Key Takeaways Key Points. Personal Selling is an oral presentation in conversation with one or more prospects. Following are a few objectives for call planning −. Lay down drop cloths to protect your floor and baseboards. Personal selling: preparation and process ppt video online. 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. 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. Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives To understand psychology in selling, View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. The salesperson should provide additional information in this case. The personal selling process consists of a series of steps. 7 Sales responsibilities and preparation 225 8 Personal selling skills 247 9 Key account management 281 10 Relationship selling 307 11 Direct marketing 330 12 Internet and IT applications in selling and sales management 352 Part four Sales management 381 13 Recruitment and selection 383 14 Motivation and training 404 15 Organisation and control 436 Brief contents … Personal Selling: 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. Personal Selling: Preparation and Process. This is a little like the selling process. The following are some effective techniques to close the sale −. This type of presentation is not well focused many a times; some points are missed and time is wasted. 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. Relevant information, which helps salesperson not create any errors during presentation. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). 1. This helps in reducing any doubt by the customer regarding the product or service. Each stage of the process should be undertaken by the salesperson with utmost care. The salesperson should be very careful while checking the background of the customers and obtaining details. . The salesperson has to develop a strategy and plan accordingly to achieve the objective or goal. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. 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 first objective of the salesperson is to get an order from the customer. Personal Selling is a technique of sales marketing, in which an individual sells his products face-to-face to a customer. A Five Stage Personal Selling Process. 2. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. Finding the prospect is not an easy step for a sales person because consumers would not even like to listen to the presentation regarding the product they do not need. Match the activity with its corresponding step in the personal selling process. After the salesperson has identified the potential customers, he should find out if they are valid prospects. – Joel DeWitt Oct 29 '15 at 17:02. add a comment | 5 Answers Active Oldest Votes. The Personal Selling Process. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Once the prospect is satisfied, he/she will buy it. The following are the two major activities under prospecting −. This helps the company to improve in terms of product or service. The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. 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 If the salesperson is unable to know the real reason, he/she will not be able to resolve the problem. The salesperson should build good rapport with the customer. . The observation gained by experience and mixing with the knowledge of the prospects. Directories − The salesperson tries to find out prospect customer contact with the help of a directory. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. After finding the valid prospects, the salesperson has to give the presentation. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. In this step, the salesperson has to give the presentation regarding the product to the customer. The pre-approach involves preparation for the sales presentation. The pre-approach aims to promote better understanding of both the customer’s needs and the product the salesperson is selling. Personal selling is just one of many skills you should have in your sales toolbox. There is also a chance that the buyer with buy again in future. The nest step in the personal selling process is called the ‘pre-approach’. 'almost submitted' = 'in preparation' Use that specific term. The salesperson and the customer together try to resolve the problems. Arguably of course all of this theory is selling of a sort, but it is not selling in the traditional sense of pushing, telling, advancing the features or benefits of your own products or services. See our User Agreement and Privacy Policy. 1. 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 … Personal Selling Examples. Call Planning includes a particular planning sequence. Preparation and Process Find out the need of the customer and link with the features of product. The personal selling process consists of a series of steps. Summary on Personal selling preparation and process In the subject Sales and Distribution Management By-Group No 01 (Section A) Aman Nigam (MBA05010) Aniket Pohankar (MBA05011) Ayush Verma (MBA05020) Diptanil Sarkar (MBA05034) Gaurav Surve (MBA05038) Vaibhav Chavan (MBA05054) The chapter discusses the major sales related knowledge and skills that a salesman … 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. 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. In this technique, the customers get an incentive for immediate buying action. Clipping is a handy way to collect important slides you want to go back to later. It begins before you make contact with a prospect and often continues long after the sale is finalized. Authority − The prospect that is purchasing the product should have the authority to make decision. 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. At this point, you develop your sales presentation and tailor it to your potential client’s particular needs. 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 to consumers takes place through retail and direct-to-consumer channels. If you continue browsing the site, you agree to the use of cookies on this website. Pre-Sales Preparation: The first step is to prepare the salespersons for their personal selling experience. If the prospect does not agree to buy the product, the entire effort gets waste. Each stage of the process should be undertaken by the salesperson with utmost care. Personal Selling: Preparation and Process. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. The salesperson reaches many new customers with the help of existing customers. Each stage of the process should be undertaken by the salesperson with utmost care. Example − A company provides an option to the prospect that if the bill exceeds Rs.3000, he can buy a bed sheet worth 2000 for just Rs.200. Explain tools used in evaluating customer needs. The sales process starts from introduction but in this case, the rejection rate is high. This helps to frame a strategy and develop a plan. In this video I'm talking about personal selling process and it's steps. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. However, for heavy machinery, it may take time to present the technical nature and explain the product; it takes more than one visit to complete the selling process. For example, a close early in the sales process may be to get an appointment to discuss your product/service, in that case you are selling an appointment not a widget. Existing Customers − One of the good sources of prospects is an existing customer. Understanding these seven steps can help improve your individual sales or the sales of your company. The three types of consumer situations are _____. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • … 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. Stage One – Prospecting. After answering the objections made by prospects, the salesperson asks for the prospect to order the product. This is important while dealing with government agencies, corporate etc. Preparation. 1. 3. 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 comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. preparation for a career in personal selling begins with the development of a person philosophy or set beliefs that provide guidance. Follow-up a. Mary looks for information to use during her next meeting with the shipping manager. 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. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. Key Takeaways Key Points. It begins before you make contact with a prospect and often continues long after the sale is finalized. During the sales process, the prospects raise objections, which can be stated or hidden. sales and disistribution mgt subject The salesperson calls the customer and explains the objective of the call and explains the product to makes appointments. 2 In this approach, the salesperson gives the presentation with the help of slides in a structured manner. Personal Selling is an oral presentation in conversation with one or more prospects. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. 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. A presentation can be classified into the following categories −. Key steps in the personal selling process: 1). 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