OBJECTIVES OF PERSONAL SELLING

To increase the overall volume of sales.

To remove doubts from the mind of customers.

To make search for new customers.

To maintain regular communication with present customers.

To obtain the desired market information.

To keep the personal selling expenses within controllable limits.

METHODOLOGY OF STUDY

Field of study.

Research design.

Sample Size.

METHODOLOGY OF STUDY

Data Collection

Primary Secondary

Sampling design

Sample size

Sampling method

Research period

LIMITATIONS OF STUDY

Personal selling is very expensive.

Difficult to recruit right kind of salesman.

Time consuming process.

Disclose the sales strategies of other competitors.

Many sales persons do not take much interest in sales promotions.

Lack of customers co-operation.

FINDINGS

Customers are generally dissatisfied with their bill.

Customer satisfied by after sales services.

Customer feels that broadband of airtel is better then others.

Quality of services are good but expansive.

Airtel fulfills the customers expectation very well.

Airtel becomes the first choice for internet services.

SUGGESTION

Company should maintain the quality.

Strategies of personal selling is up to the mark.

Efficient, trained & economical distribution system must be available.

Uses of trained & expertise is must.

Never disclose the strategies among competitors.

Maintain the loyalty with customers.

Never ignore to the former customers.

Graph showing necessity of net connection among customers.

57

39

4

0

10

20

30

40

50

60

MuchNeeded

Somewhat

Not so

East

Out of 100 respondents 57 % of the customers are primarily depending on Internet usage. And 39 % customers are using it as supporting activity for doing their work. Only 4% customers are thinking that internet is not necessary for them.

Pie chart showing Rating of Airtel broadband with other competitors in the same category

Much better45%

some what35%

Same10%

Worse10%

Much better

some what

Same

Worse

Out of 100 respondents 45 % of the customers feel that Airtel broadband is much better than other products in this category. 35% customer feels that Airtel broadband is somewhat better than competitor products. Around 10% of the customer feels that it has the same service as that of competitors. And 10% of customer feels that it is worse than its competitors.

Pie chart showing reason for choosing Airtel broadband connection

Offers13%

Service quality37%Speed &

Security30%

Brand Name20%

Offers

Service quality

Speed & Security

Brand Name

Out of 100 respondents only 13% of the customers preferred Airtel broadband because of offers. The highest 37 % of the customers preferred Airtel because of the quality of service offered by Airtel. The second most 30% of the customers have preferred because of the Speed of internet service. It also shows the brand name also has some implication before choosing Airtel Broadband services. 20% of the customer has chosen Airtel because of the brand name ‘Airtel’.

CONCLUSION

Personal selling is an oral presentation of goods to one or more prospective customers to promote sales. It helps in the transfer of the title from the seller to the buyer. It involves a face-to-face relationship or inter. Personal interaction or communication between a sales person and the buyer. As the sales people become aware of the problems of the buyers they suggest suitable products or services to satisfy their wants.