Birla Institute Of Technology, Lalpur

Topic- Personal Selling in Retailing

Submitted to- Abhay Ranjan Srivastava
Submitted by-
Shrutika Shrivastava-
•Shrutika Shrivastava BBA/40005/18
•Soumya Agarwal- BBA/40013/18
•Mugdha- BBA/40023/18
•Kumari Surbhi- BBA/40026/18
•Mudita Chaudhary- BBA/40046/18
 Definition and Features
A famous writer Philip Kotler says, “Personal selling is a type of
personal or local presentation by the firm’s sales force for the
motive of making sales and building customer relationship.”
relationship
What is Personal Selling?
Selling
Personal Selling is also known as the door to door selling which is
face to face communication between the buyer and the seller. In
simple words, It is an art of persuasion in which the salesperson
tries to win the confidence of the customer and also tries to know
the importance of marketing strategies.
strategies

Features of personal selling

1. Face to face interaction
2. Two way dialogue
3. Immediate feedback
4. Art of persuasion
5. Flexible
6. Satisfaction
Objectives of personal selling

1.Prospecting
2.Building Awareness
3.Sales
4.Building Relationships

Scope of personal selling

1.Provider Stage
2.Persuader Stage
3.Prospector Stage
4.Problem-Solver stage
5.Procreator Stage
 Importance of Personal Selling

For For For

business customers society
1. Converts latest
1. Effective 1. Helps in
demand
promotional tool identifying 2. Employment
2. Flexible tool needs opportunities
3. Minimizes wastage 2. Latest market 3. Career
of efforts
information opportunities
4. Lasting relationship 4. Mobility of sales
5. Personal rapport 3. Expert advice
people
6. Link with customers 4. Induces
5. Product
customer standardization
 Advantages of personal Selling

Personal selling can prove to be used promotional method in several ways :-

:

1. Two way 2. Effective in 3. Importance 4. Best 5. Detail

communication building in international promotions demonstratio
Personal sales can be done n
relationship when it's hard
to reach
customer
 Disadvantages of personal selling
Also, it is an extremely labour intensive method because a large sales force is required to
carry out personal selling successfully. The training of the salesperson is also a very time
consuming and costly process. And the method can only reach a limited number of people.

It has a number of drawbacks that may not make it the best promotional options for some
organization which includes :-

01 02 03
Negative Expensive to maintain a High cost per action
perception of sales force
salespeople

04 05 06
Huge training cost High job turnover Scarcity of skilled
salesperson
 Stages in Personal Selling

Prospecting and qualifying Presentation and

This is to identify and qualify demonstration
prospects in order to help sales The sales presentation should be
people in the process of selling. based on AIDA formula

Pre-approach Overcoming
Having found out the prospective objections
customers, the salesperson should He must convert the objections into
collect some important details about reasons for buying.
the prospects.

Approach Closing the sale

The salesperson should properly A salesperson can successfully close
approach the prospects. He should the sale by studying the body
know how to greet the buyer before language and the statements made
starting his conversation. by the buyers.

Follow-up and
maintenance
Immediately after closing the sale,
the salesperson should take some
follow up measures
Thank You !!