Personal selling is a process. Personal selling is a greatly distinctive form of promotion. Pre-Selling. >> Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. So instead of taking a megaphone to share features far and wide, you take a step back and turn your head to listen. Firstly personal selling is the costliest method of promotion. >> /Length 95426 essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. After the objections have been removed, the only thing left to do … BY At this juncture, the salesperson … /BM /Normal Closing the sale. endobj 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. Personal Selling Process PPT – Personal Selling PowerPoint presentation | free to view - id: bb862-ZDc1Z. 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 . It involves individual and social behaviour. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. Closing. /ca 1 Clipping is a handy way to collect important slides you want to go back to later. Personal selling is … endobj /Registry (Adobe) >> 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. /XHeight 250 Role of personal selling. /Encoding /WinAnsiEncoding In this step of personal selling process, the sales person finally gets to move off his table … 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. Approach. /Name /F1 /Ascent 905 /CapHeight 728 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. 37 0 obj If you continue browsing the site, you agree to the use of cookies on this website. 1. The sales presentation or demonstration is the point in the selling process where the salesperson shares the features, advantages, and benefits of the product. /Filter /FlateDecode endobj %���� Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in endobj It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. Now customize the name of a clipboard to store your clips. Personal selling is a part of promotional- mix and it is an art of person-to-person communication for persuading prospects or consumers in the sales process. •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H << Meaning of personal selling Personal selling is a process of informing customers and persuading them to purchase products through personal communication in an exchange situation. Selling. /FirstChar 32 Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, Personal Selling Process – Pre-Sale Preparation, Prospecting, Approaching, Presentation, Handling Queries, Closing the Sale and Post Sale Activity The essence of personal selling is a sales communication between a salesperson and a prospect through which the salesperson endeavours to convert the prospect into a customer. The selling process has 5 major steps. 6. Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … stream /AvgWidth 479 Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. Following-up will build customer satisfaction, maximize long-term sales volume, and … 39 0 obj The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. See our Privacy Policy and User Agreement for details. /Subtype /TrueType SMART LEARNING WAY. Like advertising and sales promotion, personal selling is also a method of communication. << << The trial close is a part of the presentation and is an important step in the selling … Personal selling involves two-way dialogues between the buyers and sellers and a buyer can share his thoughts about a particular purchase with the salesperson keeping in mind the taste and preference of the consumer salesman (an offer the product an ensure communication is maintained with the customer throughout the lifetime of the company. /CA 1 [278 0 0 0 0 0 722 0 333 333 0 0 278 333 278 278 556 556 556 556 556 556 556 556 556 556 333 0 0 584 0 0 0 722 722 722 722 667 611 778 722 278 556 722 611 833 722 778 667 778 722 667 611 722 667 944 0 667 0 0 0 0 0 0 0 556 611 556 611 556 333 611 611 278 278 556 278 889 611 611 611 611 389 556 333 611 556 778 556 556 500] Personal Selling Process - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. x��`U��3�;3���w����lv����$m��i�I��"}%��H�����B+/ċ,O+* �{Q.�1���� /Descent -210 Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. It involves series of steps that arediverse, complex and knowledgebased. The next step in the personal selling process is called the ‘sales presentation’. /BM /Normal The Adobe Flash plugin is needed to view this content. THE PRESENTATION Once the prospect’s interest is captured and he or she seems comfortable with the salesper-son, the product is presented for sale. Looks like you’ve clipped this slide to already. See our User Agreement and Privacy Policy. /FontWeight 700 Process of personal selling << 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 … The Trial Close. Following Up. /ItalicAngle 0 Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. If you continue browsing the site, you agree to the use of cookies on this website. 38 0 obj Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). The American Marketing Association has defined the term ‘Personal Selling’ as the personal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favorably upon an idea that has commercial significance to the seller. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. >> /FontBBox [-628 -210 2000 728] 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. Table 2 Stages and objectives of the personal selling process /StemV 47 The people and organizations are getting ready for success. Each person is contacted by face to face conversation. selling begins with identifying customers and endswith ensuring satisfaction tothem. This is … /Leading 33 /BaseFont /Arial,Bold Preparation for the Sales Call: If a prospect has been qualified or if qualifying cannot take place until … /Supplement 0 This process involves finding, informing, persuading, and … Closing the sale: A goods sales talk results in clinching a sale. /Ordering (Identity) Get the plugin now. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. The important – and sometimes challenging – part of the sale is closing it! Fuse/Fuse/Getty Images. Also referred to as stages or steps of personal selling … %PDF-1.5 Personal selling is a mode of direct selling. >> /LastChar 122 Personal selling is an approach that individualizes the sales process. The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase. Sellers humanize themselves and show they’re there to help prospects, not sell at them. 44 0 obj /Type /ExtGState 40 0 obj Secondly, it can cover only limited number customers at a time. /Flags 32 /Type /FontDescriptor The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. ���,YԶx`��o g/��,Y�����_]���%'��'���P��m����ۓg�`��N\k�c�Kk�~�)�f@��ʎ�jw�ŝ l���j�X统hj��W�׮]tBת/l}`�- �/�m��y��X�p�_���[�}��Wk� ���y�����M�/X����� ~���^��ɧo�`����5`�κ-���c�Ww��s�e[6�n����V �k��-���]��'0^�e���&u9�}>@Ӟ37�s��|`�_�i[����ݹ�����4@4�����ޕ�wp��pye��ݽ�G��Y߆�z�o����~���ٹc��\�C{D��. << /MaxWidth 2628 /Length1 309780 << PERSONAL SELLING - Definition, Meaning, Major Aspects •Personal selling is a personal (face-to-face, telephone, or Internet chat) presentation for the purpose of making sales and building relationships. 46 0 obj Personal Celling influences the buyers to buy a product. 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. /Widths 40 0 R /FontDescriptor 39 0 R /Type /Font 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. 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. 36 0 obj Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy You can change your ad preferences anytime. 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