Personal selling skills
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Transcript of Personal selling skills
Personal Selling Skills?
What is Selling?
Offering customers with products they wish to buy.
Methods of Selling
Personal selling – any form of direct contact between a salesperson and customer
Business to Business (B2B) – may take place in a manufacturers showroom (inside sales) or in the field (outside sales).
Telemarketing – selling over the phone
Features Vs. BenefitsFeatures
A physical characteristic or quality of a good or service; what is it’s intended use?
Benefits Advantages or
personal satisfaction a customer will get from a good or service; features that have been made into customer benefits are selling points.
METHODS OF PERSONAL SELLING Retail selling : Selling
to ultimate consumer.
Field Selling : Business to business selling that take place in the prospective customer's place of business..
Telemarketing : Using the Telephone as the primary means of communicating with prospective customers & Telemarketers often used computers for order taking.
Inside Selling : Business to business selling in the Sales person’s place of business
Personal selling
Handlin
g O
bje
ctiv
es
Overcoming Sales Objections