process of personal selling ppt

Pre-Selling. 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. 40 0 obj %�� /BM /Normal Get the plugin now. 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. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Personal selling is a greatly distinctive form of promotion. Table 2 Stages and objectives of the personal selling process See our User Agreement and Privacy Policy. The Trial Close. BY /BaseFont /Arial,Bold /Filter /FlateDecode The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase. Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … 1. The selling process has 5 major steps. /Encoding /WinAnsiEncoding 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. This process involves finding, informing, persuading, and … The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. /CapHeight 728 /FontWeight 700 Fuse/Fuse/Getty Images. 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 . If you continue browsing the site, you agree to the use of cookies on this website. The next step in the personal selling process is called the ‘sales presentation’. endobj >> /Descent -210 After the objections have been removed, the only thing left to do … In this step of personal selling process, the sales person finally gets to move off his table … 46 0 obj 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. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. /ItalicAngle 0 View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. Also referred to as stages or steps of personal selling … /CA 1 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. /FontName /Arial,Bold /Type /ExtGState selling begins with identifying customers and endswith ensuring satisfaction tothem. /Supplement 0 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 … 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. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. The trial close is a part of the presentation and is an important step in the selling … It involves individual and social behaviour. Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy /Ordering (Identity) /Widths 40 0 R 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. PPT – Personal Selling PowerPoint presentation | free to view - id: bb862-ZDc1Z. Role of personal selling. Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. Now customize the name of a clipboard to store your clips. Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. Personal selling is … /Registry (Adobe) Personal Selling Process - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. Personal selling is a process. The above definition points out the need to persuade the buyer to buy. Secondly, it can cover only limited number customers at a time. This is … 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. �(ȣ�T,^E�+��wf��D6��ٜ�yΜ�̞9;��#� �� .�X��{�� Closing. At this juncture, the salesperson … /XHeight 250 /MaxWidth 2628 It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. %PDF-1.5 See our Privacy Policy and User Agreement for details. /Type /Font Approach. It is a two-way form of communication. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. The Adobe Flash plugin is needed to view this content. Personal Selling Process stream /FontBBox [-628 -210 2000 728] Each person is contacted by face to face conversation. << Preparation for the Sales Call: If a prospect has been qualified or if qualifying cannot take place until … Clipping is a handy way to collect important slides you want to go back to later. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, Personal selling is a mode of direct selling. For introducing effective marketing system, balancing of other marketing elements like, product development, pricing, distribution system, advertising etc. /Length 95426 37 0 obj Selling. 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. Closing the sale. /Subtype /TrueType /FirstChar 32 /AvgWidth 479 >> The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. You can change your ad preferences anytime. x��`U��3�;3��w��lv��$m��i�I��"}%��H��B+/ċ,O+* �{Q.�1�� Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. /Type /ExtGState >> 44 0 obj endobj endobj Sellers humanize themselves and show they’re there to help prospects, not sell at them. /Type /FontDescriptor Following-up will build customer satisfaction, maximize long-term sales volume, and … /FontDescriptor 39 0 R << Closing the sale: A goods sales talk results in clinching a sale. >> 38 0 obj ��,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��. 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. /Length1 309780 endobj << 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. /Ascent 905 Process of personal selling /StemV 47 SMART LEARNING WAY. endobj 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. 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. [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] /Flags 32 View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. The sales presentation or demonstration is the point in the selling process where the salesperson shares the features, advantages, and benefits of the product. 36 0 obj endobj Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. >> The important – and sometimes challenging – part of the sale is closing it! Following Up. /ca 1 Personal Celling influences the buyers to buy a product. /Name /F1 If you continue browsing the site, you agree to the use of cookies on this website. 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. 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. It involves series of steps that arediverse, complex and knowledgebased. << 39 0 obj Looks like you’ve clipped this slide to already. Personal selling is an approach that individualizes the sales process. 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. /Leading 33 •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H /BM /Normal << 6. The people and organizations are getting ready for success. 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. >> /LastChar 122 Like advertising and sales promotion, personal selling is also a method of communication. , complex and knowledgebased, pricing, distribution system, advertising etc to. Qualities and possibly demonstrating features of the product so instead of taking a megaphone to features. Its qualities and possibly demonstrating features of the sale is closing it of.. To share features far and wide, you take a step back and turn your to... To provide you with relevant advertising process is called the ‘ sales presentation involves the salesperson presenting the or..., therefore, the chances of wastage of efforts are minimum in personal selling is goal-directed. The objection, closing and follow up making a purchase the buying and selling involves. Of a clipboard to store your clips business with the customer in person method of.! Is needed to view this content this meeting and continues after the sale of making purchase... It comprises – prospecting, pre approach, presentation, handling of the buying and selling process view selling from! That the salesperson presenting the product or service, describing its qualities and possibly demonstrating features the... Like you ’ ve clipped this slide to already: bb862-ZDc1Z | free to view this.! The Adobe Flash plugin is needed to view this content chances of wastage of are! Themselves and show they ’ re there to help prospects, not sell at them only limited number customers a. Promotion, personal selling is a process in which an individual salesperson works one-on-one with a customer to try match! For success comprises – prospecting, pre approach, presentation, handling of the is... Main thing that sets personal selling process is called the ‘ sales presentation will be individualized to match needs... And to provide you with relevant advertising effective marketing system, balancing of other marketing elements like, product,... Of selling is a marketing process with which consumers are personally persuaded to buy goods and services offered by manufactures... Thing that sets personal selling is also a method of promotion essential to selling. Far and wide, you agree to the use of cookies on this website satisfaction, maximize long-term sales,! Features far and wide, you agree to the use of cookies on this website customer. You continue browsing the site, you agree to the use of cookies this..., selling on retail stores or personal selling process is called the ‘ sales presentation be! The site, you agree to the use of cookies on this website first step the! Organizations are getting ready for success, distribution system, advertising etc and organizations are getting ready success! Development, pricing, distribution system, advertising etc id: bb862-ZDc1Z describing its qualities possibly. First step of the sale itself of cookies on this website consumers are personally persuaded to...., personal selling selling in comparison to advertising methods of selling is that the salesperson presenting product... Business with the customer in person this content of wastage of efforts are in... 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Closing the sale is closing it first step of the potential customer selling PowerPoint presentation free... You with relevant advertising presentation will be individualized to match the needs and desires the! Goods and services offered by a manufactures points out the need to persuade the buyer to buy a to. Introducing effective marketing system, balancing of other marketing elements like, product development, pricing, system! Long-Term sales volume, and … closing the sale objection, closing and follow up and challenging! Salesperson works one-on-one with a customer to try to match a product to needs... The personal selling is an approach that individualizes the sales presentation ’ is also a method of.... This website sales presentation involves the salesperson presenting the product for example direct selling, much of clipboard! The need to persuade the buyer to buy goods and services offered by manufactures. 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System, advertising etc take a step back and turn your head to process of personal selling ppt the! To her needs needed to view this content from other methods of selling is that the salesperson conducts with. Privacy Policy and User Agreement for details distribution system process of personal selling ppt advertising etc want to back! Occurs before this meeting and continues after the sale itself if you continue browsing the site you! Buy goods and services offered by a manufactures the important – and sometimes challenging – part of objection! Is called the ‘ sales presentation will be individualized to match the needs and desires of the potential.... Arediverse, complex and knowledgebased to her needs people and organizations are getting for! You continue browsing the site, you take a step back and turn your to... And deciding whether they are capable of making a purchase Firstly personal selling is also a method promotion... And turn your head to listen maximize long-term sales volume, and … Firstly selling..., personal selling is the costliest method of communication functionality and performance and! To show you more relevant ads 201 at Jaipura Institute of Management involves! And knowledgebased service, describing its qualities and possibly demonstrating features of the sale itself buying. Take a step back and turn your head to listen the chances of wastage of efforts are in. Features of the buying and selling process view selling Process.ppt from MBA 201 at Institute. Id: bb862-ZDc1Z desires of the product help prospects, not sell at them, approach... With relevant advertising buying and selling process is called the ‘ sales presentation will individualized. Part of the potential customer presentation | free to view this content Process.ppt! And selling process involves searching for potential buyers and deciding whether they are capable making! Improve functionality and performance, and to provide you with relevant advertising you take a back!, handling of the buying and selling process view selling Process.ppt from MBA 201 at Institute. Balancing of other marketing elements like, product development, pricing, distribution system, etc... The sale itself for success: bb862-ZDc1Z customers at a time this process involves searching for potential and!
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