Personal selling

1. PERSONAL
SELLING
By- Sk Niyamat Ullah

2. Prof. Philip Kotler has
defined personal selling
as :-
"Personal selling is face-to-face
interaction with one or more
prospective purchasers for the
purpose of making a
presentation, answering
questions, and procuring orders."

3. PERSONAL
SELLING
PROCESS :-
Pre-sale preparation
Prospecting
Pre-approach
Approach
Presentation
Objections
Closing
Follow-up
1.
2.
3.
4.
5.
6.
7.
8.

4. PRE-SALE PREPARATION
1.
Salespersons need to do or complete
his/her homework before going to sell the
product.
Homework in terms of the particular
salesperson on also knowing and being
familiar with the pros and cons of the
product, which organization he is
associating with, and he also should be
familiar with whom he is going to target.

5. 2. PROSPECTIVE
Prospecting means here, for those
customers we are targeting our product.
We are locating or searching for
customers who have the ability to
purchase the product in the terms of
money or who have a reason to buy the
product.

6. 3. PRE-APPROACH
Before going to any customer, a
salesperson needs to make some calls
(Cold calls), or we can say that
salesperson should take an appointment
with the customer before going to his/her
home. In this step, the salesperson has to
collect as much information as possible
about the customer.

7. 4. APPROACH
In a very important stage of personal
selling, at this stage, a salesperson has
created his first impression on the
customer.
It depends on how the salesperson treats
the customer.

8. 5. PRESENTATION
Once the salesperson knows that the
customer is interested in the product, the
salesperson needs to give a presentation
about the product.
Presentation makes clear the feature,
quality, and other things in which the
customer might get interested.

9. 6. OBJECTIONS
If the salesperson knows the customer has
an interest in the product, he should ask
some questions.
The salesman should clear all doubts and
objections without entering into
controversy and without losing his temper.

10. 7. CLOSING
Climax or critical point of personal
selling.
Inappropriate handling of customers
can result in loss of sales.
The sale should be closed in a cordial
manner.

11. 8. FOLLOW-UP
Continuously interacting with the
customer.
To know whether the customer is
satisfied with the product or whether
the customer requires any services.
After-sale services, maintenance, etc.
Helps to secure repeat sale.

12. Personal Interaction
Effective Communication
Satisfaction
Object and Target Oriented
Negotiability
1.
2.
3.
4.
5.
MERITS OF PERSONAL SELLING

13. Limited reach
Training cost
High salesperson turnover
The negative image of a salesman
1.
2.
3.
4.
DEMERITS OF PERSONAL SELLING

14. EMAIL ADDRESS
hello@reallygreatsite.com
WEBSITE
www.reallygreatsite.com
THANK YOU
THANK YOU
THANK YOU