Professional Documents
Culture Documents
Date 22/08/09 Submitted by Neha Rai FT-2K8-32 Neha Shrivastava FT-2K8-33 Tanuja Kemkar FT-2K8-54 Tosh Keshri FT-2K8-55
Index
Meaning Of Personal Selling Evolution Importance Elements Classification Process Forms Managerial Skills Required Contributions Bibliography
Presentation of goods and services before the potential customers and persuading them to buy the products or services. Interpersonal influence process involving a sellers promotional presentation conducted on a person-to-person basis with the buyer.
Modern Era
2000s
As we begin the 21st century, selling continues to develop, becoming more professional and more relational
creates demand for products both new as well as existing ones. creates new customers and, thus helps in expanding the market for the product. leads to product improvement. While selling personally the seller gets acquainted with the choice and demands of customers and makes suggestions accordingly to the manufacturer. provides an opportunity to know about new products informs and educates the consumers about new products.
Face-to-Face interaction Persuasion Flexibility Promotion of sales Supply of Information Mutual Benefit
Stimulus Response Selling Mental States Selling (AIDA Approach) Need Satisfaction Selling Problem Solving Selling Consultative selling Relationship Selling
Also called as Canned Approach, a memorized sales presentation, or a prepared sales presentation. Assumes that if a sales person makes the right stimuli he can get a favorable response from the prospect. This method is used by Telemarketing people , door-to-door salespersons and for training new sales people.
Advantage the salesperson has to plan the sales presentation and understand the customers mental stages Disadvantage the customers needs are not understood so the method is less effective.
Advantage:- The salesperson describes how the feature can help or give advantage to the prospect.
Define Problem
Consultative Selling
Business Consultant
The process of helping customers reach their strategic goals by using the products, service, and expertise of the selling organization.
Strategic Orchestrater
Long-term Ally
Relationship Selling
Building and creating customer loyalty Also Known as Transaction Oriented Selling
Preapproach
Approach Meet the buyer for the first time Appearance Attitude Opening Line
Overcoming Objections
Closing the Sale Buying Signals Examines the product Ask another persons opinion Ask question about the product Prospect becomes friendly
Follow Up
Delivery Sales Person Order Taker Missionary Selling/Sales Support People Technical Sales Support/Sales Engineer Demand Creator/Order Getter Solution Vendor
Physical Quality Mental Quality Integrity of character Knowledge of the product and the company Good behavior Ability to persuade
Salespeople help stimulate the economy Salespeople help with the diffusion of innovation
Salespeople generate revenue Salespeople provide market research and customer feedback Salespeople become future leaders in the organization
Salespeople provide solutions to problems Salespeople provide expertise and serve as information resources Salespeople serve as advocates for the customer when dealing with the selling organization
Bibliography:
Books: 1) Sales and distribution management By : Krishna Havaldar Vasant Cavale 2) Sales Management By : Jogran Reference Sites: www.knowthis.com
Thank You