Personal Selling/Sales Management- Personal selling: Persuading a party to do what they otherwise may not have chosen to do getting them to willingly do what I want. Now customize the name of a clipboard to store your clips. After the objections have been removed, the only thing left to do … Each person is contacted by face to face conversation. /Ascent 905 Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in Looks like you’ve clipped this slide to already. The American Marketing Association has defined the term ‘Personal Selling’ as the personal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favorably upon an idea that has commercial significance to the seller. Personal selling is a marketing Process with which consumers are personally persuaded to buy goods and services offered by a manufactures. Role of personal selling. /Encoding /WinAnsiEncoding << << << /ca 1 << << Personal selling is an approach that individualizes the sales process. Personal selling is … /StemV 47 stream If you continue browsing the site, you agree to the use of cookies on this website. It involves series of steps that arediverse, complex and knowledgebased. /Subtype /TrueType •Three major aspects of personal selling: Professionalism, Negotiation and Relationship Marketing H /FontWeight 700 The Adobe Flash plugin is needed to view this content. The selling process has 5 major steps. /BaseFont /Arial,Bold /Length 95426 Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy >> Approach. /Ordering (Identity) So instead of taking a megaphone to share features far and wide, you take a step back and turn your head to listen. /Leading 33 We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Get the plugin now. /Type /ExtGState selling begins with identifying customers and endswith ensuring satisfaction tothem. /Type /FontDescriptor Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. This process involves finding, informing, persuading, and … Personal selling is a mode of direct selling. /LastChar 122 Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. %���� Overcoming objections: For a creative and persuasive salesman, the process of selling really starts … endobj Like advertising and sales promotion, personal selling is also a method of communication. Firstly personal selling is the costliest method of promotion. PPT – Personal Selling PowerPoint presentation | free to view - id: bb862-ZDc1Z. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. endobj /Type /Font >> The people and organizations are getting ready for success. Personal Selling Process – Pre-Sale Preparation, Prospecting, Approaching, Presentation, Handling Queries, Closing the Sale and Post Sale Activity The essence of personal selling is a sales communication between a salesperson and a prospect through which the salesperson endeavours to convert the prospect into a customer. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. endobj For introducing effective marketing system, balancing of other marketing elements like, product development, pricing, distribution system, advertising etc. /MaxWidth 2628 The next step in the personal selling process is called the ‘sales presentation’. In this step of personal selling process, the sales person finally gets to move off his table … You can change your ad preferences anytime. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, Meaning of personal selling Personal selling is a process of informing customers and persuading them to purchase products through personal communication in an exchange situation. The Personal Selling Process Steps in the Personal Selling Process Presentation is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer’s problems. See our User Agreement and Privacy Policy. Pre-Selling. 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