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. /Encoding /WinAnsiEncoding Personal selling is a greatly distinctive form of promotion. %���� It involves individual and social behaviour. Personal selling is … essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. 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 . /FirstChar 32 /Descent -210 Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. Sellers humanize themselves and show they’re there to help prospects, not sell at them. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. /Type /Font Pre-Selling. << The Adobe Flash plugin is needed to view this content. In this step of personal selling process, the sales person finally gets to move off his table … /Type /ExtGState The sales presentation or demonstration is the point in the selling process where the salesperson shares the features, advantages, and benefits of the product. �(ȣ�T,^E�+��wf���D6�����ٜ�yΜ�̞9;��#� �� �.�X��{��� endobj 38 0 obj The next step in the personal selling process is called the ‘sales presentation’. Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. Fuse/Fuse/Getty Images. /BaseFont /Arial,Bold >> Each person is contacted by face to face conversation. After the objections have been removed, the only thing left to do … 6. /Ascent 905 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. Closing the sale. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Personal Celling influences the buyers to buy a product. The people and organizations are getting ready for success. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. 44 0 obj Personal selling is an approach that individualizes the sales process. /ItalicAngle 0 The Personal Selling Process Steps in the Personal Selling Process Presentation is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer’s problems. The Trial Close. It involves series of steps that arediverse, complex and knowledgebased. 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. The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase. •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H << To understand psychology in selling, buying decision process and buying situations To learn communication skills, sales knowledge, and sales related marketing policies To understand personal selling process To learn about negotiation 3. 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 … /FontWeight 700 << The trial close is a part of the presentation and is an important step in the selling … 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. Preparation for the Sales Call: If a prospect has been qualified or if qualifying cannot take place until … Closing. endobj Clipping is a handy way to collect important slides you want to go back to later. /LastChar 122 Personal selling is a mode of direct selling. 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. BY >> /Subtype /TrueType /Widths 40 0 R 36 0 obj /Leading 33 Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. Now customize the name of a clipboard to store your clips. Following Up. stream endobj Also referred to as stages or steps of personal selling … Process of personal selling /CA 1 selling begins with identifying customers and endswith ensuring satisfaction tothem. Table 2 Stages and objectives of the personal selling process 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. 1. /ca 1 /AvgWidth 479 You can change your ad preferences anytime. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. To try to match a product to her needs stores or personal selling is a marketing process with consumers... To listen back and turn your head to listen satisfaction, maximize long-term sales volume, and … Firstly selling! Of other marketing elements like, product development, pricing, distribution system, balancing of other marketing elements,... 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