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PERSONAL SELLING

PRESENTED BY-: AASHIMA GUPTA 104302296095

WHAT IS PERSONAL SELLING?


Personal selling is a highly distinctive word and the only form of direct sales promotion involving face to face relationship between sellers and potential customer. Personal selling is a two way communication or mutual communication.

OBJECTIVE OF PERSONAL SELLING


According to Cundiff, Still and Govoni 1. To undertake the selling job. 2. To make search for new customers. 3. To maintain regular communication with present customer. 4. To handle the training of middlemens sales personal. 5. To obtain the desired market information.

ADVANTAGES OF PERSONAL SELLING


1. 2. 3.

4.
5.

Allowing for two way interaction Tailoring of the Message Lack of Distraction Involvement in the Decision Process Source of Research Information

DISADVANTAGES OF PERSONAL SELLING


1. 2. 3.

4.
5.

Inconsistent message sales force/ management conflict High cost Poor reach Potential ethical problems

PERSONAL SELLING PROCESS

FOLLOWING UP
CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION APPROACHING THE PROSPECT

Pre approach: QUALIFYING PROSPECTS


PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS