Personal selling involves building personal relationships between a salesperson and customer to obtain value for both parties. For the salesperson, value comes from financial rewards of a sale, while the customer values the benefits of the product. Personal selling allows for two-way communication and interactive demonstrations, but it can be high cost and misunderstood. Eureka Forbes is a leader in water purification, vacuum cleaners, and air purifiers in India. As a direct sales organization, personal selling is important for building product awareness, creating interest, providing information, stimulating demand, and reinforcing Eureka Forbes' brand. The personal selling process at Eureka Forbes involves prospecting customers, preparing for interactions, making a sales presentation, closing the

1. PERSONAL
SELLING:
A STUDY ON
EUREKA FORBES

2. Personal Selling
Personal selling is a promotional method in which one
party (e.g., salesperson) uses skills and techniques for
building personal relationships with another party
(e.g., those involved in a purchase decision) that
results in both parties obtaining value. In most cases
the "value" for the salesperson is realized through the
financial rewards of the sale while the customer’s
"value" is realized from the benefits obtained by
consuming the product.

3. Objectives of Personal Selling
• Building Product Awareness
• Creating Interest
• Providing Information
• Stimulating Demand
• Reinforcing the Brand

4. Personal Selling
Advantage Disvantage
Two -Way
Communication
Interactive
Easily
Reachable
Misunderstood
High Cost
Not For
Everyone

5. Eureka Forbes
Eureka Forbes Limited (EFL) is the leader in domestic
and industrial water purification ,Vacuum Cleaners,
and Air Purifiers & Security Solutions. This is a
corporation-part of the Shapoorji Pallonji Group
EFL is the Pioneers in Direct selling - Asia's Largest
Direct Sales Organization.

6. Importance Of Personal Selling For
Eureka Forbes
A person can pinpoint prospect. minimum rate of effort and
expenditure impersonal selling.
Attention and interest of a prospect. Personal selling has flexibility.
Salesman talk and presentation can be fitted to the individual need
and obvious of his prospect. This is not possible in advertising.
Sales can meet objectives and reactions of his prospect in order to gain
favorable action.
Company is giving actual demonstration. Actual demonstration of the
product or its use is recognized as the most powerful means
of convincing.
Company is using personal selling as most important tool because it is
the best means of two way communication between the company and
its customers. Top management can be fully informed about vital
matters such as competition, customer reaction and comments, market
trend etc.

7. Essential Of Effective Selling
At Eureka Forbes
Knowledge of your company
Knowledge of your product
Knowledge of competition

8. Personal Selling Process At Eureka
Forbes
Prospect
Developing a list of existing prospectus and potential
customer having need of the product purchasing
power, intension to pay and authority to purchase.
Pre Approach
After prospectuses are located and qualified
salesman should find out his needs and problems and
to be solved them. He should find out their habits.

9. • Approach Sales Presentation
The salesman comes face to face with the prospect
customers
• Sales Presentation
After finding the customer and their need. Salesman
formally present product of company to the customer
Meeting The Objective
Objectives and reactions represent feedback to
salesman communication

10. Closing The Sales
The close is the act of actually getting the prospects assent to
buy the product , a sale is never complete until the product
is finally in the hands of a satisfied user. Salesman alone
can assure such competition of sales.
Follow Up
The salesman contacts the customer frequently to
maintain his goodwill and smooth relation over and above
to solve post sales problems the follow up is a good source
of feedback to the salesman.

11. THANK YOU
SUBMITTED BY:
DIVYA SUNDRIYAL