Personal

Selling
Presented by Group C
 Our fantastic team

Truc Phuong Ngoc Han

Bich Duy Nhu Quynh

Trung Hieu
 Table of contents

Introduction to personal Keys for personal selling

01 selling
03 success

02 Personal selling process 04 Example

 01
INTRODUCING
PERSONAL SALES
NGỌC HÂN
 NGỌC
HÂN

What is personal
selling?
Personal selling is also known as face-to-
face selling in which one person who is
the salesman tries to convince the
customer in buying a product. It is a
promotional method by which the
salesperson uses his or her skills and
abilities in an attempt to make a sale.
 TYPES OF PERSONAL SALES NGỌC HÂN

Retail Business-to-business Direct Selling

This is the most common type of
sales
The salesperson usually introduces
personal selling. It involves The salesperson may need to work
the product, explains its features
experienced salespeople who sell with a team to understand the needs of
and benefits, and helps the customer
products directly to consumers in retail the business and tailor their sales place an order.
stores or online. pitch to meet those needs.
 NGỌC HÂN

Why is personal
selling important?
Personal selling is important because it involves
direct communication between a salesperson and a
potential customer, with the aim of persuading
them to purchase a product or service or increase
their revenue through personalization
 NGỌC HÂN

A picture is worth a thousand words

 NGỌC HÂN

1.) Conveys Detail information: Personal selling conveys more detailed

information than any other form of promotion. The seller gives the
information about the product, creates a need for the product for the
customer, and persuades them to buy it.

2.) Creates Deep impact: The salesperson assists the customer throughout
the buying process, answering questions, and solving doubts.

3.) Customer Confidence: Personal sales include interpersonal

relationships. It starts with a simple conversation and then making aware
about the product by talking about its features or benefits, clearing all doubts,
quarries, misunderstandings, and winning customer’s confidence. It increases
customers’ faith in the company and its product.

4.) Improving Image: The seller conveys the company’s achievements and
offers. The detailed explanation of the company and its products removes all
doubts and misunderstandings.
 NGỌC HÂN

1.) Limited reach: In personal selling, there is person-to-person

contact. The seller can approach only a few numbers of clients in a
specified period.

2.) Training Cost: The Company occur a high cost in training the
sales staff (mobile phone charges, health care, salaries of trainees,
training equipment, meals,..)

3.) High salesperson turnover: The reason for high turnover in

personal selling is because of work pressure.

4.) Negative Image of Salesmen: The biggest drawback of

personal selling is a negative perception about the salesman. This
job demands a skill set to sell a product.
 Trung Hieu

Personal selling process

1. Prospecting 5. Handling Objections

2. Pre-Approach 6. Closing the Sale

3. The Approach Stage 7. Follow-up Strategies

4. The Sales Presentation

 Trung Hieu

Prospecting

Prospecting is the initial step in the personal

selling process.

It entails identifying potential customers who

may have an interest in the product or service
being offered.

Prospecting methods include referrals, cold

calling, attending networking events, and
utilizing social media platforms.
 Trung Hieu

Pre-Approach

Pre-approach is the phase

It requires thorough research and
following prospecting in the sales
preparation before contacting
process.
potential customers.

Key tasks include gathering

information about the customer's The salesperson may also
needs, preferences, and buying develop a tailored sales
behaviors, as well as presentation or demonstration
understanding the product or for use in the next stage, the
service being offered. approach.
 Trung Hieu

The Approach Stage

Approach Methods Importance

In-person meetings; Critical for hooking customers and
Making a positive first
Phone calls; setting the stage for the sales
impression and transitioning Video conferences. demonstration.
smoothly into the sales
pitch.
 Trung Hieu

The Sales Presentation

Objective AIDA Model
Convince customers to buy Capture Attention,
by highlighting product Hold Interest,
features and benefits. Arouse Desire,
Call-To-Action.

A captivating landing page A clear call-to-action Testimonials

featuring product benefits
 Trung Hieu

Handling Objections
Challenge
Addressing customer concerns and
objections during the sales process.

Approach
Understand reasons behind objections
and counter them effectively.

Importance
Overcoming objections is crucial for moving the
sale forward.
 Trung Hieu

Closing the Sale

Definition Significance
Bringing the negotiation to an Marks the culmination of the
end and reaching an agreement. sales process with a decision
from both parties.
 Trung Hieu

Follow-up Strategies

Purpose Opportunity
Ensure the deal is executed After-sale follow-up fosters
correctly and build long-term trust and loyalty, enhancing
customer relationships. customer retention.
 03
Keys for Personal
Selling Success in
Today's Business
 Truc Phuong

Use Personal Selling Only When Necessary

Selling custom, technical, or

expensive equipment such as Need a real-life demonstration
high-ticket software and real before being purchased
estate

Infrequent but valuable purchases

Want to introduce a new series of A mall number of very high-

products or services value clients
 Truc Phuong

Optimize lead qualifying process

Create an ideal customer For high dollar purchases, use Try to define their needs and
profile wealth screening to determine pain points
purchase habits

Fully understand their Research the competition and

decision-making process find solutions
 Truc Phuong

Perform research

Have an up-to-date understanding

of industry

Regular research helps anticipate

changes in competition or buying
patterns
Help stay adaptable when
market changes happen, and it
can equip with knowledge to
address customer questions
 Truc Phuong

Well-prepared

Good presentation by
rehearsing your pitch
multiple times Preparation for all types of
questions by making it personal
and give examples relevant to
their business
 Truc Phuong

Becoming a buying partner

As a partner in the Maintain customer Establish trust Follow up with customers and after
customer's buying satisfaction a purchase to assess their opinion
experience and to encourage repeat purchases
 Nhu Quynh

Confidence: You must earn it!

KNOWLEDGE DEVELOPS PERSONAL CONFIDENCE
- Knowledge is the basis for belief.
- Modern selling is based on facts.
- Salesperson must have full knowledge about their company, its
product, its policy and its competition.
⇒ Matching prospects’ expectations and gain their trust and loyalty.
⇒ Building long-lasting relationships with the customers for
repeat businesses and referrals.
 Nhu Quynh

Product Knowledge
- Comprehensive Knowledge: Features, Benefits, and Unique Selling
Points
- Understanding Customer Needs and Pain Points
- Importance of Continuous Learning and Updating Product Knowledge
 Nhu Quynh

USP of VINFAST
● Slogan: "Strong Vietnamese Spirit"
● Emphasizing Cultural Identity and Connection to Customers

Unique Selling Proposition (USP)

● First Vietnamese Car Manufacturing Brand

● Targeting Vietnamese Customers Passionate about Local
Products

100% Vietnamese Ownership and Production

● Ownership by VinGroup
● Assembly and Processing Lines Operated by Vietnamese
Workforce
● Vinfast creates a competitive advantage in price
compared to car manufacturers imported from abroad.
 Nhu Quynh

Policy Knowledge

● A set of guidelines for employers and employees to follow

the defined procedures.
● Company’s policies regarding governance, vision, and
strategic goals in order to inform the information sales reps
make when working with prospective customers.
 Nhu Quynh

What the
Summary of the
organization hopes
aims and core values
to become in the
future

Short-term aims that a company

pursues to accomplish its long-
term goals
Nhu Quynh
 Nhu Quynh

Handling Objections and

Overcoming Resistance
● Anticipating Common Objections and Preparing
Responses
● Building Credibility through Confidence and
Knowledge
● Turning Objections into Opportunities
 Nhu Quynh

Assumed that if Harry is a prospective customer, Mr. A are sales of Samsung and
Harry need to buy a new refrigerator. What are the customer’s pain points? How the
salesman solve?

PAIN POINTS SOLUTIONS

● High Electricity Bills ● Energy Efficiency: "Inverter technology and Econavi

technology save energy consumption optimally."
● Limited Storage Space ● Sufficient Storage: "We offer customizable shelving and
flexible storage options."
● Unreliable ● Durability and Reliability: "Backed by a comprehensive
Performance warranty for durability."
● Modern Features: "Experience water and ice dispensers,
● Outdated Technology smart connectivity, and advanced cooling."
How does it
work in
Vietnam?

Bich
Bich
Consulting and Interacting
Understand each customer's needs, preferences and
lifestyle

Ensures a seamless and enjoyable purchasing experience

Bich
Bich
Bich
Bich
Bich
Bich
After-sales support and
service
Provide exceptional after-sales service and support,
assisting customers with maintenance services, repairs and
warranties

Builds long-term relationships with customers and

promotes loyalty

Bich Duy
Bich
Future challenges and
prospects
Growing competition

Changing customer preferences

Bich Duy
 Conclusion
Brand's dedication
Exceptional experiences
Lasting connections

Differentiation

Bich Duy
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