Effectiveness of Personal Selling in Business to Business (B2B)  

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 Significance of the study

 Review of existing literature
 Conceptualization
- Industry profile
- Company profile
 Focus of the problem
 Objective of the study
 Research methodology
 Findings of the study
 Limitation of the study

Significance of Study

 To study the effectiveness of personal selling in business to

business marketing.
 To study the importance of personal selling as compared to
other channel.
 To know the customer view point regarding various personal
selling techniques.

Review of Literature

Dr.Matin Khan:- “The oral presentation of a company products, or

services to one or more prospective purchasers for the purpose of
making a sale”.

David L.Kurtz:- “Personal selling is a promotional method in which

one party (e.g., salesperson) uses skills and techniques for building
personal relationships with another party”.

Industry Profile

In 1912, an English metallurgist, Harry Brearly, accidentally

discovered Stainless Steel.

From undergrounds pipes to space, dairy equipment to pharama

equipment, coins to automobiles. Stainless Steel is everywhere. Like
we like to say, "Tomorrow definitely belongs to Stainless Steel".

Company Profile - Jindal Stainless Ltd.

Jindal group was founded by late Sh. O.P. Jindal in1952.

Jindal steel is one of the largest steel producers in India with 12

plants in India and 2 in USA.

He started by trading in steel pipes in Nalwa, a village in the present-

day Haryana.

Focus of the Problem

Focus of problem is common task of salespeople, especially when

selling in business markets, is to educate customers on new product
offerings The fact that personal selling involves person-to-person
communication makes it a natural method for getting customers to
experience a product for the first time..

Objectives of the Project

The main objective of this study is to know “Effectiveness of

personal selling in b2b selling”. The available information through
scientific procedures.

Research Methodology :

MARKET RESEARCH DESIGN : Descriptive cum exploratory

DATA SOURCE : Primary & secondary

RESEARCH APPROACH : Survey method

RESEARCH INSTRUMENTS : Questionnaire

TYPES OF QUESTIONS : Close as well open ended

SAMPLE SIZE : 100 samples

MODE OF COLLECTION DATA : Respondents to be chosen

randomly. Random Sampling)

Analysis of Project Report -   Effectiveness of Personal Selling in

b2b Selling

1. Which steel company you most prefer?

2. Which method of contact is used by between you and your

company?

Direct - 16, Telephone - 84, Email - None, Fax - None

3. Which mode of purchasing you prefer?

Director - 0, Indirect - 100

Findings of the Project

 According to my survey about 80% of the respondents agree

on the fact that company name influence the buying decisions.
Company name, which have positive image like jindal, surya
parkas, ravindra, rst, jodia etc., differently influence the buying
behavior of the customer.
 Jindal Company provides better personal selling in b2b selling
techniques. So, Jindal Company is better than the other
 company in personal selling in b2b selling.

Limitations of Project Report

 Time Constraint
 Financial Constraint
 Lack of knowledge

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