about personal selling,sales

1. Personal Selling..
Let’s Get Started…

2. What is Personal Selling?
Personal selling is where business use people to sell their product after
sales meeting through face-to-face with the customer.
They promote it through their :
 Attitude
 Appearance
 Product Knowledge
 By encouraging the customer to buy
 Or by trailing the product
Example: perfume in department stores and cosmetic counters

3. What customers can do..?
A customer can get advice from the salesman. Like how to use the
product.. Or how to apply the product.. Or by trailing the product..
Why it is applicable?
If the product is with high price or with complex features, such help
from salesman may help them to experience this product.
For Example,
Cars, office equipment's like photocopies, etc..

4. Types of Salesman..
 Manufacturers Salesman
 Wholesalers Salesman
 Retail Salesman
 Specialty Salesman
 Industrial Salesman
 Exporters Salesman

5. Manufacturers Salesman..
He is employed to sell goods directly to the consumers, wholesalers or
retailers. He deals in limited number of products and possesses
specialized knowledge about the same.
A manufacturer salesman can be of three types :
 Pioneer Salesman : He is primarily concerned with the sale of the new
product. He is very competent and creative in his job.
 Dealer Serving Salesman : He supplies goods of his manufacturer to
various dealers. He also imparts training to the salesmen of the dealers.
 Speciality Salesman : He sells the manufacturer’s products directly to the
consumers. He usually undertakes costly items like washing machines,
televisions and calculators etc. He tells the consumers about the use of
the product by giving practical demonstration. He should be expert and
well trained in his job.

6. Wholesaler’s Salesman..
He is appointed by the wholesaler and deals with the retailers.
He informs the retailers about the availability of various products with
the wholesaler and helps them in selecting the articles.
A wholesaler’s salesman is of two type’s viz., indoor and outdoor
salesman.
 Indoor salesman serves the retailers at the wholesaler’s premises and
supplies them goods.
 Outdoor salesman goes to various retailers in order to collect their
orders.

7. Retailer’s Salesman..
He is appointed by the retailer and deals directly with the consumers.
He understands the needs of the consumers both at the retailer’s
business place and attending the consumers at their place.
He also distributes free samples of the goods to the consumers and also
gives them practical demonstration of the products.
A retailer’s salesman can be either creative or service salesman.
A creative salesman is concerned with introducing a new product in the
market whereas the service salesman is concerned with maintaining the
demand of the existing products in the market.

8. Speciality Salesman..
The special features of Speciality salesman are really special.
He needs good deal of concentrated products.
Therefore, he must be thorough about the product and know latest
information of such products.
Deep market research and aggressive publicity.
Such an up-to-date knowledge is a must.
Because, With the lapse of time, the Speciality products lose their
specialties.

9. Types of Selling Situations..
The situation where a salesman approaches a client to make a sale is
termed as a selling situation.
There are two types of selling situations :
 Service Selling :
Service selling enables targeted, service and customer oriented development
of the customer potential (pre-existent in the market).
It is important to understand the customer needs and find an optimal way to
match their needs to offers, ideally consisting of standardized service
modules.
Service selling requires a powerful organization to establish a successful
market output with the customers.

10. Types of Selling situations..
 Development Selling :
Developing services sales present a unique set of challenges.
You’re selling something which is intangible.
So buyers cannot see or touch it.
Sales requires prospect education.
Relationships are important.
Buyers have to be convinced of the value or working
with you and your company.

11. Role and Functions of a Salesman..
 Calling on Customer
 Maintenance and extension of sales territory
 Increasing sales line
 Image building
 Developing product knowledge
 Dealer Counselling
 Good feedback to the producers
 They are best trainers
 Collection of dues and credit information
 Practicing in sales meeting

12. Qualities of Successful Salesman..
 Professional Qualities
 Specific Qualities
 General Qualities

13. General Qualities of a Salesman..
 Training and experiences
 Latest information of the product
 Psychological Approach
 Convincing Style
 Sound appearance
 Honesty
 Steady work
 Courtesy
 Sociability
 Self Reliance and persistence.
 Dependability

14. Other Qualities are..
 Tolerate by nature
 Organized
 Flexible
 Enthusiasm