1. Case presentation : Personal
Selling-a test of skill
29th dec,2015
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2. Personal selling
Personal selling is where businesses use
people (the "sales force") to sell the
product after meeting face-to-face with the
customer
The sellers promote the product through:
o Their attitude,
o Appearance and
o Specialist product knowledge.
o They aim to inform and encourage the customer to buy, or at
least trial the product.
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3. Personal selling
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4. Case flow
Rajan had live in New York city, worked
there fairly okk
The firm had bankrupt due to Wall Street
collapsed because 2008 global meltdown
He was think to be an entrepreneurs,
decides to start business & shifted to
Silicon Valley
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5. Case flow
The online bookstore did not do well
Rajan had start a new business model of
spirituality
This business would integrate tourism,
knowledge and spirituality
The package and sell to westerners
 Yoga resort in California & Nepal at the same
time: Pay back period of 5 years
Require investment Rs.100 million
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6. Case flow
Spirituality
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7. Case flow
The yogic holiday package for Nepal was
a tough sell
Rajan had take up Amway membership to
understand personal selling
And difference between product selling &
service selling
But he had quit that business, started
Khat’s selling seminar workshop & spa
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8. Product & service selling?
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9. Key Issues
Raising money for a business
Selling time share holiday package
Different market & different geography
Ethical issues
Convincing people to buy seminar seats
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10. Real deal
Rajan had think of the new business idea
mix khat’s seminar & khat’s yogic spa
Reverse situation in Nepal
He had hired two people for marketing the
seminar
They weren’t meet to the target
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11. Convince to Customers
To tell the difference between product
benefit & features
Match the benefits to the customer’s
needs
 Give clear and detailed information about the
service / product
 Avoid biz-blab and jargon
 Emphasize what's unique to we or our
service / product
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12. Convince to Customers
Using the some new (for market) schemes
Providing something more than expecting
( bonus, discount)
Etc
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13. Ethical issue in Nepal
 Firstly, have to permit
from ministry of
Health & Population
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14. Seminar is worth the pricing ?
……………….
………………
……………….
……………….
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