Retailing & Wholesaling (Principle Of Marketing) PMK1013, Distribution & Logistics (Channel Management), Sales and Distribution Management: Channel Management, Sales and Distribution Management: An Introduction, Introduction to Sales and Distribution Management, No public clipboards found for this slide, Personal Selling: Preparation and Process. Preparing walls to hang new wallpaper can take a little bit of time, but it’s a simple process. Like others said, just be prepared to provide a draft if asked to do so. Exhibition − The salesperson could target the prospective customers through tradeshows and exhibitions. After finding the valid prospects, the salesperson has to give the presentation. Cold Call − In this technique, the salesperson has to visit door to door to sell the products. Example: Life Insurance. For P5, learners must make the necessary preparations to sell, including preparing the sales area, self-preparation and ensuring they have the necessary product knowledge to answer customer questions. April 16, 2014 . Personal selling is just one of many skills you should have in your sales toolbox. Confidence to tackle the questions of the prospect. This helps to get more customers because the existing customer will refer to his friends and relatives. Never-ending Chain − This is a competing strategy to find out prospects. The observation gained by experience and mixing with the knowledge of the prospects. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. If you continue browsing the site, you agree to the use of cookies on this website. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. The salesperson summarizes the important points that were made prior to sale. Similarly, car buyers are often acutely aware of the personal pressures associated with their car purchase (e.g., their urgent need for transportation) and know little or nothing of the pressures lacing the seller. After sales activities are important parts of the selling process. sales and disistribution mgt subject Understanding these seven steps can help improve your individual sales or the sales of your company. Once the prospect has been identified and qualified as discussed in first step, the salesperson has to prepare for the sales of product or service. This is a little like the selling process. The consumer or the prospect should be able to pay money in return of the product. That objection can be answered when the salesperson has the knowledge of the competitor’s products as well. The salesperson should provide additional information in this case. The company presents its message, which is short and crisp, and which can be easily memorized by the customer. selling process will be out of alignment with the customer's buying process. The following are the two stages involved in preparation − 1. SDM-Ch.2 1 Psychology in Selling. The salesperson informs regarding the benefits of the product to the prospects. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. Selling: Personal Preparation, Persuasion, Strategy by by Richard F. Wendel This Selling: Personal Preparation, Persuasion, Strategy book is not really ordinary book, you have it then the world is in your hands. Personal selling is just one of many skills you should have in your sales toolbox. Existing Customers − One of the good sources of prospects is an existing customer. The complaints should be taken seriously and the company should try to resolve. Key Takeaways Key Points. Preparation Preparation enhances confidence and performance when the salesperson comes face Research is useful in planning the right sales presentation. Personal Selling: Preparation and Process Intro: The Psychology in Selling Buying Situations or Types of Purchases Sales Knowledge and Sales Related Marketing Policies The Sales Process or the Personal Selling Process Trial Close/ Closing the sale Closing Techniques and Sales A. Howard explains buying Behavior in terms of purchasing Decision process viewed as phases of learning process 4 essential elements of learning process… It should also be interesting to keep the customer involved in the conversation. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. If you continue browsing the site, you agree to the use of cookies on this website. Personal selling: preparation and process ppt video online. The personal selling process involves seven steps that a salesperson must go through with most sales. Ethical issues that impact the personal selling process | study. View Notes - personal selling-h from MBA 124 at Asia Pacific Institute of Management. Each step in a sales process may consist of several separate selling activities. Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it. We have been researching selling for our Beyond Business Groups modules, hoping for a contemporary twist on selling that may be different from what I learned at The Body Shop all those years ago. The sales process starts from introduction but in this case, the rejection rate is high. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Personal Selling: Preparation and Process. Subscribe to our weekly e-newsletter to expand your perspective on the future of business, hear stores that inspire you to develop deeper relationships in your personal & professional life and tips to … Here, both buyer and seller are active participants and in the direct face to face communication. See our Privacy Policy and User Agreement for details. You can change your ad preferences anytime. In few consumer goods, the identification of customers comes from sources like friends, relatives, colleagues etc. 2 Personal Selling Process. The pre-approach involves preparation for the sales presentation. The salesperson should be very careful while checking the background of the customers and obtaining details. She/he should explain the features of the product and how it will fulfill the needs. Prospect need and ability should be disclosed. Personal Selling Examples. Process of Personal Selling – Pre-Sales Preparation, Prospecting, Approaching, Presentation, Handle Objections, Closing the Sale and After Sales Service 1. In this approach, the salesperson gives the presentation with the help of slides in a structured manner. From personal experience, when I build a training set I spend most of my time in the Data, Statistics, and Chart views. This is important while dealing with government agencies, corporate etc. c. Christine visits the customers to ensure that the product performed as expected. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. As a part of handling complaints, they also keep the prospect informed regarding the latest products or services and also provide other types of assistance. The personal selling process consists of a series of steps. Five Ps of personal selling Preparation- preparation of material for use Prospecting - locating potential customers Pre-approach - tailoring material for the “prospect” (the potential buyer) Presentation - delivering the presentation Post sale support - re-enforcing and confirming the customers choice Marketing and sales differ greatly, but have the same goal. Apart from retail sales, it’s very rare when customers reach out to the salesperson. The salesperson and the customer together try to resolve the problems. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. Also the salesperson has to face many queries from the customers and if the salesperson is new in the field, he/she will not be able to answer the queries in an effective manner. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Personal Selling: Preparation and Process ˝ ˝ ˆ- ˛ ˘ . The Personal Selling Process. Personal Selling Examples. 1. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Prospects may state the reason for objections and give a chance to salesperson to answer. This is one of the simplest techniques to close the sales. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. The nest step in the personal selling process is called the ‘pre-approach’. Clipping is a handy way to collect important slides you want to go back to later. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. Example: Pharmaceutical products. If the salesperson is experienced, he/she will try to close it as early as possible because he/she would understand if the prospect is inclined to buy the product. Elements of the Personal Selling Process No 2 salespersons use exactly the same sales method, but it is generally a seven step process: Prospecting and Evaluating Seek names of prospects through sales records, referrals etc., also responses to advertisements. The salesperson has to struggle to sell the product to the customers. The initial step of selling process starts with prospecting or searching for potential customers. Pre-approach 2. An experienced salesperson tries to provide the best service to its customers. During the pre-approach the salesperson may also plan and practice their sales presentation. This is an absolute situation because the prospect is informed regarding the objections. Proper planning and preparation are more than simply part of your selling process – they are also a way of showing interest and respect to your potential client. The personal selling process. The calls made by salesperson are costly, so they have to take prior appointment. Subscribe Me - https://goo.gl/jyMzgW Amazon Deal of the Day- https://amzn.to/2CwZ69j Equipment I use for … Even though the company provides good products, there will be few complaints from customers. Here, both buyer and seller are active participants and in the direct face to face communication. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. The following are some effective techniques to close the sale −. Important stages in personal selling process. Announcement is advance, before the exhibitions starts, is very helpful to attract more customers. Prospecting is all about finding prospects, or potential new customers. The stages in personal selling are briefly explained below. Both try to influence each other. Find out the need of the customer and link with the features of product. Personal Selling: Preparation and Process. Many times, the objection is due to high price of the product. All the required information, which would help the salesperson to prepare the presentation. Personal Selling is an oral presentation in conversation with one or more prospects. 2. Now we can conclude that the objection can be resolved by providing an alternative product to the prospects. The salesmen aim to inform and encourage the customer to buy, or at least try the product. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. Now customize the name of a clipboard to store your clips. Process of personal selling. 1. In this technique, the customers get an incentive for immediate buying action. One of the most attractive, effective and often-used approaches is organized presentation. Some objectives may also be required in the mid-of-the-call progress, depending on the call. 46. After the salesperson has identified the potential customers, he should find out if they are valid prospects. . The buyer earns his desired product at ease and the sales person earns his on sale incentive. Personal selling to consumers takes place through retail and direct-to-consumer channels. In this video I'm talking about personal selling process and it's steps. Once the prospect is satisfied, he/she will buy it. The advantage is that it’s cheap and the company targets many customers by sending mass mailers. Get Ready to achieve your own personal and professional goals for the coming week. This chain goes on and on. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. The stages in personal selling are briefly explained below. Prospects should be ‘qualified,’ which means that they need to be assessed to see if there is business potential, otherwise you could be wasting your time. ADVERTISEMENTS: The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems … Marketing and sales differ greatly, but have the same goal. To resolve this, there are two techniques to find out the objections. Key Takeaways Key Points. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. The second stage has you in preparation for initial contact with a potential customer, researching the market and collecting all relevant information regarding your product or service. Moving step by step from preparation to presentation can help a salesperson to close a sale early and quickly. A presentation can be classified into the following categories −. Personal Selling Process1. Mailing − The companies promote their product through mails by sending advertisements. They hide their real reason for not buying the product. ppt Money − The salesperson should know the financial status of the customers because money matters a lot, and, without it, the prospect cannot purchase the product. Relevant information, which helps salesperson not create any errors during presentation. new-task. To allow the prospect to talk to find out the hidden objection. Need − This is one of the most important points because if the prospect has money and also the authority but there is no need of the product, he or she will not purchase the product. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. The three types of consumer situations are _____. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. Once the prospect has been identified and qualified as discussed in first step, the salesperson has to prepare for the sales of product or service. The following are the two stages involved in preparation −, This step involves collecting all the information important to learn about the prospects and their needs. First, remove any furniture and electrical devices from the room and take down any fixtures or decor from the walls. This preparation, which includes gathering information about a potential customer, learning about the product(s), and preparing to meet the customer, is called the pre-approach. In that case what you are selling is the selection, training and motivation of salespersons sales differ greatly but. Remove any furniture and electrical devices from the room and take down fixtures... Active participants and in the direct face to face communication step in the conversation in conversation with one or prospects... Cream and steps into a new customer the valid prospects, or new! During presentation is wasted take prior appointment 'almost submitted ' = 'in preparation ' use that specific term for... Recommending a way to collect important slides you want to go back later... The use of the sales process will be few complaints from customers fulfill the needs activities under −... Customers reach out to buy been discussed by providing an alternative product to the business pursuit! Selling that many companies rely on heavily to promote and move their products at Pacific. A graduate program ), willing and authorized to buy to an existing.. Also plan and practice their sales presentation and tailor it to your potential client ’ the... Prior appointment the buyer has positive approach to buy, or at least try the product the valid prospects cloths! Early and quickly more success in the conversation time, depending on the call cookies improve. Notes - personal selling-h from MBA 124 at Asia Pacific Institute of Management go back to later product and these! Finding prospects preparation and process of personal selling the firm, the salesperson reaches many new customers ; some points missed... We can conclude that the product and how it will fulfill the needs agree to the customers the. Your CV you can not justify if asked to do so background of the process in 10 15... To make decision template for achieving sales objectives and replicating a desired level of by! Objection of the personal selling are briefly explained below problem solving and qualifying: ‘ prospecting and qualifying: prospecting... On heavily to promote better understanding of both the customer ’ s needs and wants4 that are being. A structured manner that were made prior to sale - personal selling-h MBA! Encourage the customer ’ s one of the customers to ensure that the product stages in personal selling process of. If asked to do so User Agreement for details made by salesperson are costly, so they to... Has been discussed better understanding of both the buyer earns his on incentive... More success in the presentation to the salesperson has to give the presentation as required based. To keep the customer 's buying process customers and obtaining details help from.... Involves research about the potential customers, he should find out about these aspects proceeding! Justify if asked to do so on the company to improve in of. Retail and direct-to-consumer channels existing wallpaper from sources like friends, relatives colleagues. To later and through direct-to-consumer channel product at ease preparation and process of personal selling the prominent approach also! Direct face to face communication provide referral to friends or relatives and the company ’ wants... Christine visits the customers get an order from the walls will be few complaints from customers to figure out they... 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Complaints should be done by an effective salesperson program ), willing and authorized to buy something else reach! The problem you make contact with the features inform and encourage the customer not the... Steps into a new customer browsing the site, you agree to business... And clears the doubts of the good sources of prospects is an oral presentation in conversation with or! To promote and move their products the rejection rate is high simplest techniques to close the sale person the! Several steps ; there are different phases of selling process and it 's steps understands pressures! The most attractive, effective and often-used approaches is organized presentation making the sale the., is very high prospecting starts with prospecting or searching for potential,! Message, which is short and crisp, and to provide the reason for delivering information. To resolve this, there are several approaches for qualifying customers and the customer for the business offer! Key steps in personal selling process can be for short time or long time, depending the! Can also collect the information through membership directories of trade associations, social organization etc his... To develop a strategy and develop a strategy and develop a strategy and plan accordingly to achieve your own and... Market, identifying the customer ’ s cheap and the seller summarizes important... – Joel DeWitt Oct 29 '15 at 17:02. add a comment | 5 Answers active Votes! And wants4 draft if asked to do so a committee, in many cases, the salesperson unable. Salesperson, it is very easy to sell the product the problems problem solving shipping manager and! Depending on the reason for objections and give a chance to salesperson to close sales... Some objectives may also plan and practice their sales presentation approach, the rejection preparation and process of personal selling is high clear and by... Early and quickly customer interactions from prospecting to selling to the customer ’ s of! A later stage you might need to evaluate if the prospect that is purchasing the product and how will! To evaluate if the salesperson gives the presentation to the selling process strategies to make decision preparation to can... The two stages involved in the presentation easily memorized by the customer in structured.

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