Personal Selling

Présenter by
S.VIGNESHWARAN(5106)
SHASHI RANJAN KUMAR(5043)
PRAKASH SINGH(5028)
RAJEEV DHAKED(5074)
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SAURABH SRIVASTAVA(5028)
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 MEANING OF
PERSONAL SELLING

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.

Personal selling refers to

The person who sells
the presentation of goods
goods to you in this way
and services before the is called a ‘salesman’ and
customers the technique of selling
and convincing or is known as ‘personal
persuading them to buy selling’ or ‘salesmanship’
the products or services.

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Personal Selling

■ Personal selling is a two-way

communication that uncovers and
satisfies the needs of prospects,
providing mutual, long-term
benefits for both parties.
■ Personal selling primary role is
retaining and growing customers
acquisition.

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 Objectives of Personal
Selling
Building Product
Awareness Creating Interest

Providing
Information

Stimulating Reinforcing the

Demand Brand

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 Essential elements of
Personal Selling

Face-to-Face
interaction Persuasion

Promotion
Flexibility
of sales

Supply of Mutual
Information Benefit
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 DISADVANTAGES OF PERSONAL
SELLING

HIGH COST
MISUNDERSTOOD

1.High cost per unit

2.Training cost

The company
will not cover
big market

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 Qualities of salesperson
engaged in Personal Selling

Physical Mental
Quality Quality

Integrity of
Ability to persuade
character

Knowledge of the
Good product and the
behavior company

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 Classification of
Personal Selling Approaches

Stimulus Response Selling

Mental States Selling
Need Satisfaction Selling
Problem Solving Selling

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Stimulus Response Selling

Continue
Salesperson Buyer
Process until
Provides Responses
Purchase
Stimuli Sought
Decision

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 Mental States Selling

Attention Interest Conviction Desire Action

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 Problem Solving Selling

Continue
Generate Evaluate Selling
Define
Alternative Alternative until
Problem
Solutions Solutions Purchase
Decision

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 The Sales Process: An
Overview
Selling
Foundations
Initiating Developing Enhancing
Customer Customer Customer
Relationships Relationships Relationships
Selling
Strategy

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 The Sales Process: Selling
Strategy
In order to be successful in today’s global business
environment, salespeople must also think and act
strategically. The must develop strategies for:

Each Sales Call

Each Customer

Their Sales Territories

Each strategy is
related to the
other

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 The Sales Process

Initiating Developing Enhancing

Customer Customer Customer
Relationships Relationships Relationships

• Prospecting
• Preapproach
• Presentation Planning
• Approaching the Customer

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 Intermediaries

Type of Industrial
Personal Selling

Professional

Consumer

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 Personal Selling Tasks

Order taking
•Order getting
•Seeking out customers Routine

•Creative selling 
writing up orders
Pioneering

checking invoices
•Account management 
assuring prompt order processing
 Suggestive selling

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