The document discusses personal selling, which involves face-to-face sales interactions with potential buyers to make sales. It notes that half of car sales in Japan are done through door-to-door personal selling, although this is shrinking. Personal selling can involve either a passive order-taking approach or a more active order-getting sales-oriented or customer-oriented approach. The steps in the sales process include prospecting, pre-approach, approach, presentation, handling objections, closing the sale, and follow up. While personal selling provides benefits like customization and building relationships, it also involves costs of a sales force and being less cost-effective than other methods.

2. What is personal selling????
 Selling through sales force or sales
representatives.
 Face-to-face activity with the purpose of
making sales.
 Oral communication with potential
buyers of a product with the intention of
making a sale.

3. Handout...Toyota Calling In
Japan's Car Market
Half of cars are sold door-to-
door. This is shrinking due to
environmental changes.
Toyota has more than 100,000
door-to-door sales people.

4. Aspect of personal selling
@salesmanship
Salesmanship deals with
approaches like:
Passive ordertaker
Active ordergetter

5. For Active ordergetter there are two
@pproaches
 Sales oriented approach
 Customer oriented approach

6. Steps in sales process……. .
 Prospecting and qualifying

7. Steps in sales process…….
 Pre-approach

8. Steps in sales process…. .
 Approach

9. Steps in sales process….
 Presentation and demonstration

10. Steps in sales process…
 Handling objection

11. Steps in sales process..
 Closing the sales

12. Steps in sales process
 Follow up

15. In the US, 14 million people
are employed in sales
positions.

16. Advantages of personal
selling

17. Advantages of personal
selling
 Relatively high degree of personal
attention.
 Sales message can be customised .
 Respond directly and promptly.
 Product information.
 Demonstrate the product.
 Build good long-term relationships.

18. Many advantages to personal selling,
why do more businesses not maintain a
direct sales
force????????????????????

19. Disadvantages of personal
selling
 Cost of employing a sales force.
 One customer at a time.
 Not a cost-effective way.

20. Remember! One Satisfied
Customer

21. @lways SENDS 10-
New Customers!

22. THANK YOU
 Subham
 Sanchit
 Deepak