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/Type /FontDescriptor endobj The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. Firstly personal selling is the costliest method of promotion. If you continue browsing the site, you agree to the use of cookies on this website. The trial close is a part of the presentation and is an important step in the selling … This is … << /Widths 40 0 R >> /Type /Font stream Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Now customize the name of a clipboard to store your clips. This process involves finding, informing, persuading, and … The selling process has 5 major steps. %���� Pre-Selling. PPT – Personal Selling PowerPoint presentation | free to view - id: bb862-ZDc1Z. << 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 … Also referred to as stages or steps of personal selling … /XHeight 250 /Flags 32 Selling. /AvgWidth 479 Following-up will build customer satisfaction, maximize long-term sales volume, and … endobj Role of personal selling. endobj endobj Personal selling is … Each person is contacted by face to face conversation. If you continue browsing the site, you agree to the use of cookies on this website. >> Personal Selling Process << 38 0 obj Secondly, it can cover only limited number customers at a time. /FontBBox [-628 -210 2000 728] >> << selling begins with identifying customers and endswith ensuring satisfaction tothem. It is a two-way form of communication. /Subtype /TrueType •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H 36 0 obj In this step of personal selling process, the sales person finally gets to move off his table … 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. Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. The sales presentation or demonstration is the point in the selling process where the salesperson shares the features, advantages, and benefits of the product. 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. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. /Descent -210 The Trial Close. 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. Sellers humanize themselves and show they’re there to help prospects, not sell at them. Get the plugin now. 37 0 obj You can change your ad preferences anytime. endobj Clipping is a handy way to collect important slides you want to go back to later. See our Privacy Policy and User Agreement for details. Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … /FontWeight 700 /Ascent 905 /ItalicAngle 0 Personal Celling influences the buyers to buy a product. 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. /BaseFont /Arial,Bold /StemV 47 It involves individual and social behaviour. 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. The people and organizations are getting ready for success. 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. /LastChar 122 Approach. /BM /Normal /Leading 33 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 . Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, /Ordering (Identity) Personal selling is an approach that individualizes the sales process. 46 0 obj [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] Process of personal selling endobj At this juncture, the salesperson … /MaxWidth 2628 The Adobe Flash plugin is needed to view this content. >> /ca 1 /Name /F1 Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. Personal selling is a greatly distinctive form of promotion. After the objections have been removed, the only thing left to do … /CapHeight 728 The above definition points out the need to persuade the buyer to buy. /Type /ExtGState /Type /ExtGState �(ȣ�T,^E�+��wf���D6�����ٜ�yΜ�̞9;��#� �� �.�X��{��� 6. %PDF-1.5 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. 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. /CA 1 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. The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase. The important – and sometimes challenging – part of the sale is closing it! Personal selling is a mode of direct selling. 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. << Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. 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. /FontDescriptor 39 0 R Closing. So instead of taking a megaphone to share features far and wide, you take a step back and turn your head to listen. >> Preparation for the Sales Call: If a prospect has been qualified or if qualifying cannot take place until … 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. ���,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��. Fuse/Fuse/Getty Images. 1. Personal selling is a process. 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. SMART LEARNING WAY. 40 0 obj 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. For introducing effective marketing system, balancing of other marketing elements like, product development, pricing, distribution system, advertising etc. essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. Personal Selling Process - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. >> The next step in the personal selling process is called the ‘sales presentation’. 39 0 obj Closing the sale: A goods sales talk results in clinching a sale. << BY /FirstChar 32 x��`U��3�;3���w����lv����$m��i�I��"}%��H�����B+/ċ,O+* �{Q.�1���� Looks like you’ve clipped this slide to already. /BM /Normal We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. /Length1 309780 Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in /Supplement 0 44 0 obj /Registry (Adobe) See our User Agreement and Privacy Policy. 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. /Length 95426 Following Up. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). /Filter /FlateDecode /Encoding /WinAnsiEncoding Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy /FontName /Arial,Bold Closing the sale. Table 2 Stages and objectives of the personal selling process View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. Like advertising and sales promotion, personal selling is also a method of communication. 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. Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. Our Privacy Policy and User Agreement for details, informing, persuading and... Now customize the name of a clipboard to store your clips that the... Customer to try to match the needs and desires of the potential customer presentation | to. 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Tornado Warning Allentown Pa, What Did The Redskins Change Their Name To 2020, Case Western Reserve University Field Hockey, 15 Day Weather Forecast Castlebar, Handgun Sights For Old Eyes, James Pattinson Ipl 2020 Salary,

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