preparation and process of personal selling

preparation and process of personal selling

After finding the valid prospects, the salesperson has to give the presentation. Explain tools used in evaluating customer needs. Never-ending Chain − This is a competing strategy to find out prospects. 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. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. Follow-up a. Mary looks for information to use during her next meeting with the shipping manager. After the salesperson has identified the potential customers, he should find out if they are valid prospects. The following are some effective techniques to close the sale −. The salespersons are fu view the full answer. habitual buying decisions, variety-seeking buying decisions, and complex buying decisions. Each stage of the process should be undertaken by the salesperson with utmost care. 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. Preparation and Process Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. This preparation involves research about the potential customers, such as market research. Pre-approach 2. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Personal Selling Process. Collect more information from the customer . I use these to see if there are any visual patterns (Charts), any strange string entries in my data (Statistics), or just looking at the raw dataset (Data). Personal Selling Examples. Personal Selling is a technique of sales marketing, in which an individual sells his products face-to-face to a customer. Important stages in personal selling process. Match the activity with its corresponding step in the personal selling process. The salesmen aim to inform and encourage the customer to buy, or at least try the product. ppt Now we can conclude that the objection can be resolved by providing an alternative product to the prospects. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. During the pre-approach the salesperson may also plan and practice their sales presentation. In this step, the salesperson has to give the presentation regarding the product to the customer. A product, which needs huge investment, may take longer time to complete the selling process whereas in case of daily products where the customer is aware of the nature of the product, the selling process ends in shorter time. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. Directories − The salesperson tries to find out prospect customer contact with the help of a directory. Key steps in the personal selling process: 1). Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. 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. Prospecting is all about finding prospects, or potential new customers. 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. Generating Needs. 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 … From personal experience, when I build a training set I spend most of my time in the Data, Statistics, and Chart views. The selling process consists of several steps; there are few basic steps, which need to be followed for all types of products. To allow the prospect to talk to find out the hidden objection. In this video I'm talking about personal selling process and it's steps. Looks like you’ve clipped this slide to already. . Pre sale preparation: The first step in the process of personal selling is the selection and training of the sales persons. The personal selling process consists of a series of steps. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. Personal Selling: Preparation and Process. Thus, closing is an important step in sales process. It’s the salesperson who reaches out to customers in order to sell the product. Locating prospective customers2. Phases of Selling Process There are different phases of selling process. To achieve learning aim B, learners will need to demonstrate their own personal selling skills. Personal Selling: Preparation and Process. 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. Personal Selling: 2. The salesperson informs regarding the benefits of the product to the prospects. Marketing and sales differ greatly, but have the same goal. Lay down drop cloths to protect your floor and baseboards. 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. 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. It begins before you make contact with a prospect and often continues long after the sale is finalized. 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. Confidence to tackle the questions of the prospect. Now customize the name of a clipboard to store your clips. 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. 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. 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 … Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. – Joel DeWitt Oct 29 '15 at 17:02. add a comment | 5 Answers Active Oldest Votes. Get Ready to achieve your own personal and professional goals for the coming week. The observation gained by experience and mixing with the knowledge of the prospects. A good salesperson makes sure that he has completed all the steps during sales process. 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 selling process can be for short time or long time, depending upon the nature of the product. 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 … Each step in a sales process may consist of several separate selling activities. The salesperson has to find out about these aspects before proceeding to the selling process. by Nick Kane. Also, in many cases, the prospects do not understand the technical aspects and are misinformed. If you continue browsing the site, you agree to the use of cookies on this website. The following are some of the best sources. Personal Selling Process1. selling process will be out of alignment with the customer's buying process. The salesperson should provide additional information in this case. Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives To understand psychology in selling, Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Hence this approach is also known as problem solving. Understanding these seven steps can help improve your individual sales or the sales of your company. You will notice an over-riding theme of not actually selling during the cold calling process. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. Personal selling is just one of many skills you should have in your sales toolbox. An effective sales process is: Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Ethical issues that impact the personal selling process | study. Find the prospects or the potential customers, Educate them in order to figure out if they are valid customers. The party that best understands these pressures will normally have more success in the negotiation process. Each stage of the process should be undertaken by the salesperson with utmost care. Authority − The prospect that is purchasing the product should have the authority to make decision. 'almost submitted' = 'in preparation' Use that specific term. Call Planning An experienced salesperson tries to provide the best service to its customers. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. The consumer or the prospect should be able to pay money in return of the product. 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. There are several approaches for qualifying customers and the prominent approach is MAN, i.e., Money, Authority and Need. Personal Selling Process. 1. The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. 46. 1. SDM-Ch.2 A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. 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. The tax preparation process itself has steadily become faster and more efficient as more and more information is now available in … Personal Selling is an oral presentation in conversation with one or more prospects. They hide their real reason for not buying the product. If you continue browsing the site, you agree to the use of cookies on this website. Personal selling: preparation and process ppt video online. Example − A prospect needs beauty cream and steps into a shop. The salesperson reads out the company brochures and adds comments as per requirement or queries from the client. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. That objection can be answered when the salesperson has the knowledge of the competitor’s products as well. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. After answering the objections made by prospects, the salesperson asks for the prospect to order the product. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. 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. Preparation Preparation enhances confidence and performance when the salesperson comes face He also explains and clears the doubts of the customers. The calls made by salesperson are costly, so they have to take prior appointment. The sales process starts from introduction but in this case, the rejection rate is high. Don't put anything in your CV you cannot justify if asked. Existing Customers − One of the good sources of prospects is an existing customer. Example − Door to door sales, where the salesperson explains all the steps and ends the process in 10 to 15 minutes. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. 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 In few consumer goods, the identification of customers comes from sources like friends, relatives, colleagues etc. Determining customers’ needs and wants that are not being satisfied3. Com. Marketing and sales differ greatly, but have the same goal. It’s one of the simplest ways and the salesperson could also practically show the use of the product and the features. 2 Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. The stages in personal selling are briefly explained below. A salesperson must know some of the personal selling strategies to make a sale. The personal selling process consists of a series of steps. See our User Agreement and Privacy Policy. Learning Objectives • To understand psychology in selling, buying decision process and buying situations • To learn communication skills, sales knowledge, and sales related marketing policies • To understand personal selling process • To learn about negotiation SDM-Ch.2 2. First, remove any furniture and electrical devices from the room and take down any fixtures or decor from the walls. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. A. Howard explains buying Behavior in terms of purchasing Decision process viewed as phases of learning process 4 essential elements of learning process… The salesperson should thank the customer for the business and offer small gifts. Thus, we can conclude that the presentation to the established customers should be done by an effective salesperson. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1. 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 The Importance of Preparation in Your Selling Process. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. You can change your ad preferences anytime. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. The salesmen aim to inform and encourage the customer to buy, or at least try the product. 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. Like others said, just be prepared to provide a draft if asked to do so. Research is useful in planning the right sales presentation. 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. . And at times personal selling is done on the reason for delivering product information. 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. For a salesperson, it is very easy to sell the products to an existing customer instead of selling to the new customers. There is also a chance that the buyer with buy again in future. The personal selling process involves seven steps that a salesperson must go through with most sales. Preparation. Process of personal selling. Key Takeaways Key Points. This is a little like the selling process. Here, both buyer and seller are active participants and in the direct face to face communication. The other steps are meaningless without closing. This helps the company to sell two extra products — one for Rs.500 or more to reach 3000 and another, bed sheet for Rs.200. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. Recommending a way to satisfy these needs and wants4. 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. In this technique, the customers get an incentive for immediate buying action. Example: Pharmaceutical products. The rep asks questions, listens to buyer concerns and recommends the right product or service solution. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Personal Selling: Preparation and Process ˝ ˝ ˆ- ˛ ˘ . Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Some objectives may also be required in the mid-of-the-call progress, depending on the call. The initial step of selling process starts with prospecting or searching for potential customers. The personal selling process consists of a series of steps. Pre-Sales Preparation: The first step is to prepare the salespersons for their personal selling experience. Prospecting: Searching for prospects is prospecting. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). sales and disistribution mgt subject 3. A Five Stage Personal Selling Process. The salesperson calls the customer and explains the objective of the call and explains the product to makes appointments. SDM-Ch.2 1 Psychology in Selling. These are straight rebuy, the modified rebuy, and _____. There are specific policies by a company for after sales activities. The company presents its message, which is short and crisp, and which can be easily memorized by the customer. 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. It should also be interesting to keep the customer involved in the conversation. If the prospect does not agree to buy the product, the entire effort gets waste. Following are a few objectives for call planning −. Personal Selling: Preparation and Process. The three types of consumer situations are _____. Take permission from customer before presentation of product. 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. In this video lecture meaning of personal selling as well its process has been discussed. Subscribe Me - https://goo.gl/jyMzgW Amazon Deal of the Day- https://amzn.to/2CwZ69j Equipment I use for … Apart from retail sales, it’s very rare when customers reach out to the salesperson. The nest step in the personal selling process is called the ‘pre-approach’. The personal selling process involves seven steps that a salesperson must go through with most sales. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. 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. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Generating Needs. They will know what you mean. 2. The salesperson should build good rapport with the customer. Both try to influence each other. See our Privacy Policy and User Agreement for details. sales and disistribution mgt subject There are three types of business buying situations. 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. This helps to frame a strategy and develop a plan. The pre-approach involves preparation for the sales presentation. The salesperson can also collect the information through membership directories of trade associations, social organization etc. After making the sale, the salesperson has to follow up with the prospects. 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. Personal Selling:Preparation and Process objective: to understand the psychology in selling, buying decision process, and buying situations: to know the importance of effective communication skills, sales knowledge, and sales related marketing policies: to understand in details This happens when the buyer has positive approach to buy a product. 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. Preparing walls to hang new wallpaper can take a little bit of time, but it’s a simple process. Exhibition − The salesperson could target the prospective customers through tradeshows and exhibitions. The Personal Selling Process. STEPS IN PERSONAL SELLING PROCESS Personal Selling consists of the following steps. Explain tools used in evaluating customer needs. This type of presentation is not well focused many a times; some points are missed and time is wasted. Previous question Next question Get more help from Chegg. Understanding these seven steps can help improve your individual sales or the sales of your company. Clean the walls well and remove any existing wallpaper. The buyer earns his desired product at ease and the sales person earns his on sale incentive. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Selling is a process with distinct steps that should be followed in order to achieve success. c. Christine visits the customers to ensure that the product performed as expected. The first objective of the salesperson is to get an order from the customer. This is a little like the selling process. A presentation can be classified into the following categories −. Each stage of the process should be undertaken by the salesperson with utmost care. Many times, the objection is due to high price of the product. At this point, you develop your sales presentation and tailor it to your potential client’s particular needs. Here, both buyer and seller are active participants and in the direct face to face communication. b. lan feels confident because of the prospect's body language that commitment is possible. 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. 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 the four steps of pre-approach −. The salesperson summarizes the important points that were made prior to sale. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • … Mailing − The companies promote their product through mails by sending advertisements. Le site mon compte formation est un service public qui vous permet de consulter vos droits, rechercher une formation professionnelle et s’inscrire à une session. In this approach, the salesperson gives the presentation with the help of slides in a structured manner.

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