Personal selling refers to direct face-to-face communication between sellers and prospective buyers with the goal of making sales. It involves finding potential buyers, convincing them to purchase through demonstrations and presentations, and providing customer service. There are different types of salespeople, including order getters who increase sales to new and current customers, order takers who process purchase orders for current customers, and support personnel who locate prospects and provide after-sales service. The selling process involves several steps like prospecting, presenting to the customer, addressing objections, and following up after the sale.

1. Personal Selling

2. What is Personal Selling?
Personal selling refers to the
direct face to face communication
between sellers and prospective
buyers. This is an attempt to
communication on a person-to-
person basis with the object of
making sales.

3. Purposes of Personal
Selling

4. Finding Prospects
Potential Buyers are ever present
in the multitude of people in streets,
in the offices, in the factories, in the
farms, and in their homes. To reach
all of them would be very costly, but
sales have to be made nevertheless.

5. Convincing the Prospects to Buy
After identifying the prospects,
the next task is to convince them
to buy. Customers may be
motivated to buy; but the actual
conversion of motives to cash
transactions is one of the
objectives of personal selling.

6. Duties and
Responsibilities of
Salespeople/
Salesperson

7. Direct Selling
Direct Selling is a responsibility of
some salespersons. This activity
Includes prospecting for new
customers, increasing sales to
current customers, making sales
presentations, demonstrating
products, quoting price and sales
terms and writing orders.

8. Indirect Selling
The promotion of company goodwill is an activity that
will help generate sales. It is achieved through indirect
selling methods like;
1. Advising and Counseling. This activity involves
providing assistance to customers through
information dissemination.
2. Handling complaints of customers which will require
assistance from salesperson
3. Attending sales meetings. This activity will improved
the salesperson’s knowledge about new products and
new product uses. This, in turn, will help him/her
better serve the customers.

9. Nonselling Task
1. Reporting sales activity
2. Collecting payments for merchandise sold;
3. Assisting the credit department in colleting
credit information
4. Organizing his sales efforts
5. Working with management;
6. Travelling to cover sales area assignment and
7. Studying to acquire new knowledge about the
company it’s products, it’s customer’s problems.

10. Types of Salesperson

11. Order Getters
Order getters are salesperson whose jobs are to
increase the firm’s sales. This is achieved by
convincing prospects to buy and convince
present customers to buy some more. These
two task of order getting pave the way for
further classifying order getters into;
1. Current customer salesperson
2. New Business salesperson

12. Order Takers
Order takers are those that serve the
purchase orders of current customers. This is
done with the objective of satisfying the
customer to motivate him/her to buy again.
Order takers classified into:
1. Inside order takers
2. Field order takers

13. Support Personnel
Support Personnel are those that facilitate the
selling function by locating prospects,
educating customers, building goodwill, and
providing after sales service.
Support Personnel include:
1. Missionary Salespersons
2. Trade Salespersons
3. Technical Salesperson

14. The Selling Process
Selling to be effective, must be undertaken
by using proven procedures. The selling
process is composed of various steps. It must
be noted at this point that the steps will only
be done as a matter procedure. Some of them
may be eliminated if the situation no longer
requires them. For example, a person, for one
reason or another, may already have made up
his mind to buy even before a salesperson
meets him.

15. It is better, however, for the student to learn the various steps in
the selling process. These steps are as follows
1.Prospecting
2. The preapproach
3. The approach
4. The presentation
5. Meeting objections
6. The close
7. The follow-/up