Personal selling
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Transcript of Personal selling
What is personal selling????
Selling through sales force or sales
representatives.
Face-to-face activity with the purpose of
making sales.
Oral communication with potential
buyers of a product with the intention of
making a sale.
Handout...Toyota Calling In
Japan's Car Market
Half of cars are sold door-to-
door. This is shrinking due to
environmental changes.
Toyota has more than 100,000
door-to-door sales people.
Aspect of personal selling
@salesmanship
Salesmanship deals with
approaches like:
Passive ordertaker
Active ordergetter
For Active ordergetter there are two
@pproaches
Sales oriented approach
Customer oriented approach
Steps in sales process……. .
Prospecting and qualifying
Steps in sales process…….
Pre-approach
Steps in sales process…. .
Approach
Steps in sales process….
Presentation and demonstration
Steps in sales process…
Handling objection
Steps in sales process..
Closing the sales
Steps in sales process
Follow up
In the US, 14 million people
are employed in sales
positions.
Advantages of personal
selling
Advantages of personal
selling Relatively high degree of personal
attention.
Sales message can be customised .
Respond directly and promptly.
Product information.
Demonstrate the product.
Build good long-term relationships.
Many advantages to personal selling,
why do more businesses not maintain a
direct sales
force????????????????????
Disadvantages of personal
selling Cost of employing a sales force.
One customer at a time.
Not a cost-effective way.
Remember! One Satisfied
Customer
@lways SENDS 10-
New Customers!
THANK YOU
Subham
Sanchit
Deepak