PERSONAL SELLING……

By:-Akansha Gupta

Pallab DasSatrudhan Mahato

Definition:- Personal selling is the art of convincing the prospect to buy the given Product or service.

According to Mr. Garfield Blake,“Salesmanship consists of wining the buyer’s confidence for the seller’s houseand goods thereby winning the regularand permanent customers…….”

MERITS:-

Flexibility & adaptability. Minimum waste. Acts as feedback. Creates lasting impression. Pulls through logical sequence.

LIMITATIONS:-

It is expensive. Difficulty in getting right kind of salesman. Stake at consumer loyalty. More administrative problems.

Methods of Personal Selling:-

Selling at the counter. Selling at door step. Auction selling. Tender selling.

Process of Personal selling:-

Prospecting. Pre-approach. Approach. Presentation & demonstration. Overcome objection. Closing the sale.

Essentials of Successful Selling:- Knowledge of self. Knowledge of selling process. Knowledge of the company. Knowledge of product. Knowledge of customers. Knowledge of competitors. Knowledge of advertising.

THANK YOU all…..