OBJECTIVES OF PERSONAL SELLING

 To increase the overall volume of sales.

 To remove doubts from the mind of customers.
 To make search for new customers.
 To maintain regular communication with present customers.
 To obtain the desired market information.
 To keep the personal selling expenses within controllable
limits.
 METHODOLOGY OF STUDY

 Field of study.
 Research design.
 Sample Size.
 METHODOLOGY OF STUDY

 Data Collection

Primary Secondary

 Sampling design

Sample size Sampling method

 Research period
 LIMITATIONS OF STUDY

 Personal selling is very expensive.

 Difficult to recruit right kind of salesman.
 Time consuming process.
 Disclose the sales strategies of other competitors.
 Many sales persons do not take much interest in sales
promotions.
 Lack of customers co-operation.
 FINDINGS

 Customers are generally dissatisfied with their bill.

 Customer satisfied by after sales services.
 Customer feels that broadband of airtel is better then others.
 Quality of services are good but expansive.
 Airtel fulfills the customers expectation very well.
 Airtel becomes the first choice for internet services.
 SUGGESTION

 Company should maintain the quality.

 Strategies of personal selling is up to the mark.
 Efficient, trained & economical distribution system must be
available.
 Uses of trained & expertise is must.
 Never disclose the strategies among competitors.
 Maintain the loyalty with customers.
 Never ignore to the former customers.
Graph showing necessity of net connection among customers.

60 57

50

40 39

30
East
20

10
4
0
Much Some Not so
Needed what

Out of 100 respondents 57 % of the customers are primarily depending on

Internet usage. And 39 % customers are using it as supporting activity for
doing their work. Only 4% customers are thinking that internet is not
necessary for them.
 Pie chart showing Rating of Airtel broadband with other
competitors in the same category

Worse
Same 10%
10%
Much better
45%

Much better
some what
some what Same
35% Worse

Out of 100 respondents 45 % of the customers feel that Airtel broadband is

much better than other products in this category. 35% customer feels that
Airtel broadband is somewhat better than competitor products. Around 10%
of the customer feels that it has the same service as that of competitors. And
10% of customer feels that it is worse than its competitors.
 Pie chart showing reason for choosing Airtel broadband
connection
Brand Name Offers
20% 13%
Offers
Service quality
Speed & Security
Brand Name
Service quality
Speed & 37%
Security
30%

Out of 100 respondents only 13% of the customers preferred Airtel

broadband because of offers. The highest 37 % of the customers preferred
Airtel because of the quality of service offered by Airtel. The second most
30% of the customers have preferred because of the Speed of internet
service. It also shows the brand name also has some implication before
choosing Airtel Broadband services. 20% of the customer has chosen Airtel
because of the brand name ‘Airtel’.
 CONCLUSION

Personal selling is an oral presentation of goods to one or

more prospective customers to promote sales. It helps in the
transfer of the title from the seller to the buyer. It involves a
face-to-face relationship or inter. Personal interaction or
communication between a sales person and the buyer. As the
sales people become aware of the problems of the buyers they
suggest suitable products or services to satisfy their wants.