Personal Selling Process
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Introduction, Opening the process, Need identification, Sales presentation, handling objections, negotiations, closing the sale, re-visit/ follow up.
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Personal selling
The document discusses the concept of personal selling. It defines personal selling as situations where a human being tries to sell something to another face-to-face, as opposed to impersonal selling through advertising, sales promotion, and public relations. It describes the buying-selling situation as non-routine, difficult for the buyer with many choices, and often involving business-to-business purchases. It outlines the characteristics, levels, types, processes, trends and uses of personal selling.
Personal selling
Personal selling involves face-to-face interactions between salespeople and customers to promote and sell products. Salespeople use their attitude, appearance, product knowledge, and demonstrations to encourage purchases. Customers can get advice from salespeople on how to use products. High-priced or complex products especially benefit from a salesperson's help through explanations and trials. There are various types of salespeople based on who they represent, including manufacturers, wholesalers, retailers, specialists, and exporters. Successful salespeople require training, product knowledge, an ability to convince and relate to customers, and qualities like honesty, persistence, and courtesy.
Types of selling
This document discusses different types of selling and their characteristics. It identifies five main types: transactional selling, product-oriented selling, needs-oriented selling, consultative selling, and insight selling. Insight selling follows a three-level model of connecting customer needs to solutions, convincing prospects of maximum returns with a company, and bringing new collaborative ideas. Understanding the appropriate type of selling for each customer can help salespeople be more effective.
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.
Sales techniques
This document discusses skills and techniques for effective sales. It outlines that developing solid sales techniques takes time and practice. Some key skills mentioned include active listening, qualifying needs and solutions, and highlighting features and benefits. The document then explains several sales techniques in more detail, including the AIDA model of getting a prospect's Attention, Interest, Desire, and Action. It also discusses the PRAINCODE technique which maps out stages in the sales process from pre-contact to close. Finally, it provides a link to a video about creating an effective elevator pitch.
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.
Retail selling process 2 (2)
The document discusses the key steps in the sales process including pre-sale preparation, opening the sale, progressing the sale through sales presentations, handling objections, and closing the sale. It emphasizes discovering customer needs, presenting product benefits to motivate purchase, addressing customer concerns, and using different closing techniques like direct closes or limited choices to finalize the sale. The overall goal is to provide customers with sufficient information to make an informed buying decision while guiding them towards a positive purchasing outcome.
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.
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Personal selling
The document discusses the concept of personal selling. It defines personal selling as situations where a human being tries to sell something to another face-to-face, as opposed to impersonal selling through advertising, sales promotion, and public relations. It describes the buying-selling situation as non-routine, difficult for the buyer with many choices, and often involving business-to-business purchases. It outlines the characteristics, levels, types, processes, trends and uses of personal selling.
Personal selling
Personal selling involves face-to-face interactions between salespeople and customers to promote and sell products. Salespeople use their attitude, appearance, product knowledge, and demonstrations to encourage purchases. Customers can get advice from salespeople on how to use products. High-priced or complex products especially benefit from a salesperson's help through explanations and trials. There are various types of salespeople based on who they represent, including manufacturers, wholesalers, retailers, specialists, and exporters. Successful salespeople require training, product knowledge, an ability to convince and relate to customers, and qualities like honesty, persistence, and courtesy.
Types of selling
This document discusses different types of selling and their characteristics. It identifies five main types: transactional selling, product-oriented selling, needs-oriented selling, consultative selling, and insight selling. Insight selling follows a three-level model of connecting customer needs to solutions, convincing prospects of maximum returns with a company, and bringing new collaborative ideas. Understanding the appropriate type of selling for each customer can help salespeople be more effective.
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.
Sales techniques
This document discusses skills and techniques for effective sales. It outlines that developing solid sales techniques takes time and practice. Some key skills mentioned include active listening, qualifying needs and solutions, and highlighting features and benefits. The document then explains several sales techniques in more detail, including the AIDA model of getting a prospect's Attention, Interest, Desire, and Action. It also discusses the PRAINCODE technique which maps out stages in the sales process from pre-contact to close. Finally, it provides a link to a video about creating an effective elevator pitch.
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.
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The document discusses the key steps in the sales process including pre-sale preparation, opening the sale, progressing the sale through sales presentations, handling objections, and closing the sale. It emphasizes discovering customer needs, presenting product benefits to motivate purchase, addressing customer concerns, and using different closing techniques like direct closes or limited choices to finalize the sale. The overall goal is to provide customers with sufficient information to make an informed buying decision while guiding them towards a positive purchasing outcome.
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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.
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.
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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.
Personal selling
Personal selling involves oral communication between a salesperson and potential buyer with the goal of making a sale. It focuses on developing a relationship with the buyer and customizing the message before ultimately trying to close the sale. Personal selling provides benefits like customized messaging, feedback, and demonstration of the product, but it also has drawbacks such as expense and difficulty finding qualified salespeople. The personal selling process involves prospecting, communicating, selling, servicing, and gathering information from customers.
Sales process 2
The sales process document outlines the typical steps involved in a successful sales cycle. It begins with prospecting to identify potential customers, followed by preparing for initial contact. The approach involves making initial contact through various methods to pique customer interest. A presentation is then made to showcase the product or service. Addressing customer objections is crucial to overcome concerns. Closing involves securing the sale and following up ensures customer satisfaction and potential repeat/referral business. The overall process is iterative and aims to evaluate customers and successfully conclude sales activities from start to finish.
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.
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1. There are three common approaches to engaging customers - greeting, service, and product. It's important to make customers feel welcomed.
2. An effective sales presentation involves demonstrating the product, highlighting its features and benefits, and addressing any customer concerns.
3. Good after-sales service includes repairs, customer support, and resolving returns or refunds to keep customers satisfied over the long term.
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.
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This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
Personal Selling
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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This document provides guidance on presenting products to customers. It recommends displaying products that match customers' needs and goals. When showing products, select an appropriate price range, number of options, and use non-technical language. Demonstrating features helps build confidence. Anticipate common objections like price or lack of need, and address each one with knowledge and understanding to guide the sales process productively.
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The document provides tips and techniques for developing excellent selling skills. It discusses focusing on customer needs rather than just products, the 7 steps of a sale including planning, presentation, handling objections, and follow up. It also provides tips for successful prospecting including daily prospecting with focus, being prepared, using scripts, and setting appointments rather than selling over the phone. Objection handling techniques include using feel/felt/found and agreeing/adding/explaining. Tips for successful selling include making a good initial impression, helping customers meet needs, and being enthusiastic about products.
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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.
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This document provides guidance on various steps of the sales process, including prospecting, probing, presenting, handling objections, closing the sale, and following up. It discusses initiating contact with prospects, asking open-ended questions to understand needs, being prepared for sales presentations, recognizing buying signals, seeking references, and focusing on the financial impact of solutions rather than just selling products. The overall process involves qualifying prospects, uncovering needs, presenting proposals, closing agreements, and partnering with customers.
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The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
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The document provides guidance on planning and executing effective sales techniques. It recommends planning mass awareness programs and one-to-one sales by calculating the number of sessions and households that can be covered each day. It also outlines the components of a successful sales call, including preparation, introduction, discovery, demonstration, convincing the customer, and closing the sale. After-sales activities like updating records and providing customer service are also discussed.
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This document outlines the 7 steps of selling: 1) Pre-sale approach with a clean store and smiling staff, 2) Opening the sale with greetings and understanding the customer, 3) Probing the customer with questions, 4) Demonstrating the product with knowledge, 5) Offering alternatives and trials, 6) Handling objections positively, 7) Closing the sale, confirming it, and asking for referrals. The steps emphasize making the customer comfortable, understanding their needs through questioning, demonstrating the right product, addressing any concerns, and ensuring repeat business.
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This document discusses various aspects of sales and distribution management. It covers the nature of personal selling, defining personal selling as two-way communication between salespeople and customers. It describes the roles and tasks of salespeople, including order taking, order getting, and providing customer service. It also outlines characteristics, limitations, and traits of good salespeople. Additionally, it discusses sales management topics such as organizing the sales force, directing and motivating salespeople, evaluating performance, and addressing ethical issues. Finally, it covers distribution channel design and management, including defining distribution channels, evaluating intermediaries, and planning the optimal channel structure.
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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.
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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.
Personal selling
Personal selling involves oral communication between a salesperson and potential buyer with the goal of making a sale. It focuses on developing a relationship with the buyer and customizing the message before ultimately trying to close the sale. Personal selling provides benefits like customized messaging, feedback, and demonstration of the product, but it also has drawbacks such as expense and difficulty finding qualified salespeople. The personal selling process involves prospecting, communicating, selling, servicing, and gathering information from customers.
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The sales process document outlines the typical steps involved in a successful sales cycle. It begins with prospecting to identify potential customers, followed by preparing for initial contact. The approach involves making initial contact through various methods to pique customer interest. A presentation is then made to showcase the product or service. Addressing customer objections is crucial to overcome concerns. Closing involves securing the sale and following up ensures customer satisfaction and potential repeat/referral business. The overall process is iterative and aims to evaluate customers and successfully conclude sales activities from start to finish.
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.
Retail Customer Service
The document provides an outline and overview of key aspects of customer service. It discusses defining customer service, the importance of good customer service in retail, different types of customers, ways to appeal to repeat customers, telephone handling best practices, dealing with disgruntled customers, and techniques for saying no to customers respectfully. The document aims to equip readers with customer service strategies and guidelines through examples, tips, and explanations of customer service concepts.
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This document discusses key aspects of customer service and the selling process. It covers approaching customers, making sales presentations, handling questions and objections, closing the sale, and providing after-sales service. The three main points made are:
1. There are three common approaches to engaging customers - greeting, service, and product. It's important to make customers feel welcomed.
2. An effective sales presentation involves demonstrating the product, highlighting its features and benefits, and addressing any customer concerns.
3. Good after-sales service includes repairs, customer support, and resolving returns or refunds to keep customers satisfied over the long term.
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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.
Leadership Skills
This document provides information on leadership and management skills. It outlines learning objectives around supervising teams, providing feedback, adapting leadership styles, and communicating effectively. It then details sections on effective leadership, developing goal focus, motivating teams, handling difficult people, professionalism, and product knowledge. The key points are developing leadership skills to guide teams, understanding different styles, using performance management tools like feedback, and the importance of clear communication.
Selling Techniques
This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
Personal Selling
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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This document provides guidance on presenting products to customers. It recommends displaying products that match customers' needs and goals. When showing products, select an appropriate price range, number of options, and use non-technical language. Demonstrating features helps build confidence. Anticipate common objections like price or lack of need, and address each one with knowledge and understanding to guide the sales process productively.
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The document provides tips and techniques for developing excellent selling skills. It discusses focusing on customer needs rather than just products, the 7 steps of a sale including planning, presentation, handling objections, and follow up. It also provides tips for successful prospecting including daily prospecting with focus, being prepared, using scripts, and setting appointments rather than selling over the phone. Objection handling techniques include using feel/felt/found and agreeing/adding/explaining. Tips for successful selling include making a good initial impression, helping customers meet needs, and being enthusiastic about products.
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.
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This is one module out of 11 modules on this course.
Sales process
This document provides guidance on various steps of the sales process, including prospecting, probing, presenting, handling objections, closing the sale, and following up. It discusses initiating contact with prospects, asking open-ended questions to understand needs, being prepared for sales presentations, recognizing buying signals, seeking references, and focusing on the financial impact of solutions rather than just selling products. The overall process involves qualifying prospects, uncovering needs, presenting proposals, closing agreements, and partnering with customers.
How To Close A Sale
The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
Selling Techniques
The document provides guidance on planning and executing effective sales techniques. It recommends planning mass awareness programs and one-to-one sales by calculating the number of sessions and households that can be covered each day. It also outlines the components of a successful sales call, including preparation, introduction, discovery, demonstration, convincing the customer, and closing the sale. After-sales activities like updating records and providing customer service are also discussed.
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This document outlines the 7 steps of selling: 1) Pre-sale approach with a clean store and smiling staff, 2) Opening the sale with greetings and understanding the customer, 3) Probing the customer with questions, 4) Demonstrating the product with knowledge, 5) Offering alternatives and trials, 6) Handling objections positively, 7) Closing the sale, confirming it, and asking for referrals. The steps emphasize making the customer comfortable, understanding their needs through questioning, demonstrating the right product, addressing any concerns, and ensuring repeat business.
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This document discusses various aspects of sales and distribution management. It covers the nature of personal selling, defining personal selling as two-way communication between salespeople and customers. It describes the roles and tasks of salespeople, including order taking, order getting, and providing customer service. It also outlines characteristics, limitations, and traits of good salespeople. Additionally, it discusses sales management topics such as organizing the sales force, directing and motivating salespeople, evaluating performance, and addressing ethical issues. Finally, it covers distribution channel design and management, including defining distribution channels, evaluating intermediaries, and planning the optimal channel structure.
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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.
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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.
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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
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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.
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This document provides an overview of key concepts related to marketing and sales in the hospitality industry. It defines marketing as reaching potential buyers to promote a brand, while selling is the final step of convincing a buyer to purchase. Marketing involves planning multiple elements like pricing, promotion, packaging and advertising. The document also discusses important marketing concepts like the marketing mix, market segmentation, and sales techniques used in hospitality like overbooking, upselling, and cross-selling. It explains how front office staff can apply various in-house sales techniques to generate more revenue.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.
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This document discusses key concepts in sales and distribution management. It covers:
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- Theories of personal selling such as AIDA, right set of circumstances, and behavioral equation theories.
- Steps in personal selling like prospecting, pre-approach, approach, presentation, objection handling, and follow up.
- Methods of sales forecasting including survey, expert opinion, market studies, sales force opinion, and statistical methods.
- Key considerations for territory management and design like market potential, account coverage, salesperson abilities, and ensuring optimal customer service.
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This document outlines the key steps and objectives of an effective sales process. It discusses prospecting, preparation, approaching prospects, presenting to them, responding to objections, closing the sale, and following up. The goal at each step is to understand customer needs and showcase how the product or service benefits the customer. Closing requires skill to determine customer needs, demonstrate value above price, and secure the order. Maintaining a positive attitude and giving customers time is important. Post-call follow up helps ensure customer satisfaction and continued business.
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...
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Selling techniques in Hotels & Hospitality Industry
Marketing Management: Delivering and Promoting Product: Personal Selling: Per...
Marketing Management: Delivering and Promoting Product: Personal Selling: Per...
More from Devendra Singh Rathod
Wipro - Total Quality Management
Wipro Enterprises Ltd is an Indian multinational corporation founded in 1945 and headquartered in Bangalore, India. It employs over 173,000 people and operates in the areas of IT business, digital strategy, consulting, and IT services. Wipro's mission is to serve customers with integrity through innovative, value for money solutions by continuously improving processes. To achieve this mission, Wipro was the first Indian company to adopt the Six Sigma approach to quality improvement, striving for near perfection in processes, organization, culture and infrastructure. This has resulted in benefits like on-time deliveries, reduced defects, increased productivity and customer satisfaction.
Product life cycle & Various Stages
Product Life Cycle, Stages, Introduction, Marketing Strategies, growth, Marketing Strategies, Maturity, Marketing Strategies, Decline, Marketing Strategies,
Leasing
Introduction, Types of Lease, Operating, Financial, Sale & Back, Leveraged, Direct, Primary & secondary & other types of lease.
Strategic Planning Process
This is Known as LTM (Learning through movies).
We explained the concept of Strategic Planning Process with help of Movie Fast & Furious 7 Clips.
All the steps are explained with clips & contents written over the slides. Mission & objective, Environmental Scanning, Strategy formulation, Strategy implementation, Evaluation and control, benefits,
Devilish and Angelic Qualities in a Being
The document discusses devilish and angelic qualities in beings. It defines a devil as the supreme spirit of evil or a person who causes trouble, and lists devilish qualities as sensuous desires, anger, greed, jealousy, and ego. An angel is defined as a spiritual messenger from God or a very good, kind person. Angelic qualities include generosity, austerity, truthfulness, faith in goodness, negating negative desires, and facing difficulties with courage. The document contrasts devilish and angelic traits in beings.
Spiritual intelligence
This document defines spiritual intelligence as a concept related to emotional and intellectual intelligence that involves self-awareness, flexibility, dealing with pain, inspiration, and connection to community. It identifies seven factors of spiritual intelligence including caring, enlightenment, divinity, childhood spirituality, extrasensory perception, trauma, and community attention. Key methods to develop spiritual intelligence are listed as meditation, detached observation, reflection, connection, practice, and seeing.
Leverage
This document defines and explains different types of leverage used in business - operating, financial, and combined leverage. Operating leverage refers to using fixed-cost assets to generate revenue to cover costs. Financial leverage is using funds with fixed costs like debt to increase earnings per share. Combined leverage magnifies the effects of sales volume changes on earnings per share by using both operating and financial fixed costs. Formulas are provided for calculating the degrees of operating, financial, and combined leverage.
Duties & Liabilities of Director
This document discusses the duties and liabilities of directors according to the Companies Act of 2013 in India. It defines a director and outlines their key duties which include acting in good faith and the best interests of the company. It notes that directors can be punished with fines for contravening their duties. The document also discusses various liabilities directors may face such as for illegal acts, receiving bribes, or breaching their duties of care. It concludes that becoming a director is a serious responsibility.
Dispersion
Introduction of Dispersion, measures, ranges, quartile deviation, mean deviation, standard deviation,
Spiritual Intelligence
This document discusses spiritual intelligence, which some see as a parallel to emotional and intellectual intelligence. Spiritual intelligence involves qualities like wisdom, compassion, and peace. It is developed through self-awareness, flexibility, and dealing with pain. Some ways to increase it include meditation, reflection, connecting to a higher power, and practicing spiritual behaviors and seeing the best in others. Spiritual intelligence can be applied in personal life by not clinging to others, in family life by avoiding too much familiarity, and in work by making service the focus rather than just earning money. The key methods to learn and develop it discussed are meditation, detached observation, reflection, connecting, practice, and seeing the best in others.
Selections
This document discusses the selection process for hiring individuals into an organization. It defines selection as differentiating between job applicants to identify those most likely to succeed. The key steps in the selection process are: preliminary interview, selection tests, employment interview, reference and background checks, selection decision, physical examination, job offer, and final selection. Selection tests assess applicants' aptitude, personality, proficiency, and interests. The goal of selection is to fill jobs with qualified candidates who have the required competencies.
Tata Motors
Tata Motors was founded by Ratan Tata and is part of the Tata Group founded by Jamsetji Tata in 1945. Tata Motors entered the commercial vehicle segment in 1954 through a partnership with Daimler-Benz and the passenger vehicle segment in 1992. It is now India's largest automobile company and owns luxury brands like Jaguar and Land Rover. Tata Motors has two target customer segments - low income customers looking for affordable cars like the Nano, and high income customers seeking luxury vehicles. It offers a range of passenger and commercial vehicles as well as luxury cars, and focuses on providing reliable, responsive, and good value services to customers.
Delayed Gratification
This document summarizes key points about delayed gratification. It introduces delayed gratification as the ability to resist immediate rewards and wait for later, larger rewards. It discusses the benefits of delayed gratification, including academic and health success. It describes the seminal Stanford Marshmallow Experiment on delayed gratification and provides strategies for practicing delayed gratification, such as knowing your values and creating a plan.
Oligopoly Concept & Price Leadership Concept
This document defines and describes oligopoly. It begins by defining oligopoly as a market situation where a small number of firms control the market. It then provides examples of oligopolies, such as the retail gas market. The document outlines key characteristics of oligopolies, including interdependence, and describes different price leadership models that can occur in oligopolies, such as barometric, low-cost, and dominant firm price leadership. It concludes by stating that in an oligopoly, the main firm sets the price that is then followed by other competing firms.
Basic Concept of Computer
Basic Concept of Computer, Introduction, How does it work, Characteristics, Advantages, Disadvantages
Seminars
This document discusses seminars and how to conduct them effectively. A seminar is a discussion held by a small group where ideas and knowledge are shared. It involves oral presentations on a chosen topic. To be effective, seminars require proper organization and defined roles for organizers, speakers, chairpersons, and audience. The roles include planning, presenting, facilitating discussion, and actively participating. Conducting seminars provides learning opportunities and allows for sharing of new information. They work best when presentations are concise and focus on the allotted topic.
Supplier Relationship Management
This document discusses supplier relationship management (SRM). SRM involves strategically managing interactions with third-party suppliers to maximize value. There are five key components of SRM: organizational structure, governance, supplier engagement model, value measurement, and technology and systems. Effective SRM requires establishing a formal SRM team, governance framework, tailored supplier engagement approaches, metrics to measure added value, and technology to track supplier performance data.
Budgeting & Budgetary Control
The document discusses budgeting and budgetary control. It defines budgeting as a formal financial planning process using estimated accounting data. Budgeting involves preparing budgets for various areas such as sales, production, marketing, and expenditures. Budgetary control involves comparing actual performance to the budget and taking corrective action for any deviations. Budgets can be fixed or flexible depending on the level of activity. The document outlines the purposes of budgeting as planning, coordination, communication, and control. It also discusses types of budgets, budgeting process, responsibilities, and short-term versus long-term budgets.
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Personal Selling Process
- 3. Personal selling is use of the “Sales Force" to sell the product after meeting face-to-face with the customer. The seller promotes the product through their attitude, appearance and specialist product knowledge.They aim to inform and encourage the customer to buy, or at least to do trial of the product.
- 5. OPENINGTHE PROCESS NEED IDENTIFICATION SALES PRESENTATION HANDLING OBJECTIONS NEGOTIATION CLOSINGTHE SALE REVISIT / FOLLOW-UP
- 7. • Persuade the prospect to talk about the interest. • Use of question-listen posture.
- 8. • Two – way communication. • Involvement of prospects. • Avoid technical jargons. • Switching risk is present always. • Ways & Methods: Product Demonstration Reference Selling Warranty / Guarantee Trail Order
- 10. • In consumer good selling, it is mostly price bargaining.
- 11. • It is most critical and difficult stage in the personal selling process. The success of a sales interview or sales presentation lies in making or closing the sale.
- 12. • Follow up is necessary to maintain relationship after-sales service and repeat orders.
- 13. THANK YOU