Personal Selling

Personal selling is oral communication

with potential buyers of a product
with the intention of making a sale.
The personal selling may focus
initially on developing a relationship
with the potential buyer, but will
always ultimately end with an
attempt to "close the sale"
Personal Selling Process
 Identifying the Potential Customer.
 Qualifying the Prospect.
 Approaching the Prospect.
 Making the Sales Presentation.
 Handling the Objection.
 Closing the Sales
 Follow Up.
 What is Prospecting ?

Prospecting is all about finding

prospects, or potential new
customers. Prospects should be
'qualified,' which means that they
need to be assessed to see if there
is business potential, otherwise you
could be wasting your time. In
order to qualify your prospects
Characteristic of a Good Prospect
 Need to buy
 Ability to buy
 Authority to buy
 Accessibility
 Method of Prospecting
 Endless chain or family tree
method.
 Cold calling method.
 Center of influence method.
 Direct mail method.
 Company record method.
 Spotters method.
 Bird day method.
 Lead for Superior.
 Pre-Approach
Pre-approach is an important stage in the
sales process that means gathering and
analyzing all important information about
prospect before engaging him or her in the
selling process. The salesperson should try to
obtain as much available information about
the prospect and his or her needs as possible
before contacting the potential client. If pre-
approach process is not well-organized and
debugged, the sales manager may face the
problems.
Importance of Pre-Approach
 Save time, effort and energy.
 Confidence and enthusiastic.
 Remove serious lapses.
 Knowledge about socio-economic
environment.
 Take guidance from superior