Personal selling

 Personal selling is where businesses use people (the “sales force”) to

sell the product after meeting face-to-face with the customer.
 Advantages: High customer attention
 Message is customized
 Interactivity
 Persuasive impact
 Potential for development of relationship
 Adaptable Opportunity to close the sale
 Disadvantages:
 High cost ,Expensive
 Can only reach a limited number of customers
Process of personal selling
Prospecting & Qualifying
 Methods of prospecting
1) Referrals from existing customers
2) Referrals from internal company sources
3) Referrals from external sources
4) Networking by sales person
5) Industrial Directories
6) Cold Canvassing
7) Standard Industrial Classification
Qualifying
 Qualification of prospect means:
1) want/Desire
2) Has Ability
Categories of Prospects:
3) Hot Prospects- sales person
4) Warm Prospects- telecallers
5) Cool Prospects- dealers/ pending
II- Pre Approach
 Information Gathering
 Planning the sales call

1) Setting call objectives- needs

2) Planning sales strategy- when, whom, best
product, adaptive selling
Approach
 Make an appointment
 First impression matters
 Approaching Techniques

1) Introductory
2) Customer benefit
3) Product
4) Question
5) Praise
6) Cashing on company’s brand name
7) Shock Approach
Benefits of Successful Approach
 Enhances sale
 Helps in building good relations
 Cuts competition/ minimizes lost sales
 Enlightens prospect
 Can get referrals
Presentation & Demonstration
 Understanding buyer’s need

 Knowing sales presentation methods

 Developing an effective presentation

Understanding buyer’s need

 Situationalquestions
 Problem identification questions
 Problem impact
 Solution value
 Confirmation
Knowing sales presentation methods

 Stimulus response/ canned method

 Formula method ( AIDA)

1) Attention
2) Interest
3) Desire
4) Action
Need satisfaction method- features, advantages,
benefits
 Team selling method
 Consultative selling method

Developing an effective presentation:

1) Planning
2) Use technology
3) Adapt presentation
4) Don’t overload
5) Prospects language
6) convincing
Demonstration
 Benefit of demonstration
1) Buyers doubts or objections are clear
2) Provides good support in selling process
3) Can Show specific benefits of product
Planning and conducting Demonstration:
4) Rehearsing
5) First part introduction, second demonstration
 Avoid jargons, technical words
 In the end summarize important points
 Should ask for future action/ meeting
 Overcoming objections

1) Ask questions
2) Turn an objection into benefit
3) Deny objection tactfully
4) Third party certificate
5) compensation
Closing the sale
 Some points when we know customer wants to
buy product.
1) Examines product carefully
2) Ask for another person opinion
3) Asks more questions
4) Becomes friendly
Closing Techniques
 Alternative choice close
 Minor points close
 Assumptive close
 Summary of benefits close- FAB
 T account close
 Special offer close
 Probability close
 Trail close
 Negotiation close

 Stylesof negotiation
 Win loose
 Win win – trust, confidence, polite, humble,
 Both loose
Follow up
 check customer order
 Plan follow up visit at delivery time
 Relationship marketing
Some important terms
1. AIDA Approach
2. Consultative selling
3. prospecting
4. Qualifying
5. T- account closing technique
6. Trial Close
7.