Made by deepak kumar pradhan

1) personal selling involves direct personal

contract between a buyer and a seller,
2) it is face-to-face or oral communication,
3)It involves contract with a limited number
of buyers,
4) it is both an art as well as science.

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Creation of demandHandling objectionsExploring hidden wantsEducation customerBuilding relationshipProviding feedback-

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Prospecting
Pre-approach
The approach
Presentation
Demonstration
Handling objection
Closing the sale
Follow-up

The selling process began with prospective means the possible

customer who has desire,who has unsatisfied need, the ability to buy ,the
authority to buy and willingness to buy the product.

there are some important question which are needed to be answer as the
prospecting stage. These question are as follow:-

Q1- why prospecting ?

Q2-who is a good prospect?
Q3-how to search for the prospect?
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Observation method
2.
Mail method
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Personal contract
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Formal contract
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Present contract
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Adversting
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Trade show
Q4- qualifying prospect?

After prospect has been identifying and qualifing

the sale person prepare for the sale. In this
stages convert potential buyers into actually
buyers.
In this stage approach made without preparation
the objective of converting a prospect into a
buyer may not be realized.

hence it is necessary to know something about

the prospect before approaching him this act of
understanding the prospect and planning the
approach is knows as pre approach.

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At this stage salesman comes in contract with a

prospect face to face.
Salesmen usually find different with the prospect
because they are generally buy or may not be
interesting in buying the product .

there are different ways to make the approach:Writing foreign appointment

Telephone
Sending the business card
Personal call
Customer benefit method
Companies reputation
Its brand value

At this stage the features and benefit of the

product are explain to the purpose of sales.

Presentation is to attract attentation and create

desire for the product to chance a making a sale.

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A plant sales stock save the time of both the buyer

and the seller.
Essential of a good presentationKeep it simple and clear.
Top language of the prospects.
Established of friendly relation.
Avoid technical words.
Used positive suggestion.
guarantee

During demonstration the salesmen explain the

utility performance quality service of the product
it provides and opportunity to the customers to
verify the facts about the product it showing with
proof and example how a product or service
benfit the buyer.
Techniques of demonstration-

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Exhibition
Samples
Testimonials
Film and slides
Forms of demonstration

After demonstration, customer is likely to ask

questions, raise objections and seek explanation.

Convincing the prospect is the core of the selling

process.
Why prospects raise objection?

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When the product is new and unfamiliar.

When the prospect dose not understand.
When the prospect wants to test the salesmen.
Doesn't understanding the product fully and
clearly?
Price of the product?
Quality of the product?

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After the salesperson has established rapport

with the prospect, demonstrated the product and
handled any objections, he or she is ready to ask
for the order.
The entire selling process becomes useless if the
sale does not take place. Therefore, it is the most
crucial stage in personal selling process. No
matter a seller may want to sell.
techniques of closing the sale:The assumption method:Summary method:Build-up method:Special offer or gifts:Barriers method:-

Many salesperson make the mistake of

assumption that the selling process has been
completed when the sale is made.
Effective follow-up improves the chance that the
person will buy again. Sale people must always
follows-up on the sale. A sale is not over when
the order is taken.
A good salesmen follow-up and make a longterm relationship with an organisation whose
salesmen forgets about him after the sale.

Thank
you