The document discusses key concepts in personal selling. It defines personal selling as a process of persuading customers to buy products that satisfy their needs, with the salesperson's primary goal being to help the customer. It contrasts this with traditional selling, where the salesperson's goals are self-interested rather than customer-focused. The document also outlines different types of selling roles and responsibilities, as well as effective personal selling techniques like building long-term customer relationships and providing excellent service and support.

1. Sales Management Personal Selling Chapter 1- Introduction to Personal Selling

2. Professional Selling What is Professional Selling? 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

3. Golden Rule of Personal Selling The Golden Rule of Personal Selling: A strong sales belief. A willingness to go all out to help the prospect. Putting the needs of customer first. Totally committed and dedicated. Focus on customers expectation.

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

7. Passion of Selling Success begins passion, care or concern for the customer’s welfare. Read to serve the customer quickly. Practice Golden Rule of Selling – service beyond expectation. Good Communication skills Positive traits and habits – Skills befitting the job. Thinking ahead of the customer Knowledge about product and the industry Energetic – be able to face challenges

8. Effective way of Selling Creates new customers – start prospecting for new customers. Selling more to existing customers Build Long Term Relationship with Customers Provide solution to customers’ problem. Provide exemplary service to customers Help customers to resell their products to their immediate and eventual customers. Provide customers with product knowledge and technical support Build goodwill and long term relationship with customers. Provide organization with necessary market information.