Effectiveness of Personal Selling in Business to Business (B2B)

Contents

 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