Personal Selling
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Personal selling involves face-to-face interactions between salespeople and customers to sell products. It develops relationships through oral conversations and quick solutions to queries. The key functions of personal selling are to make new and repeat sales, provide customer service, track sales records, give presentations, and develop goodwill for the company. The personal selling process includes prospecting, preparing by gathering information, making an approach, delivering a sales presentation, addressing objections, closing the sale, and following up with customers.
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Personal Selling
Personal selling involves face-to-face communication to inform, persuade, or remind individuals or groups to take action for a sponsoring organization. The purpose of sales personnel is to increase business, help the business remain competitive, and provide information and services to customers. Sales staff are the first point of contact and aim to provide excellent customer care to increase revenue. They also gather customer feedback to help the organization meet customer needs and wants.
Ppt on personal selling and its process
This ppt is all about the personal selling and its process.I explained each stage of its process by related to image of that process.
Bmgt 204 chapter_6
The chapter discusses the importance of prospecting for salespeople. It states that people are more likely to buy from those they know and trust, so relationship building is key. Prospecting involves finding and qualifying potential customers. Referrals from existing customers are very valuable as they reduce the burden of prospecting. The document provides an overview of different prospecting methods like cold calling, networking, and utilizing centers of influence. It also discusses obtaining sales interviews and the importance of overcoming call reluctance to continue prospecting.
Personal selling process
Vidyasagar Nadageri is a 4th semester student with registration number 1660195. The document discusses the 8 steps of the personal selling process: prospecting, pre-approach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up. It also discusses the qualities needed for an effective salesperson such as personality, mental ingredients, courtesy, patience, and complete product and customer knowledge.
Personnelselling 130919070506-phpapp01
1) Personal selling involves face-to-face interactions between salespeople and customers to sell products or services.
2) The personal selling process includes several stages: prospecting, pre-approach research, the sales approach, presentation, handling objections, closing the sale, and follow up.
3) Key advantages of personal selling include high customer attention, customized messaging, interactivity, and the potential to develop relationships, while disadvantages include high costs and only reaching a limited number of customers.
Selling skills
Selling involves determining customer needs, responding through communication to influence purchase decisions and enhance future business opportunities. The document describes various types of selling classifications including McMurry & Arnod's which categorizes selling positions based on negotiation skills into mainly delivery, inside order taker, outside order taker, missionary selling, technical selling and creative selling. It also discusses Derch Newton classification of trade selling, missionary selling and technical selling as well as consumer indirect selling, industrial selling, group selling, telesales, franchise selling and international selling. Concept selling is described as raising awareness of product benefits to understand customer operations that can be improved.
classification of selling
This document discusses different types and classifications of selling. It describes McMurry & Arnold's classification of selling into groups A, B and C based on different selling approaches. Group A includes inside order sales, delivery sales, outside order sales, missionary sales and technical sales. Group B involves creative selling for tangible and intangible products. Group C requires unusual creativity for political, indirect or backdoor selling and multiple selling. Derch Newton's classification and other types like consumer indirect selling, group selling, telesales, franchise selling and international selling are also outlined. Challenges of different selling approaches are highlighted.
Assess sales training needs and methods for assessing
The PowerPoint describes the various training methods to assess the sales training, need for sales training.
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Personal Selling
Personal selling involves face-to-face communication to inform, persuade, or remind individuals or groups to take action for a sponsoring organization. The purpose of sales personnel is to increase business, help the business remain competitive, and provide information and services to customers. Sales staff are the first point of contact and aim to provide excellent customer care to increase revenue. They also gather customer feedback to help the organization meet customer needs and wants.
Ppt on personal selling and its process
This ppt is all about the personal selling and its process.I explained each stage of its process by related to image of that process.
Bmgt 204 chapter_6
The chapter discusses the importance of prospecting for salespeople. It states that people are more likely to buy from those they know and trust, so relationship building is key. Prospecting involves finding and qualifying potential customers. Referrals from existing customers are very valuable as they reduce the burden of prospecting. The document provides an overview of different prospecting methods like cold calling, networking, and utilizing centers of influence. It also discusses obtaining sales interviews and the importance of overcoming call reluctance to continue prospecting.
Personal selling process
Vidyasagar Nadageri is a 4th semester student with registration number 1660195. The document discusses the 8 steps of the personal selling process: prospecting, pre-approach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up. It also discusses the qualities needed for an effective salesperson such as personality, mental ingredients, courtesy, patience, and complete product and customer knowledge.
Personnelselling 130919070506-phpapp01
1) Personal selling involves face-to-face interactions between salespeople and customers to sell products or services.
2) The personal selling process includes several stages: prospecting, pre-approach research, the sales approach, presentation, handling objections, closing the sale, and follow up.
3) Key advantages of personal selling include high customer attention, customized messaging, interactivity, and the potential to develop relationships, while disadvantages include high costs and only reaching a limited number of customers.
Selling skills
Selling involves determining customer needs, responding through communication to influence purchase decisions and enhance future business opportunities. The document describes various types of selling classifications including McMurry & Arnod's which categorizes selling positions based on negotiation skills into mainly delivery, inside order taker, outside order taker, missionary selling, technical selling and creative selling. It also discusses Derch Newton classification of trade selling, missionary selling and technical selling as well as consumer indirect selling, industrial selling, group selling, telesales, franchise selling and international selling. Concept selling is described as raising awareness of product benefits to understand customer operations that can be improved.
classification of selling
This document discusses different types and classifications of selling. It describes McMurry & Arnold's classification of selling into groups A, B and C based on different selling approaches. Group A includes inside order sales, delivery sales, outside order sales, missionary sales and technical sales. Group B involves creative selling for tangible and intangible products. Group C requires unusual creativity for political, indirect or backdoor selling and multiple selling. Derch Newton's classification and other types like consumer indirect selling, group selling, telesales, franchise selling and international selling are also outlined. Challenges of different selling approaches are highlighted.
Assess sales training needs and methods for assessing
The PowerPoint describes the various training methods to assess the sales training, need for sales training.
11.2 Marketing a Small Business Personal Selling Presentation 3
The document discusses personal selling as a form of promotion that uses planned, personalized communication to influence purchase decisions and ensure satisfaction. It describes different types of personal selling like retail selling, business to business selling, and telemarketing. It also outlines the characteristics of an effective salesperson such as product knowledge, selling skills, ethical standards, and communication skills. The document lists advantages and disadvantages of personal selling and the typical steps in the selling process from prospecting to follow up.
Personal selling Technics and Examples- Advertising- Business- Samsung Compan...
This document discusses Samsung's personal selling techniques. It defines personal selling as involving an individual salesperson selling a product or service directly to a client. It outlines a five-stage personal selling process of prospecting, making first contact, presentation, objection handling, and closing the sale. Additionally, it notes factors that influence personal selling success like the number of salespeople, how they are organized, and how they are selected. The document also lists advantages such as directly interacting with buyers and demonstrating products, and disadvantages like high costs and limited reach compared to other promotional tools.
Personal selling process
This document outlines the personal selling process used by Solace Pharma, a pharmaceutical company in Pakistan. It describes the key steps in the process: prospecting, pre-approach, approach, preparation, presentation, objection handling, closing, and follow-up. The overall goal is to build personal relationships with customers that results in a sale while providing value to both parties.
Unit 2 personal selling ppt
Personal selling involves a salesperson convincing a customer to purchase a product through face-to-face interaction. There are several theories that describe the personal selling process, including the AIDAS model, buying formula theory, and right set of circumstances theory. The SPIN selling model involves asking situation, problem, implication, and need-payoff questions to move the customer through identifying their problem and how the seller's product or service addresses it. Relationship selling focuses on building long-term customer loyalty, while transactional selling prioritizes individual sales. Value-added selling emphasizes additional benefits to increase the product's value proposition. Sales forecasting is important for production planning and budgeting and can involve qualitative methods like executive opinion or quantitative methods
Ways to Sell Better
Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... Yet most sales training fails to deliver lasting results. This is because most companies do not define and approach sales training properly.
Personal selling skills
Personal selling involves directly interacting with customers to offer products they wish to buy. There are different methods of personal selling including retail selling to consumers, field selling which takes place at a business, telemarketing over the phone, and inside selling at the seller's location. When personal selling, it is important to focus on the benefits customers will gain from a product rather than just listing its features. Salespeople must also be prepared to handle objections and meet their selling objectives.
Grow Your Sales | The Secrets
Sales Success Through Better Process and automation steps so you can increase your profit and grow your sales pipeline in very specific steps - WIN-WIN situation
Introduction to Sales Process
The Full introduction to sales process in 2017 including the key steps of starting and closing sales deal by using the best practice
Chapter 1 ppt
This document provides an overview of sales careers and the role of salespeople. It discusses that selling involves more than just making sales presentations, as salespeople must plan activities to increase sales in their territory. Successful selling requires a variety of skills that can be categorized as conceptual, human, and technical. These skills involve strategic thinking, relating to people, and mastering tasks like giving presentations. The document emphasizes that selling is both an art and a science that largely develops through experience and practice over time.
Chapter 2The personal selling process
The document outlines the 8 steps in the personal selling process: 1) Prospecting, 2) Preapproach, 3) Approach, 4) Need assessment, 5) Presentation, 6) Meeting objections, 7) Gaining commitment, and 8) Follow-up. It provides details on each step, including how salespeople generate and qualify leads, research customers, plan presentations, do needs assessments using different question types, present products, respond to objections, gain commitment, and follow-up after sales. The personal selling process aims to inform customers about products and encourage purchase through face-to-face interactions.
Sales process
The sales process involves 7 steps: 1) prospecting to find and qualify potential customers, 2) preparation by researching customers and developing a presentation, 3) making initial contact using approaches like giving a gift or asking questions, 4) presenting and listening to customer needs, 5) handling objections by addressing concerns, 6) closing by identifying signals to finalize the sale, and 7) following up to build long-term relationships for repeat sales.
Theory of personal selling
Theory Of Personal Selling
1) Introduction of Personal Selling
2) Step in Personal Selling
3)Theory of Personal Selling
a) AIDAS Theory
b) Right to set of circumstances Theory
c) Buying Formula Theory
d) Behavioural Equation Theory
Types of salesperson
This document outlines 4 types of salespeople:
1. Order takers who book customer orders but do not persuade customers, including inside order-takers like retail assistants, outside order-takers who visit customers, and delivery salespeople.
2. Order-creators/missionary salespeople who disseminate product information and build goodwill rather than taking direct orders.
3. Order-getters/front-line salespeople whose primary role is to directly persuade customers to purchase through identifying prospects, providing information, and closing sales.
4. Support salespeople who assist the other types, including technical support salespeople, merchandisers, trade salespeople, and service salespeople interacting with
Selling Skills
A presentation on Selling Skills by
Prof. Rahul Jadhav &
Prof. Prashant Chaudhary of
Sinhgad School of Business Studies, Pune
Selling process and managing sales information
The document outlines the key steps in the selling process: prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses prospecting in more depth, including differentiating between leads, prospects, and qualified customers. Additionally, it covers different prospecting methods, pre-approach strategies, approaches to customers, and techniques for handling objections and closing the sale. Maintaining good customer relationships through follow-up is also emphasized.
Approaching Prospects : The third step in personal selling
third step in personal selling : approaching prospects, the methods of approaching, elements of successful approach.
Personal selling process
selling like any other business activities it is a process/ this means that for one to end up making a sale had to go under a certain process hence why this document is guiding you to understand how this personal selling take a process.
Personal selling (Selling skills)
Personal selling (Selling skills) PPT, it contains full explanation for selling process including sales call process with practical examples to help sales person to handle different situations professionally.
Selling process.
The document outlines the key steps in the selling process from start to finish. It discusses the following main stages: prospecting to identify potential customers, pre-approach where research is done on prospects, approach to make initial contact, presentation of product features, handling objections, closing the sale, and follow up to ensure customer satisfaction and build relationships. The complete selling process involves identifying prospects through various methods, understanding customer needs, demonstrating products, addressing concerns, finalizing the sale, and following up for repeat business.
Next G Salestraining
This document outlines common issues that can lead to unsuccessful sales training programs and ineffective sales processes. It then provides recommendations to address each issue, including qualifying customer needs properly, differentiating your solution, understanding the customer perspective, and establishing an action-oriented account plan. The key is to train salespeople on asking the right questions to discover real customer problems and priorities, while also equipping them with economic principles and unique selling points to avoid price discussions and instead focus on the value proposition. Continuous evaluation and coaching is critical to ensure salespeople are properly applying the techniques and maintaining their knowledge. The goal is to structure sales conversations, build better customer relationships, and increase turnover and profits over the long run.
PPT on Personal selling
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Personal selling
Personal selling involves face-to-face communication between a seller and buyer with the goal of making a sale. It is one of the oldest forms of promotion. The personal selling process typically involves prospecting, pre-approach planning, the approach, presentation, handling objections, closing the sale, and follow-up. It is most useful for small businesses, concentrated markets, complex products, and those requiring demonstrations. Benefits include customized messaging, feedback, and building long-term relationships, though it also has higher costs than other promotional methods.
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11.2 Marketing a Small Business Personal Selling Presentation 3
The document discusses personal selling as a form of promotion that uses planned, personalized communication to influence purchase decisions and ensure satisfaction. It describes different types of personal selling like retail selling, business to business selling, and telemarketing. It also outlines the characteristics of an effective salesperson such as product knowledge, selling skills, ethical standards, and communication skills. The document lists advantages and disadvantages of personal selling and the typical steps in the selling process from prospecting to follow up.
Personal selling Technics and Examples- Advertising- Business- Samsung Compan...
This document discusses Samsung's personal selling techniques. It defines personal selling as involving an individual salesperson selling a product or service directly to a client. It outlines a five-stage personal selling process of prospecting, making first contact, presentation, objection handling, and closing the sale. Additionally, it notes factors that influence personal selling success like the number of salespeople, how they are organized, and how they are selected. The document also lists advantages such as directly interacting with buyers and demonstrating products, and disadvantages like high costs and limited reach compared to other promotional tools.
Personal selling process
This document outlines the personal selling process used by Solace Pharma, a pharmaceutical company in Pakistan. It describes the key steps in the process: prospecting, pre-approach, approach, preparation, presentation, objection handling, closing, and follow-up. The overall goal is to build personal relationships with customers that results in a sale while providing value to both parties.
Unit 2 personal selling ppt
Personal selling involves a salesperson convincing a customer to purchase a product through face-to-face interaction. There are several theories that describe the personal selling process, including the AIDAS model, buying formula theory, and right set of circumstances theory. The SPIN selling model involves asking situation, problem, implication, and need-payoff questions to move the customer through identifying their problem and how the seller's product or service addresses it. Relationship selling focuses on building long-term customer loyalty, while transactional selling prioritizes individual sales. Value-added selling emphasizes additional benefits to increase the product's value proposition. Sales forecasting is important for production planning and budgeting and can involve qualitative methods like executive opinion or quantitative methods
Ways to Sell Better
Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... Yet most sales training fails to deliver lasting results. This is because most companies do not define and approach sales training properly.
Personal selling skills
Personal selling involves directly interacting with customers to offer products they wish to buy. There are different methods of personal selling including retail selling to consumers, field selling which takes place at a business, telemarketing over the phone, and inside selling at the seller's location. When personal selling, it is important to focus on the benefits customers will gain from a product rather than just listing its features. Salespeople must also be prepared to handle objections and meet their selling objectives.
Grow Your Sales | The Secrets
Sales Success Through Better Process and automation steps so you can increase your profit and grow your sales pipeline in very specific steps - WIN-WIN situation
Introduction to Sales Process
The Full introduction to sales process in 2017 including the key steps of starting and closing sales deal by using the best practice
Chapter 1 ppt
This document provides an overview of sales careers and the role of salespeople. It discusses that selling involves more than just making sales presentations, as salespeople must plan activities to increase sales in their territory. Successful selling requires a variety of skills that can be categorized as conceptual, human, and technical. These skills involve strategic thinking, relating to people, and mastering tasks like giving presentations. The document emphasizes that selling is both an art and a science that largely develops through experience and practice over time.
Chapter 2The personal selling process
The document outlines the 8 steps in the personal selling process: 1) Prospecting, 2) Preapproach, 3) Approach, 4) Need assessment, 5) Presentation, 6) Meeting objections, 7) Gaining commitment, and 8) Follow-up. It provides details on each step, including how salespeople generate and qualify leads, research customers, plan presentations, do needs assessments using different question types, present products, respond to objections, gain commitment, and follow-up after sales. The personal selling process aims to inform customers about products and encourage purchase through face-to-face interactions.
Sales process
The sales process involves 7 steps: 1) prospecting to find and qualify potential customers, 2) preparation by researching customers and developing a presentation, 3) making initial contact using approaches like giving a gift or asking questions, 4) presenting and listening to customer needs, 5) handling objections by addressing concerns, 6) closing by identifying signals to finalize the sale, and 7) following up to build long-term relationships for repeat sales.
Theory of personal selling
Theory Of Personal Selling
1) Introduction of Personal Selling
2) Step in Personal Selling
3)Theory of Personal Selling
a) AIDAS Theory
b) Right to set of circumstances Theory
c) Buying Formula Theory
d) Behavioural Equation Theory
Types of salesperson
This document outlines 4 types of salespeople:
1. Order takers who book customer orders but do not persuade customers, including inside order-takers like retail assistants, outside order-takers who visit customers, and delivery salespeople.
2. Order-creators/missionary salespeople who disseminate product information and build goodwill rather than taking direct orders.
3. Order-getters/front-line salespeople whose primary role is to directly persuade customers to purchase through identifying prospects, providing information, and closing sales.
4. Support salespeople who assist the other types, including technical support salespeople, merchandisers, trade salespeople, and service salespeople interacting with
Selling Skills
A presentation on Selling Skills by
Prof. Rahul Jadhav &
Prof. Prashant Chaudhary of
Sinhgad School of Business Studies, Pune
Selling process and managing sales information
The document outlines the key steps in the selling process: prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses prospecting in more depth, including differentiating between leads, prospects, and qualified customers. Additionally, it covers different prospecting methods, pre-approach strategies, approaches to customers, and techniques for handling objections and closing the sale. Maintaining good customer relationships through follow-up is also emphasized.
Approaching Prospects : The third step in personal selling
third step in personal selling : approaching prospects, the methods of approaching, elements of successful approach.
Personal selling process
selling like any other business activities it is a process/ this means that for one to end up making a sale had to go under a certain process hence why this document is guiding you to understand how this personal selling take a process.
Personal selling (Selling skills)
Personal selling (Selling skills) PPT, it contains full explanation for selling process including sales call process with practical examples to help sales person to handle different situations professionally.
Selling process.
The document outlines the key steps in the selling process from start to finish. It discusses the following main stages: prospecting to identify potential customers, pre-approach where research is done on prospects, approach to make initial contact, presentation of product features, handling objections, closing the sale, and follow up to ensure customer satisfaction and build relationships. The complete selling process involves identifying prospects through various methods, understanding customer needs, demonstrating products, addressing concerns, finalizing the sale, and following up for repeat business.
Next G Salestraining
This document outlines common issues that can lead to unsuccessful sales training programs and ineffective sales processes. It then provides recommendations to address each issue, including qualifying customer needs properly, differentiating your solution, understanding the customer perspective, and establishing an action-oriented account plan. The key is to train salespeople on asking the right questions to discover real customer problems and priorities, while also equipping them with economic principles and unique selling points to avoid price discussions and instead focus on the value proposition. Continuous evaluation and coaching is critical to ensure salespeople are properly applying the techniques and maintaining their knowledge. The goal is to structure sales conversations, build better customer relationships, and increase turnover and profits over the long run.
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11.2 Marketing a Small Business Personal Selling Presentation 3
11.2 Marketing a Small Business Personal Selling Presentation 3
Personal selling Technics and Examples- Advertising- Business- Samsung Compan...
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Approaching Prospects : The third step in personal selling
Approaching Prospects : The third step in personal selling
Similar to Personal Selling
PPT on Personal selling
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Personal selling
Personal selling involves face-to-face communication between a seller and buyer with the goal of making a sale. It is one of the oldest forms of promotion. The personal selling process typically involves prospecting, pre-approach planning, the approach, presentation, handling objections, closing the sale, and follow-up. It is most useful for small businesses, concentrated markets, complex products, and those requiring demonstrations. Benefits include customized messaging, feedback, and building long-term relationships, though it also has higher costs than other promotional methods.
personalselling-161201063906.pdf
Personal selling involves face-to-face communication between a seller and buyer with the goal of making a sale. It is one of the oldest forms of promotion. The personal selling process typically involves prospecting, pre-approach planning, the approach, presentation, handling objections, closing the sale, and follow-up. It is most useful for small businesses, concentrated markets, complex products, and those requiring demonstrations. Benefits include customized messaging, feedback, and building long-term relationships, though it also has higher costs than other promotional methods.
Chapter 2 personal selling
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
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To learn about negotiation
Personal Selling.pptx
This document discusses personal selling as a promotional technique. It defines personal selling as oral communication between a seller and potential buyer with the goal of making a sale. Personal selling involves a face-to-face interaction and two-way communication. It is most useful for small companies, high-value products, and those that require demonstrations or customization. The personal selling process involves prospecting, qualifying leads, planning sales calls, approaching prospects, presenting/demonstrating the product, overcoming objections, closing the sale, and following up with customers. Personal selling provides benefits like building relationships and obtaining immediate feedback.
Personal selling
Personal selling involves two-way communication between a sales representative and customer to match customer needs with products and services. It is an important part of the promotional mix, especially for complex, expensive, or infrequently purchased products. The personal selling process includes prospecting, preparation, an initial presentation, handling objections, negotiating to close the sale, and follow up. Demonstrations can be an effective way to showcase features and benefits during the presentation. The ultimate goal is to get the customer to make a purchase decision.
Sales
The document outlines the key steps in the personal selling process:
1. Prospecting involves identifying and qualifying leads by determining if they have needs, can afford the product, and are receptive to being contacted.
2. Preparation includes gathering information on prospects and planning sales calls and strategies.
3. The approach involves making contact, leaving a good first impression, and selecting an approach technique.
4. Presentation and demonstration involves understanding prospects' needs, presenting benefits, and using demonstrations to overcome objections and close the sale.
The personal selling process aims to guide salespeople through prospecting, planning, presentations and demonstrations to ultimately close the sale while building long-term customer relationships.
Direct Marketing & Personal Selling
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Ss direct selling
The document discusses direct selling and the personal selling process. It covers the sales funnel, different types of sales personnel like order takers and order getters, and the advantages of personal selling like building customer relationships. The personal selling process involves seven steps: prospecting, pre-approach, approach, presentation, overcoming objections, closing the sale, and follow-up.
sales management
Sales management involves planning, directing, and controlling a company's personal selling efforts. It includes three main processes:
1. Formulation of the strategic sales program and integrating it with the company's overall marketing strategy.
2. Implementation, which involves selecting and training sales personnel to direct their efforts towards achieving corporate objectives.
3. Evaluation by developing methods to monitor and evaluate individual salesforce performance.
Advance steps in selling process
The document outlines the key steps in the sales process:
1. Approach - making a good first impression through preparation and focusing on the prospect.
2. Probing for needs - asking questions to understand the prospect's needs and problems.
3. Convincing the prospect - demonstrating how the product or service satisfies their needs.
4. Handling objections - addressing any concerns the prospect raises through preparation.
5. Closing - advancing the sale by looking for signs the prospect is ready to buy and using closing techniques.
6. Follow up - maintaining the customer relationship for future sales through good post-sale service.
Personal selling Niyamat.pdf
Personal selling is defined as face-to-face interaction between a salesperson and prospective customer to make a presentation, answer questions, and procure orders. The personal selling process includes 8 steps: pre-sale preparation, prospecting, pre-approach, approach, presentation, objections, closing, and follow-up. Some merits of personal selling include effective communication and satisfaction while obtaining objectives, but some demerits are limited reach, training costs, and potential high turnover of salespeople.
Selling process ppt by varsha
The document discusses the 7 steps in the personal selling process: 1) Prospecting and qualifying potential customers, 2) Pre-approach research and preparation, 3) Making initial contact and approach, 4) Presenting and demonstrating the product, 5) Handling objections, 6) Closing the sale, 7) Following up after the sale. The personal selling process involves identifying prospects, researching them, making a sales pitch, addressing concerns, getting the customer to purchase, and following up to ensure satisfaction.
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Product Knowledge
2. Prospecting
3. The Approach
4. The Needs Evaluation
5. The Presentation
6. The Close
7. Follow-up
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This document provides an overview of sales training concepts including the sales and buying cycles, the four stages of a sales call (SPIN model), and sales training methods. The SPIN model involves using Situation, Problem, Implication, and Need-Payoff questions to move a prospect from unknown problems to explicit needs. Obtaining commitment is the final stage and requires resolving concerns, summarizing benefits, and proposing a commitment. Training methods include cognitive, behavioral, on-the-job, and off-the-job approaches. Developing new skills efficiently involves practicing one skill at a time for quantity before quality in secure situations.
Sales Management Mysore University
The document summarizes the key steps in the personal selling process for salespeople. It discusses prospecting, qualifying leads, pre-approach planning, making an approach, presenting and demonstrating products, overcoming objections, closing the sale, and following up with customers. It also outlines different types of sales organizations, including line, line and staff, functional, and horizontal structures and considers factors in determining the optimal size of a salesforce.
Unit 3 Sales Management
This document discusses personal selling and sales management. It covers key topics like the importance of personal selling, the selling process, factors affecting personal selling, designing and recruiting sales personnel, training and motivating sales personnel, theories of personal selling including AIDAS and behavioral equation, and the role and skills of effective sales executives. The roles of sales manager and district sales manager are also outlined.
PPT ON Personal selling process
HERE , THIS PPT IS IN DETAIL TELLING ABOUT ALL THE STEPS INCLUDING IN PERSONAL SELLING PROCESS... GO THROUGH IT FOR BETTER UNDERSTANDING ........#PERSONAL SELLING PROCESS #ADVERTISING #PRINCIPLES OF MARKETING .....
IF YOU LIKE IT THEN PLS SHARE WITH YOUR FRIENDS...
Use Marketing to Triple Your Business
Marketing your business is everything. Marketing is actively promoting a brand’s product or service. It’s a way of reaching and engaging people. Marketing keeps your company top-of-mind among the decision-makers you are trying to do business with.
DIFFERENCE BETWEEN MARKETING AND SALES
Marketing involves managing the 4 Ps (product, price, place, promotion) to create demand and pull for a company's products and services, while sales involves pushing products to customers. The key differences are that marketing has a wider, more dynamic scope focused on understanding customer needs, while sales has a narrower focus on fulfilling the company's goals. Effective marketing strategies combine both push and pull approaches to drive business growth.
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Sales promotion aims to increase short-term sales through various campaigns and incentives. It differs from advertising and personal selling in focusing on temporary opportunities rather than long-term branding or relationships. Common sales promotion tools include samples, premiums, sweepstakes, bonus packs, price discounts, loyalty programs, coupons, and rebates. Promotions target consumers, trade partners, or retailers and can employ either push strategies that directly supply customers, or pull strategies that motivate customers to actively seek out the brand.
Advertising
This document discusses key concepts in advertising including definitions, objectives, types of advertising objectives, factors that influence advertising budgets, the components of an advertising copy, how to convert a message into a copy, the AIDA model of advertising, and decisions that advertising agencies must make regarding reach, goals, media types, vehicles, and scheduling.
Marketing Planning
A marketing plan is a road map that surveys the business environment, describes strengths, weaknesses, opportunities and threats (SWOT), and contains financial budgets and marketing strategies. It differs from a business plan by focusing more on strategy. The key steps in developing a marketing plan include an executive summary, environmental analysis, SWOT analysis, marketing objectives, marketing strategy involving target markets and the marketing mix, an action program outlining who does what by when, and financial projections.
Introduction to IMC
Integrated marketing communication involves coordinating different promotional tools such as advertising, sales promotion, public relations, direct marketing, and personal selling to deliver a unified message about a company's brands. Selecting an effective marketing communication mix depends on factors like the product, its stage in the product lifecycle, and buyers' readiness which progresses from awareness to purchase. Common models for integrated marketing communication are AIDA (Attention, Interest, Desire, Action) and the Hierarchy of Effects.
Packaging and Labeling
Packaging involves designing and producing containers for products. There are three types of packaging: primary, secondary, and shipping. Packaging serves growing uses like self-service, convenience, brand image, innovation, and affluence. Good packaging must identify the brand, provide descriptive and persuasive information, facilitate transportation and protection, assist with storage, and aid consumption. Labeling identifies the product or brand, describes the product contents and use, can grade the product, promote the product, and meet legal requirements.
Pricing Decisions
1. Consumers use price as an indicator of quality and have internal and external reference prices that they compare new prices to in order to form perceptions. Prices ending in certain numbers like 0 or 5 are more memorable to consumers.
2. When setting prices, companies must estimate costs, understand demand curves and price sensitivity, analyze competitors' prices, and select a pricing method and objective such as maximum profit, market share, or cost recovery. Pricing strategies can impact demand and influence other marketing activities.
3. Homework involves explaining the strategy of penetration pricing.
Branding
A brand is a name, symbol or design that identifies products from one seller and differentiates them from competitors. Brands help identify the maker, simplify product handling, organize accounting, offer legal protection, signify quality, create barriers to entry, and provide competitive advantages like securing price premiums. Branding endows products with the power of the brand name while brand equity reflects the added value of positive brand associations. Strong brands improve perceptions, build loyalty, and provide greater marketing and financial benefits.
Product Decisions
The document discusses various concepts related to product decisions and new product development, including defining the core, basic, expected, and augmented levels of a product offering. It also outlines the stages of the product life cycle and marketing strategies at different stages. Additionally, it covers frameworks for classifying products and differentiating them, as well as the process for developing new products from idea generation to commercialization.
Positioning
This document discusses product positioning and differentiation strategies. It defines positioning as designing a company's offerings and image to occupy a distinctive place in the target market's mind. Marketers must plan positions to give their products the greatest advantage in selected target markets. There are four main differentiation strategies discussed: product differentiation based on attributes, personnel differentiation based on employee qualities, channel differentiation based on distribution channels, and image differentiation based on public perception. The document outlines key steps in effective positioning which include identifying competitive advantages, selecting a unique selling proposition, communicating the chosen position, and supporting it with a unique marketing mix.
Market Targeting
Targeting involves selecting the specific segment or group that a product is designed for. When evaluating potential target segments, companies consider the segment's size, expected growth, competitive position within the industry, the cost to reach customers in that segment, and how well the segment aligns with the company's goals. Targeting can range from undifferentiated mass marketing aimed at a broad audience to highly concentrated niche marketing targeted at a very small, specific group. Companies must determine which target market pattern is best, such as focusing on a single segment, selecting certain segments, specializing in specific products, or aiming for full market coverage.
Market Segmentation
This document discusses various ways to segment consumer and business markets. There are four major types of segmentation: geographic, demographic, psychographic, and behavioral. Geographic segmentation divides markets into geographic units. Demographic segmentation divides markets based on variables like age, gender, income. Psychographic segmentation divides based on psychological factors like personality traits and lifestyle values. Behavioral segmentation divides based on factors like customer benefits sought, brand loyalty, and usage rates. Effective segmentation criteria should be measurable, substantial in size, accessible to target, allow for differentiation of needs, and be actionable for marketing strategies.
Micro Marketing
This document discusses various micro-marketing strategies including segment marketing, niche marketing, local marketing, and customerization. Segment marketing involves dividing the market into homogeneous subgroups with similar preferences. Niche marketing targets a small, distinct group with unique needs. Local marketing tailors products and services to the needs of local customer groups. Customerization allows individuals to customize products on a one-to-one basis. The document provides examples and key benefits of each micro-marketing strategy.
Consumer Protection Act
The Consumer Protection Act was enacted in 1986 to provide better protection of consumer interests in India. It applies to all of India except Jammu and Kashmir. Previously, consumer rights were limited under the doctrines of caveat emptor and collective bargaining by sellers. The Act aims to address issues like expensive and time-consuming litigation processes through consumer redressal forums. Consumers can file complaints regarding defective goods or services, unfair trade practices, extra charges, or hazardous goods lacking proper information. Complaints can be filed by individual consumers, recognized consumer associations, or government bodies. Redressal forums include district, state and national commissions based on the value of the claim. If found guilty, traders must remedy defects, replace goods
Organisational Buying
1. The document discusses key features of business markets, including that they have fewer, larger buyers who seek close relationships with suppliers and engage in professional buying influenced by several factors.
2. It describes business buying behavior as how organizations determine what products and services they need to purchase for use in production, resale, or renting for profit.
3. The business buying process is outlined as how business buyers identify needs, evaluate alternatives, and select among suppliers and brands. Various stages and considerations in the process are defined.
Types of Consumer Buying Decision
There are four main types of consumer buying decisions: complex buying behavior, dissonance reducing behavior, habitual buying behavior, and variety-seeking behavior. Complex buying behavior involves high consumer involvement, significant perceived differences between brands, and occurs for expensive, risky purchases like computers. Dissonance reducing behavior also has high involvement but less perceived brand differences, for purchases like carpets where learning occurs but decisions are quick. Habitual buying has low involvement and little brand differences, for everyday low-cost items bought out of habit. Variety-seeking behavior has low involvement but significant perceived brand differences, leading to frequent brand switching for items like cookies.
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Chapter wise All Notes of First year Basic Civil Engineering.pptx
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Syllabus
Chapter-1
Introduction to objective, scope and outcome the subject
Chapter 2
Introduction: Scope and Specialization of Civil Engineering, Role of civil Engineer in Society, Impact of infrastructural development on economy of country.
Chapter 3
Surveying: Object Principles & Types of Surveying; Site Plans, Plans & Maps; Scales & Unit of different Measurements.
Linear Measurements: Instruments used. Linear Measurement by Tape, Ranging out Survey Lines and overcoming Obstructions; Measurements on sloping ground; Tape corrections, conventional symbols. Angular Measurements: Instruments used; Introduction to Compass Surveying, Bearings and Longitude & Latitude of a Line, Introduction to total station.
Levelling: Instrument used Object of levelling, Methods of levelling in brief, and Contour maps.
Chapter 4
Buildings: Selection of site for Buildings, Layout of Building Plan, Types of buildings, Plinth area, carpet area, floor space index, Introduction to building byelaws, concept of sun light & ventilation. Components of Buildings & their functions, Basic concept of R.C.C., Introduction to types of foundation
Chapter 5
Transportation: Introduction to Transportation Engineering; Traffic and Road Safety: Types and Characteristics of Various Modes of Transportation; Various Road Traffic Signs, Causes of Accidents and Road Safety Measures.
Chapter 6
Environmental Engineering: Environmental Pollution, Environmental Acts and Regulations, Functional Concepts of Ecology, Basics of Species, Biodiversity, Ecosystem, Hydrological Cycle; Chemical Cycles: Carbon, Nitrogen & Phosphorus; Energy Flow in Ecosystems.
Water Pollution: Water Quality standards, Introduction to Treatment & Disposal of Waste Water. Reuse and Saving of Water, Rain Water Harvesting. Solid Waste Management: Classification of Solid Waste, Collection, Transportation and Disposal of Solid. Recycling of Solid Waste: Energy Recovery, Sanitary Landfill, On-Site Sanitation. Air & Noise Pollution: Primary and Secondary air pollutants, Harmful effects of Air Pollution, Control of Air Pollution. . Noise Pollution Harmful Effects of noise pollution, control of noise pollution, Global warming & Climate Change, Ozone depletion, Greenhouse effect
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1. Palancharmy, Basic Civil Engineering, McGraw Hill publishers.
2. Satheesh Gopi, Basic Civil Engineering, Pearson Publishers.
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Personal Selling
- 1. Personal Selling Prof Prashant Kumar Gupta Jain College Of MBA &MCA
- 2. Concept Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer
- 3. Features • Personal Form • Development of Relationship • Oral Conversation • Quick solution of Queries • Receipt of Additional Information
- 4. Functions 1. To Make Sales to both old and new customers. 2. Service to customers and remove doubts. 3. Keep Sales Record. 4. To give presentations. 5. Develop goodwill of the company. 6. To achieve sales target.
- 5. Steps • Prospecting - the first step in the personal selling process The process of looking for and checking leads is called prospecting or determining which firms or individuals could become customers. • The Pre-approach This stage involves the collecting of as much relevant information as possible prior to the sales presentation. • The Approach The salesperson should always focus on the benefits for the customer. • The Sales Presentation After the prospects interest has been grasped, the sales presentation is delivered. • The Trial Close The trial close is a part of the presentation and is an important step in the selling process. • Handling Objections Objections are often indications of interest by the prospect and should not be viewed with misgiving by salespeople. • Closing the Sale: Closing a sale is only the confirmation of an understanding • Follow Up