Presented to:

Ma’am Nayab Tariq

Presented by:

Ayaz

Sales Management
Personal selling skills
 Introduction
 What is personal selling
 Example
 Adaptive selling
 Example
 Customer oriented selling
 Key characteristics of
salespeople desired
by buyers

 Expertise in their company’s products and the

market
 Good communication skills
 Ability to solve problems
 Ability to understand and satisfy the buyer’s
needs
The personal selling
process

1.The Opening
 First Impression
 Appearance
 Smile
 Comfortableness
 Avoid awkward moment
NEED AND PROBLEM
IDENTIFICATION

 Need Analysis
 Questionnaire
THE END