is
required primarily to deliver the product to the
customer on a regular or periodic basis.
• The emphasis in this type of sales activity is very
different from the sales position where the sales
representative is dealing with sales of capital
equipment to industrial purchasers. In addition, some
sales representatives deal only in export markets whilst
others sell direct to customers in their homes.
5. Personal selling
• Personal selling is where
businesses use people (the
"sales force") to sell the
product after meeting face-
to-face with the customer.
• The sellers promote the
product through their
attitude, appearance and
specialist product
knowledge. They aim to
inform and encourage the
customer to buy, or at least
trial the product.
6.
7. Activity-1
• Choose a product (FMGC/Electronics/Automobiles
etc) of your choice and demonstrate selling of
product to a retail customer.
