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