P
Personal
lSSelling
lli
Amay Kothari
1
2/5/2010
O h t t events
Orchestrate t and
d bring
b i tot bear
b whatever
h t resources are
necessary to satisfy the customer.
Provide counseling to the customer based on in – depth
knowledge of the product, the market, and the customer’s
needs
Solve problems extremely proficiently to ensure satisfactory
customer service over extended time periods.
Demonstrate high ethical standards and communicate
honestly at all time.
Willingly advocate the customer's cause within the selling
organization
Creates imaginative arrangements to meet buyers’ needs
Arrive well – prepared for sales calls.
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Sales Tasks
Three basic sales tasks can be identified.
Order Processing: g selling,
g mostly y at the
wholesale and retail levels, that involves
identifying customer needs, pointing them out to
customers, and completing orders.
Creating Selling: Personal Selling involving
situations in which a considerable degree of
analytical decision making on the buyer’s part
results in the need for skillful proposals of
solutions for the customer
customer’s s needs.
needs
Missionary sales: Indirect type of selling in which
specialized salespeople promote the firm’s
goodwill among indirect customers, often by
assisting customers in product use.
Step 2 Approach
Step 3 Presentation
Step 4Demonstration
Step 6 Closing
Step 7 Follow – Up
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Step 6 Closing
Action
Step 7 Follow – Up
Prospecting: Personal –
Presentation
selling function of identifying
potential customers
Qualifying: determining that a
Approach
prospect has the needs,
incomes, and purchase
authority necessary for being
Prospecting &
Qualifying a potential customers
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Presentation
Presentation: describing
a product’s major features
and relating them to a
Approach customer’s
custo e sp problems
ob e s oor
needs
Prospecting &
Qualifying
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Presentation
A demonstration allows
the customer to
experience a good or
service
Approach
Even good advertisements
can not substitute for an
Prospecting & effective demonstration
Qualifying ride in a new automobile.
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Presentation
Closing: stages of
personal selling where the
salesperson asks the
customer to make a
Approach
purchase
h d
decision
i i
Nearly 80% of salespeople
Prospecting & fail to close where the
Qualifying buyer is ready.