Lovely professional university

Mittal School Of Business

Name of faculity :- dr mohit
jamwal
Course code :- mkt 312
Course tittle :- workshop on
selling skills
Date of submission :- 5-feb-2021

Name :-Gurnishan singh deol

Reg no. :- 11800649
INTRODUCTION

. State Bank of india (SBI) is a multinational banking

and financial services company based in india .
. It is a government owned corporation with its
headquarters in Mumbai(Maharashtra)
. As of dec.2012, it has 15 ,003 branches across
india ,and including 157foregin offices.
. The largest banking and fincial services
company in india by assets.

Personal Selling Process

This process involves identifying the potential buyer,
establishing a contact and relationship with
the customer , presentation of the merchandise to the
customer and demonstrating its uses and
benefits, convincing the purchasers about the
merchandise by efficiently handling objections from
the purchasers , negotiating the worth and terms of
payment and eventually getting the orders.
The selling process may be a set of activities undertaken
to successfully obtain an order and start
building long-term customer relations. The activities
apply to all or any sorts of selling and may be
adapted to most selling situations (including non-
product selling like – selling an idea).

Prospecting Method Used

The first stage of personal selling process involves
identifying potential customers. All prospects
identified might not end up to be actual customers.
Hence identifying the right prospect is essential
as it determines the future selling process. Marketers
tap different sources to identify the
prospective customers. Marketers look for prospects in
directories, websites and get in touch with
through mail and telephone.
Referrals
Referral prospecting simply means prospecting through
folks that you recognise , your existing
contacts, clients or business partners. Start with an
inventory of individuals which will know the
people you would like to speak with (example: business
associates, strategic partners or clients,
etc.) and invite an introduction.
Referral method was used for prospecting of customers.
All of my friends, family and classmates
were contacted so that I can get a list of all the people
whom I can reach. List of all the prospective
customers were made by asking all the people I know.
Marketers establish booth at trade shows and
exhibitions, get the names of the prospects from
existing customers, cultivate referral sources like –
dealers, suppliers, sales representatives,
executives, bankers etc. After identifying the prospect
the sales person qualifies the prospects on the
idea of their financial ability, needs, taste and
preferences.

Planning of the sales call

The next step to prospecting and qualifying is pre-
approach. At this stage the salesperson must
decide on the way to approach the potential customer.
The salesperson may make a private visit, a
call or send a letter, supported the convenience of the
prospects.
Me: Hello, am I talking to Mr. Dhanda.
Dhanda: Yes, this is Dhanda. Who’s this?
Me: Mr. Nitesh from LPU referred your name. He thinks
you will be the best fit for our product.
Do you have a minute to discuss?
Dhanda: Ohh yes. What kind of products do you guys
provide?
Me: This is Gurnishan from SBI. Discussion Continue..

*Determining relevant facts about the

company and Identifying the target
audience*
At this stage the salesperson should properly approach
the prospects. He should properly greet the
customer and provides an honest start to the
conversation. The salesperson’s attitude, appearance,
way of speaking matters most at this stage.

Key Facts About SBI

1. The largest Indian banking & financial service
company in India is State Bank of India. It is also shortly
known as SBI.
2.Headquarter of SBI is located at Mumbai.
3.SBI has 190 Foreign office in 36 countries and also
more than 15,000 branches in all over India.
4.As of 31st March 2016, SBI has 58,541 ATMs.
5. The first woman to be appointed as the Chairperson
of SBI is Arundhati Bhattachrya.
6. It is the first bank to open branch in China.
7.It is the first bank to open ATM at Drass in the Jammu
& Kashmir Kargil region

Target Audience
A target market is a group of customers that the
business has decided to aim its marketing efforts and
ultimately its goods towards.” • The companies while
selecting segments for their services they select it on
the basis of target customers.
SBI as a one stop solution for all financial needs of the
rural consumers. As all the citizen needs a bank
account, so almost every person is the target audience
for SBI. Individual who are looking for Different Kinds of
Loans, who want to open saving account, Current
account, enterpreneurs who needs loans etc. all are the
target audience for SBI.

Presented Benefits
1. Internet Banking, Mobile Banking, Kiosk Banking
2. Transfer accounts to any SBI Branch without
changing the account number.
3. Passbook issued free of charge
4.Multicity cheques
5. Safe Deposit lockers
6.Nomination facility
7. Personal Accident Insurance available at a nominal
premium
8. No inter core charges for transfer transactions.
9.Multiple variants of ATM/Debit Cards like Gold Card,
International ATM/Debit Card, etc.
10. Can be linked to Multi Option Deposit (MOD)
Account

Additional Benefits
1.Mobile Banking provides a host of services like funds
transfers, interbank mobile payment services (IMPS),
enquiry and statements, cheque book request, utility bill
payments, mobile recharges, and M-Commerce.
2. Some of the facilities of SBI Net Banking are opening
and closing fixed and recurring deposits, transferring
funds (RGTS, NEFT and Western Union Money
Transfer), paying utility bills, online shopping, viewing
statements and Demat operations, e-Tax filing, and
setting standing instructions.
3. The Debit card can be used for balance enquiry,
withdrawing money, paying insurance premium,
shopping, donations and card-to-card transfers.
4.If the savings account is linked to a Multi Option
Deposit, in case there is a shortfall in the account to
honour a cheque, there is an automatic break up of
MOD to ensure the cheque doesn’t bounce. MOD can
also be broken through ATM withdrawals.

Persuasiveness in selling

Persuasion may be a method of communication that

aims to influence the attitudes, beliefs, or
behaviour of others. within the context of sales,
persuasion typically takes place when a sales rep is
trying to convince an opportunity that their product or
service is that the best solution for his or her
problem.
1. Personalising message.
If you’re looking to influence an opportunity to think
about your product, resist the urge to stick to a
generic sales script. once you sound overly-rehearsed,
or don't share messages or information that
feel relevant to your prospect, your efforts enter one
ear and out the opposite.
That doesn’t mean you would like to completely wing
your sales calls, that just means you would
like to be able to adjust your message counting on
what the prospect is curious about.
2.Problem-solving
Instead of telling the prospect all the explanations why
they ought to buy your product (which can
feel pushy and off-putting), specialise in sharing all the
explanations why your product can help
solve their problem. By keeping their concerns front
and center and positioning your offer as an
answer, you're showing the prospect the worth of your
product without being overly pushy.
After presentation and demonstration, when customers
are asked to put order, they're reluctant to
shop for and lift objection. Customers give importance
to well-established brands, show apathy,
impatience, reluctance to participate within the talk etc.
Customer may raise objection with
reference to price, delivery schedule; product or
company characteristics, etc. Salesperson handles
such objections skillfully by clarifying their objections
and convinces the customer to form
purchase.after presentation and demonstration, when
customers are asked to put order, they're
reluctant to shop for and lift objection. Customers give
importance to well-established brands, show
apathy, impatience, reluctance to participate within the
talk etc. Customer may raise objection with
reference to price, delivery schedule; product or
company characteristics, etc. Salesperson handles
such objections skillfully by clarifying their objections
and convinces the customer to form
purchase.
Immediately after closing the sale, we should take some
follow up measures. We must assure about
delivery at right time, proper installation, after sales
service. This ensures customer satisfaction and
repeat purchase.