This side will give complete view how to evaluate personnel selling approach. regards. Rajesh Kumar Manager (Digital marketing): www.jrinfotech.cm

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2. Personal Selling

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. Personal selling:
It is a form of person to person communication
in which seller attempts to assist or persuade
prospective byres to purchase the company’s
product or services or idea.
It is good tools for immediate approval or
disaproval

4. It involves selling through person to person
communication process
Role of Personal selling:
The first question a manager need to ask at the
time of preparing promotional programme is
what is the role & responsibility of personal
selling.
We need to discuss the following question for it

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You are part of the total product

6. • What information must be exchanged
between firm and potential customer?
• What are the alternative ways to carry out
these communications objectives?
• How effective is each alternative in carrying
out the needed exchange?
• How cost effective is each alternative?

8. Stages of Personal Selling
Provider:
Selling activity limited to order-taking and delivery
Persuader:
Attempting to persuade customer to buy
Prospector
Seeking out selected buyers
Problem-solver
Buyers identify problems which can translate into needs
Procreator
Seller identify buyer’s need and fulfills them

10. FOLLOWING UP
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CLOSING THE SALE
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HANDLING OBJECTIONS
MAKING THE SALES PRESENTATION
APPROACHING THE PROSPECT
Pre approach: QUALIFYING PROSPECTS
PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

11. Personal Selling Responsibilities
• Locating prospective customer
• Determining customer’s needs and wants
• Recommending a way to satisfy them
• Demonstrating product capabilities
• Closing the sale
• Following up and servicing the account

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14. Advantage:
• Two-way interaction with prospect
• Message can be tailored to recipient
• Prospect isn't likely to be distracted
• Source of research information

15. Disadvantage
• Messages may be inconsistent
• Possible management-sales force conflict
• Cost is often extremely high