What is personal selling????

Selling through sales force or sales

representatives.

Face-to-face activity with the purpose of

making sales.

Oral communication with potential

buyers of a product with the intention of

making a sale.

Handout...Toyota Calling In

Japan's Car Market

Half of cars are sold door-to-

door. This is shrinking due to

environmental changes.

Toyota has more than 100,000

door-to-door sales people.

Aspect of personal selling

@salesmanship

Salesmanship deals with

approaches like:

Passive ordertaker

Active ordergetter

For Active ordergetter there are two

@pproaches

Sales oriented approach

Customer oriented approach

Steps in sales process……. .

Prospecting and qualifying

Steps in sales process…….

Pre-approach

Steps in sales process…. .

Approach

Steps in sales process….

Presentation and demonstration

Steps in sales process…

Handling objection

Steps in sales process..

Closing the sales

Steps in sales process

Follow up

In the US, 14 million people

are employed in sales

positions.

Advantages of personal

selling

Advantages of personal

selling Relatively high degree of personal

attention.

Sales message can be customised .

Respond directly and promptly.

Product information.

Demonstrate the product.

Build good long-term relationships.

Many advantages to personal selling,

why do more businesses not maintain a

direct sales

force????????????????????

Disadvantages of personal

selling Cost of employing a sales force.

One customer at a time.

Not a cost-effective way.

Remember! One Satisfied

Customer

@lways SENDS 10-

New Customers!

THANK YOU

Subham

Sanchit

Deepak