Personal Selling Decisions

PRESENTED BY :
CHETAN PATHAK
Personal selling

“Personal selling consists

of contacting prospective
buyer personally.”
Skoda yeti’s personal selling
The process of Personal selling

Prospecting

Pre Approach

Approach
Presentation &
Demonstration
Handling
objections
 cont…

Closing the sale

Follow up
 Objectives
 To perform sales job
 To establish & maintain relation
 To educate customers
 To provide various value added services
 To provide key market information
 To explain technicalities
 To convince
 To remove doubts
 To secure & maintain market share
 To increase total sales
 Functions

 Product explanation
 Product demonstration
 Convince customers
 Doubt solution
 Limitation

 Turn over ratio is a problem

 Rare loyal salesmen are
available
 Less skilled salesmen
 Separate department is
needed
Difference between advertisement and personal
selling

 Personal/non-personal
 Target audience
 Paid/independent
 Doubt solution
 Cost
 Controlling firm
 Effectiveness
 Objective
Sales Promotion
 Definition

 “ Sales promotion means creation

of incentives to induce purchase”
 It is also called – “Extra Purchase
Value” and “Bellow the line
selling”
 Objectives

 To increase footfalls
 To increase sales volume
 To minimize the perception of
risk
 To build goodwill
 To show attractive features
 Methods of sales promotion

 Price discounts
 Refund scheme
 Quantity off offers
 Contest and lucky draw
 Sponsoring events
 Free product
 Loyalty cards
 Trade allowance
 Gifts
 Exchange offer
 Advantages

 Triggers sales instantly

 Attracts customers very fast
 Sales volume is increased
 Gets new market or new segment
 It is measurable
 Prospectus can be directly converted
into customers
 Makes the job of salesman easy
 Limitations

 Can’t rely on this only

 Can not help a bad product
 Might damage brand image
 It makes prospectus wait (if it is routine)
 Might not be so profitable
 It is short term process
 Might have ill effects if it runs for longer
period of time