1. Sales Management Personal Selling Chapter 1- Introduction to Personal Selling
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4. Distinction between Traditional & Personal Selling The salesperson put the interest of customer’s first The salesperson is very persuasive and persistent in closing. The relationship with customer is long term. The relationship with customer is short term. The salesperson wants to help the customer in making a positive purchasing decision. The Salesperson wants to gain advantage at the expense of the customer. Traditional selling Selling is process to make a possible customer to part with his or her money to buy a product or service. Personal Selling Selling is process of to persuade unselfishly a prospect or potential customer to buy a product service that must satisfy their needs.
5. The Evolution of Personal Selling Eveready to help the customer even after the closing the sale. The Salesperson is not a willing helper once the sales is closed Sales Service Salespeople genuinely imparts information to educate customer. The Salesperson knows but intentionally withholds information. Knowledge Concern for the welfare of the customer is the criteria for making sales. Money is motivating factor in his or her desire to secure sales. Personality Selling is viewed as serving the interest of the customer. Selling is viewed as engaging in unethical practices Ethics Now Before Content
6. Types of Selling Task Merchandisers Technical support salesperson Consumer salesperson Outside order takers B2B/organizational salesperson Delivery Salesperson New business salesperson Missionary Salesperson Inside order takers Order getters Order Creators Order takers
![Professional Selling ,[object Object],Qualified prospects that your product will fill their needs Persuading How your offering fills that need Demonstrating Them to recognize the existence of needs they have that could be met through your offering Assisting Out people who have a particular need Seeking](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)