Personal Selling

Unit 7 - Personal Selling At the end of the session you will be able to: Understand the purpose of sales personnel

A Jack of all trades but a master of none!!!

Personal Selling Defined An interpersonal communication tool which involves face to face activities undertaken by individuals, often representing an organisation, in order to inform, persuade or remind an individual or group to take appropriate action, as required by the sponsor’s representative.

The essence of personnel selling

What is the purpose of sales personnel?

Reason 1- increase business ,[object Object],[object Object],[object Object]

Reason 2- to help the business to remain competitive ,[object Object],[object Object]

Reason 3 – providing information and services to the customers ,[object Object],[object Object],[object Object]

A technology driven sales services

Reason 4 – providing customer care ,[object Object]

Reason 5 – Gathering feedback ,[object Object]

What are the benefits of personal selling? ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Organisation ,[object Object],[object Object]

The employees ,[object Object]

The customers ,[object Object]

SKILLS AND KNOWLEDGE OF A SALES PERSON

Group Work ,[object Object],[object Object]

Does this list match the ones your group has chosen?? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Personnel - typical skills Figure 1

The apprentice ,[object Object],[object Object],[object Object],[object Object]

Group work – 4s ,[object Object],[object Object]

The personal selling process Figure 2

Group Task ,[object Object],[object Object]

Personal Selling

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Personal Selling