Slide 8.

Personal Selling Skills

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.2

Objectives
• Distinguish the various phases of the selling process
• Apply different questions to different selling situations
• Understand what is involved in the presentation and the
demonstration
• Know how to deal with buyers’ objections
• Understand and apply the art of negotiation
• Close a sale

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.3

Key Characteristics of Salespeople

Desired by Buyers

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.4

The Personal Selling Process

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.5

Type of Question Used in Personal

Selling

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.6

Dealing with Objections

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.7

The Level of Buyers’ Purchase Intentions Throughout a Sales Presentation

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.8

Closing the Sale

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015
Slide 8.9

THANK YOU

Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10th edition © Pearson Education Limited 2015