Personal selling is a part of promotional- mix and it is an art of person-to-person communication for persuading prospects or consumers in the sales process. Personal Selling Process – Pre-Sale Preparation, Prospecting, Approaching, Presentation, Handling Queries, Closing the Sale and Post Sale Activity The essence of personal selling is a sales communication between a salesperson and a prospect through which the salesperson endeavours to convert the prospect into a customer. endobj Closing the sale: A goods sales talk results in clinching a sale. Process of personal selling Following Up. << endobj It is a two-way form of communication. endobj >> /CA 1 This process involves finding, informing, persuading, and … Each person is contacted by face to face conversation. /MaxWidth 2628 The selling process has 5 major steps. %PDF-1.5 The above definition points out the need to persuade the buyer to buy. Pre-Selling. Meaning of personal selling Personal selling is a process of informing customers and persuading them to purchase products through personal communication in an exchange situation. endobj Like advertising and sales promotion, personal selling is also a method of communication. >> If you continue browsing the site, you agree to the use of cookies on this website. Role of personal selling. /XHeight 250 Looks like you’ve clipped this slide to already. Personal selling involves two-way dialogues between the buyers and sellers and a buyer can share his thoughts about a particular purchase with the salesperson keeping in mind the taste and preference of the consumer salesman (an offer the product an ensure communication is maintained with the customer throughout the lifetime of the company. /FontDescriptor 39 0 R •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H You can change your ad preferences anytime. Personal selling is a process. 44 0 obj Secondly, it can cover only limited number customers at a time. /FontWeight 700 Purpose of Personal Selling Personal selling can be found in many different positions and in many different sectors, but its primary purpose is to generate revenue (and subsequently profit) for companies. x��`U��3�;3���w����lv����$m��i�I��"}%��H�����B+/ċ,O+* �{Q.�1���� The Adobe Flash plugin is needed to view this content. Personal Selling/Sales Management- Personal selling: Persuading a party to do what they otherwise may not have chosen to do getting them to willingly do what I want. /FontName /Arial,Bold selling begins with identifying customers and endswith ensuring satisfaction tothem. Personal selling is … /Type /FontDescriptor Approach. The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase. Personal Selling Process Sellers humanize themselves and show they’re there to help prospects, not sell at them. /Descent -210 /ItalicAngle 0 The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. 38 0 obj So instead of taking a megaphone to share features far and wide, you take a step back and turn your head to listen. Following-up will build customer satisfaction, maximize long-term sales volume, and … endobj << Now customize the name of a clipboard to store your clips. SMART LEARNING WAY. Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy >> /Encoding /WinAnsiEncoding This is … Preparation for the Sales Call: If a prospect has been qualified or if qualifying cannot take place until … /StemV 47 Table 2 Stages and objectives of the personal selling process SMART LEARNING -SEE YOUR WORLD IN DIFFRENT WAY, Salesforce administrator training presentation slides, Ch5: Organising and Staffing the Salesforce, No public clipboards found for this slide. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … /CapHeight 728 /Length 95426 /FirstChar 32 Definitions American Marketing Association defines Personal Selling as:- “Personal Selling is the oral presentation in a conversation with one or more prospective purchases for the purpose of making sales, it is the ability to persuade the people to buy goods and services at a profit to the seller and benefit to the buyer.” 8. >> The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Personal Celling influences the buyers to buy a product. >> /Type /Font /AvgWidth 479 After the objections have been removed, the only thing left to do … /Length1 309780 BY Clipping is a handy way to collect important slides you want to go back to later. �(ȣ�T,^E�+��wf���D6�����ٜ�yΜ�̞9;��#� �� �.�X��{��� The American Marketing Association has defined the term ‘Personal Selling’ as the personal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favorably upon an idea that has commercial significance to the seller. See our User Agreement and Privacy Policy. 6. Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. /Name /F1 /Ascent 905 Also referred to as stages or steps of personal selling … 40 0 obj See our Privacy Policy and User Agreement for details. /BM /Normal Firstly personal selling is the costliest method of promotion. It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. /Leading 33 Personal selling is a greatly distinctive form of promotion. Closing the sale. /Filter /FlateDecode /BaseFont /Arial,Bold endobj 46 0 obj << /Type /ExtGState The Trial Close. %���� /FontBBox [-628 -210 2000 728] 36 0 obj View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. If you continue browsing the site, you agree to the use of cookies on this website. Personal selling is a mode of direct selling. Personal selling involves person in selling activity.Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called Personal selling . View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. /BM /Normal It involves series of steps that arediverse, complex and knowledgebased. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. >> << We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. The trial close is a part of the presentation and is an important step in the selling … 39 0 obj PP21-BB Personal Selling •Personal selling involvesa two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person’s … [278 0 0 0 0 0 722 0 333 333 0 0 278 333 278 278 556 556 556 556 556 556 556 556 556 556 333 0 0 584 0 0 0 722 722 722 722 667 611 778 722 278 556 722 611 833 722 778 667 778 722 667 611 722 667 944 0 667 0 0 0 0 0 0 0 556 611 556 611 556 333 611 611 278 278 556 278 889 611 611 611 611 389 556 333 611 556 778 556 556 500] /Ordering (Identity) Personal selling is a process in which an individual salesperson works one-on-one with a customer to try to match a product to her needs. << /Subtype /TrueType Personal selling is an approach that individualizes the sales process. /LastChar 122 Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, Fuse/Fuse/Getty Images. It involves individual and social behaviour. ���,YԶx`��o g/��,Y�����_]���%'��'���P��m����ۓg�`��N\k�c�Kk�~�)�f@��ʎ�jw�ŝ l���j�X统hj��W�׮]tBת/l}`�- �/�m��y��X�p�_���[�}��Wk� ���y�����M�/X����� ~���^��ɧo�`����5`�κ-���c�Ww��s�e[6�n����V �k��-���]��'0^�e���&u9�}>@Ӟ37�s��|`�_�i[����ݹ�����4@4�����ޕ�wp��pye��ݽ�G��Y߆�z�o����~���ٹc��\�C{D��. In this step of personal selling process, the sales person finally gets to move off his table … /Type /ExtGState /Supplement 0 The next step in the personal selling process is called the ‘sales presentation’. 37 0 obj essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. The people and organizations are getting ready for success. Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. Selling. stream Personal Selling Process - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. Closing. PERSONAL SELLING - Definition, Meaning, Major Aspects •Personal selling is a personal (face-to-face, telephone, or Internet chat) presentation for the purpose of making sales and building relationships. Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. << The process of personal selling in marketing refers to the systematic approach adopted by sales representatives from finding the right clients for a product or service to getting them to buy the product or at least try it. Get the plugin now. For introducing effective marketing system, balancing of other marketing elements like, product development, pricing, distribution system, advertising etc. At this juncture, the salesperson … Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. /Widths 40 0 R THE PRESENTATION Once the prospect’s interest is captured and he or she seems comfortable with the salesper-son, the product is presented for sale. PPT – Personal Selling PowerPoint presentation | free to view - id: bb862-ZDc1Z. /ca 1 Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. 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