Personal Selling Skills?

What is Selling?

Offering customers with products they wish to buy.

Methods of Selling

Personal selling – any form of direct contact between a salesperson and customer

Business to Business (B2B) – may take place in a manufacturers showroom (inside sales) or in the field (outside sales).

Telemarketing – selling over the phone

Features Vs. BenefitsFeatures

A physical characteristic or quality of a good or service; what is it’s intended use?

Benefits Advantages or

personal satisfaction a customer will get from a good or service; features that have been made into customer benefits are selling points.

METHODS OF PERSONAL SELLING Retail selling : Selling

to ultimate consumer.

Field Selling : Business to business selling that take place in the prospective customer's place of business..

Telemarketing : Using the Telephone as the primary means of communicating with prospective customers & Telemarketers often used computers for order taking.

Inside Selling : Business to business selling in the Sales person’s place of business

Personal selling

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Overcoming Sales Objections