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Sales Management – Cont’d..
What is Personal Selling?
Involves – oral conversations, either by telephone or face to face, between
sales persons and customers.
Contribution to Personal Selling:-
• Sales generate revenue
• Sales people provide market research and customer feedback
• Sales people provide solutions to problems
• Sales people provide expertise and serve as information resources
• Sales people serve as advocates for the customer when dealing with
the selling organization.
The four sales channels:-
• Field selling
• Tele marketing
• Inside selling – relying on phone, mail, e-commerce.
Sales & Distribution Management
Theories of Personal Selling:-
A) Is selling an `Art’ or a `Science’.
B) AIDAS Theory of Selling:-
where,
A = Attention Satisfaction
I = Interest
Actions
D = Desire
A = Action Desire
& S = Satisfaction
Interest
Attention
Sales & Distribution Management –Cont’d..
Personal Selling Processes
Learning objectives:-
• To understand about the steps in personal selling process
• To know the mistakes that can be done in sales.
Steps in Personal Selling Process
• Consists of creating new customers, and maintaining existing
customers. Sales people follow a series of steps in identifying
prospects and turning them into customers.
The Sales Cycle
1. Prospecting
Appointment making
Compensation
2. Pre-approach
6. Follow up
3. Presentation