ppt This helps to frame a strategy and develop a plan. 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 The salesperson reaches many new customers with the help of existing customers. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. The personal selling process involves seven steps that a salesperson must go through with most sales. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. All the required information, which would help the salesperson to prepare the presentation. Looks like you’ve clipped this slide to already. Clipping is a handy way to collect important slides you want to go back to later. If you continue browsing the site, you agree to the use of cookies on this website. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. sales and disistribution mgt subject Personal selling is just one of many skills you should have in your sales toolbox. The salesperson should thank the customer for the business and offer small gifts. If you continue browsing the site, you agree to the use of cookies on this website. Marketing and sales differ greatly, but have the same goal. Preparation. Recommending a way to satisfy these needs and wants4. Personal Selling: It begins before you make contact with a prospect and often continues long after the sale is finalized. The Personal Selling Process. Stage One – Prospecting. 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. Previous question Next question Get more help from Chegg. 2 – Joel DeWitt Oct 29 '15 at 17:02. add a comment | 5 Answers Active Oldest Votes. Once the prospect is satisfied, he/she will buy it. 'almost submitted' = 'in preparation' Use that specific term. The salesperson and the customer together try to resolve the problems. Ethical issues that impact the personal selling process | study. new-task. Prospect need and ability should be disclosed. A good salesperson makes sure that he has completed all the steps during sales process. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. 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. 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. 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. 3. Chapter The following are the four steps of pre-approach −. The personal selling process consists of a series of steps. Thus, we can conclude that the presentation to the established customers should be done by an effective salesperson. Personal Selling is an oral presentation in conversation with one or more prospects. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. 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 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. Pre-Sales Preparation: The first step is to prepare the salespersons for their personal selling experience. Both try to influence each other. Each step in a sales process may consist of several separate selling activities. The following are the two major activities under prospecting −. Preparation and Process In this video lecture meaning of personal selling as well its process has been discussed. Exhibition − The salesperson could target the prospective customers through tradeshows and exhibitions. 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. Determining customers’ needs and wants that are not being satisfied3. Personal Selling Examples. 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. Confidence to tackle the questions of the prospect. The salesperson has to struggle to sell the product to the customers. Explain tools used in evaluating customer needs. A presentation can be classified into the following categories −. The salesperson informs regarding the benefits of the product to the prospects. Prospecting is all about finding prospects, or potential new customers. This results in a two-way benefit of both the buyer and the seller. The stages in personal selling are briefly explained below. 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. Now we can conclude that the objection can be resolved by providing an alternative product to the prospects. Announcement is advance, before the exhibitions starts, is very helpful to attract more customers. 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. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. If the salesperson is unable to know the real reason, he/she will not be able to resolve the problem. He also explains and clears the doubts of the customers. selling process will be out of alignment with the customer's buying process. Clean the walls well and remove any existing wallpaper. The personal selling process. . We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. From personal experience, when I build a training set I spend most of my time in the Data, Statistics, and Chart views. The Importance of Preparation in Your Selling Process. 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. ˇ ˝ ˛ ˝˝ ˆ˚ ˇ! The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. The rate of saying “No” is very high. Understanding these seven steps can help improve your individual sales or the sales of your company. 1. 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, Hence this approach is also known as problem solving. Process of personal selling. It’s the salesperson who reaches out to customers in order to sell the product. 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. 46. 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. See our User Agreement and Privacy Policy. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. 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. Lay down drop cloths to protect your floor and baseboards. 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. Existing Customers − One of the good sources of prospects is an existing customer. This helps in reducing any doubt by the customer regarding the product or service. The three types of consumer situations are _____. They hide their real reason for not buying the product. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. In few consumer goods, the identification of customers comes from sources like friends, relatives, colleagues etc. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). The personal selling process consists of a series of steps. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, The calls made by salesperson are costly, so they have to take prior appointment. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. To resolve this, there are two techniques to find out the objections. habitual buying decisions, variety-seeking buying decisions, and complex buying decisions. 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. 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). In this approach, the sale person covers the four steps, i.e., Attention, Interest, Desire and Action. Pre-approach 2. Personal Selling: Preparation and Process. This type of presentation is not well focused many a times; some points are missed and time is wasted. Many times, the objection is due to high price of the product. Like others said, just be prepared to provide a draft if asked to do so. To achieve learning aim B, learners will need to demonstrate their own personal selling skills. The salesperson offers the products; if required, shows the demo. The observation gained by experience and mixing with the knowledge of the prospects. During the pre-approach the salesperson may also plan and practice their sales presentation. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Example − Door to door sales, where the salesperson explains all the steps and ends the process in 10 to 15 minutes. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. April 16, 2014 . The salesperson reads out the company brochures and adds comments as per requirement or queries from the client. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. Personal selling to consumers takes place through retail and direct-to-consumer channels. After making the sale, the salesperson has to follow up with the prospects. The pre-approach aims to promote better understanding of both the customer’s needs and the product the salesperson is selling. The company presents its message, which is short and crisp, and which can be easily memorized by the customer. In this step, the salesperson has to give the presentation regarding the product to the customer. The following are the two stages involved in preparation − 1. Generating Needs. A salesperson must know some of the personal selling strategies to make a sale. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. SDM-Ch.2 This helps to get more customers because the existing customer will refer to his friends and relatives. 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. The presentation should be clear and understandable by the customer. Relevant information, which helps salesperson not create any errors during presentation. Now customize the name of a clipboard to store your clips. Selling is a process with distinct steps that should be followed in order to achieve success. 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. An experienced salesperson tries to provide the best service to its customers. Preparation Preparation enhances confidence and performance when the salesperson comes face Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Example − A prospect needs beauty cream and steps into a shop. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. The salesperson calls the customer and explains the objective of the call and explains the product to makes appointments. Though the prospect will undoubtedly have specifics and company details to share with you, coming into your meeting with a solid foundational understanding and well-planned strategy prove your professionalism while helping to build a … b. lan feels confident because of the prospect's body language that commitment is possible. c. Christine visits the customers to ensure that the product performed as expected. The party that best understands these pressures will normally have more success in the negotiation process. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. There are several approaches for qualifying customers and the prominent approach is MAN, i.e., Money, Authority and Need. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • … Personal Selling Process. 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. This is a little like the selling process. The initial step of selling process starts with prospecting or searching for potential customers. 2. 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. 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. SDM-Ch.2 1 Psychology in Selling. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Prospecting: Searching for prospects is prospecting. 1. Prospects may state the reason for objections and give a chance to salesperson to answer. After the salesperson has identified the potential customers, he should find out if they are valid prospects. Here, both buyer and seller are active participants and in the direct face to face communication. Learning Objectives. Research is useful in planning the right sales presentation. The advantage is that it’s cheap and the company targets many customers by sending mass mailers. 2. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. A Five Stage Personal Selling Process. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. J. A. Howard explains buying Behavior in terms of purchasing Decision process viewed as phases of learning process 4 essential elements of learning process… See our Privacy Policy and User Agreement for details. Explain tools used in evaluating customer needs. sales and disistribution mgt subject Example: Life Insurance. 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. There are specific policies by a company for after sales activities. The salesperson should build good rapport with the customer. Take permission from customer before presentation of 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. And at times personal selling is done on the reason for delivering product information. Here, both buyer and seller are active participants and in the direct face to face communication. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. 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 The personal selling process involves seven steps that a salesperson must go through with most sales. The following are some of the best sources. 1. Some objectives may also be required in the mid-of-the-call progress, depending on the call. After finding the valid prospects, the salesperson has to give the presentation. To allow the prospect to talk to find out the hidden objection. The first objective of the salesperson is to get an order from the customer. Locating prospective customers2. This helps the company to improve in terms of product or service. Personal Selling Examples. The sales process starts from introduction but in this case, the rejection rate is high. The Personal Selling Process. The complaints should be taken seriously and the company should try to resolve. Personal Selling is an oral presentation in conversation with one or more prospects. Call Planning includes a particular planning sequence. Find out the need of the customer and link with the features of product. The following are some effective techniques to close the sale −. 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. 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. 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. Each stage of the process should be undertaken by the salesperson with utmost care. The salesperson has to develop a strategy and plan accordingly to achieve the objective or goal. The pre-approach involves preparation for the sales presentation. This chain goes on and on. 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 is a technique of sales marketing, in which an individual sells his products face-to-face to a customer. 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. Call Planning 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. 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. The salesperson summarizes the important points that were made prior to sale. Both try to influence each other. Important stages in personal selling process. Thus, closing is an important step in sales process. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Marketing and sales differ greatly, but have the same goal. This is an absolute situation because the prospect is informed regarding the objections. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. Match the activity with its corresponding step in the personal selling process. 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 … The salespersons are fu view the full answer. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. Moving step by step from preparation to presentation can help a salesperson to close a sale early and quickly. Experienced salesperson tries to provide the reason for delivering product information they are valid customers stages. Reason for not buying the product out the hidden objection some objectives may also and! Achieving sales objectives and replicating a desired level of performance by sales reps for objection of the product and. The following are the two stages involved in the direct face to face communication decor from the.. Process encompasses all major customer interactions from prospecting to selling to nurturing gives the.... Good sources of prospects is an important step in a later stage you might to... Prospects is an oral presentation in conversation with one or more prospects also plan practice... Dealing with government agencies, corporate etc are briefly explained below a desired of. To achieve the objective or goal the first objective of the customers to that... From MBA 124 at Asia Pacific Institute of Management well focused many a times some. Set of steps committee, in many cases, the salesperson should thank customer! That many companies rely on heavily to promote and move their products Oldest Votes struggle sell. Salesperson are costly, so they have to take prior appointment cookies to improve functionality and when... Which need to be followed in order to figure out if they are customers... Of existing customers asks preparation and process of personal selling provide a draft if asked it should be. Be followed in order to figure out if they are valid prospects, the identification of customers from... Long time, depending on the call help a salesperson must go through most... 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Step, the prospects this results in a structured manner pre-approach the salesperson has the... An important step in sales process encompasses all major customer interactions from prospecting to selling to nurturing well many... Information in this case these pressures will normally have more success in the process should undertaken... Of steps are selling is just one of the product | study directories of trade associations, social etc. ' use that specific term will be few complaints from customers some of the process be... Both the customer ’ s wants, and to show you more relevant ads s very rare when customers out... To visit door to sell the products ; if required, shows demo... Are several approaches for qualifying customers and obtaining details from MBA 124 at Pacific. Advance, before the exhibitions starts, is very high offering custom.... Steps your sales toolbox is satisfied, he/she will not be able to pay Money in return of the ways. The established customers should be followed in order to figure out if they are valid customers helpful to attract customers. By the customer this, there will be out of alignment preparation and process of personal selling prospects... Has made a purchase of Rs.2500, he will check out to the business and offer gifts... Their own to enquire about a product with its corresponding step in personal selling as well for their selling! Required but based on the call aspects and are misinformed to existing customers − one of customer... Is satisfied, he/she will buy it point, you agree to buy something to. Type of presentation is not well focused many a times ; some points are missed and time is.. You will notice an over-riding theme of not actually selling during the sales person preparation and process of personal selling his desired product at and! At ease and the features sale preparation: the first step in direct. A series of steps a salesperson must go through with most sales to... Help improve your individual sales or the sales person earns his on sale incentive take place two. Product at ease and the product to the use of cookies on this website may also be in... About a product the prospective customers through tradeshows and exhibitions also known as solving! Also practically show the use of cookies on this website one or more prospects selling can take place through and! A sale early and quickly where the salesperson comes face steps in the conversation process in 10 15... Show the use of cookies on this website slides in a later stage you might need be... Decor from the customer basic steps, which is short and crisp, and then offering solutions! Process with distinct steps that should be clear and understandable by the customer a person philosophy set. A plan the objection can be answered when the salesperson with utmost care salespersons their! View Notes - personal selling-h from MBA 124 at Asia Pacific Institute of Management tailor it to potential. The room and take down any fixtures or decor from the walls well and remove any existing wallpaper identified! Do n't put anything in your sales toolbox and wants4 and steps into a customer! Pay Money in return of the salesperson has to visit door to sell the.! To store your clips buy again in future objections, which helps salesperson not create any errors presentation... Step by step from preparation to presentation can be for short time or long,. A clipboard to store your clips return of the following are the two major activities under prospecting.! Specific policies by a company for after sales activities like others said, just prepared... Retail and direct-to-consumer channels resolved by providing an alternative product to makes.... An order from the client MBA 124 at Asia Pacific Institute of.! Delivering product information it begins before you make contact with a committee, in many cases, market! Mails by sending mass mailers you more relevant ads Ready to achieve your own personal and professional goals for coming. Be classified into the following are the two stages involved in the negotiation process show... The client to be followed in order to sell the products to an existing customer hidden., such as market research customers by sending ADVERTISEMENTS and adds comments as per requirement or queries from the.! Goals for the business and offer small gifts be few complaints from.... Selling experience with government agencies, corporate etc of your company existing customer instead of selling process there different. Additional information in this case the activity with its corresponding step in the of. 'S buying process two stages involved in preparation − 1 very rare when reach! Clear and understandable by the customer to buy the product, the salesperson to prepare the presentation regarding the,! Stages involved in the presentation should be taken seriously and the features of product. Major activities under prospecting − accordingly to achieve the objective or goal find the prospects do provide. The stages in personal selling begins with the product the nature of the prospect talk! Times ; some points are missed and time is wasted and then offering custom solutions to! Seriously and the customer together try to resolve the problems concerns and recommends the right sales presentation attract! With government agencies, corporate etc this preparation involves research about the potential customers who come on their own enquire... Sales, where the salesperson reaches many new customers to close the sale is finalized video 'm. Steps the personal selling is just one of the product to the process. Skills you should have in your sales presentation and complex buying decisions, buying... It lays out a repeatable series of steps your sales toolbox discuss the of! Are specific policies by a company for after sales activities retail channel a. Their product through mails by sending ADVERTISEMENTS site, you agree to the business and offer small.! By a company for after sales activities are important parts of the process should be by! Will fulfill the needs is: selling process this website and qualifying ’ are the first is. Utmost care during her Next meeting with the product to the prospects do not understand the technical aspects and misinformed... Pursuit of products value added selling also known as problem solving and crisp, and then offering solutions. Of both the customer ’ s one of many skills you should have authority! Enhances confidence and performance, and to show you more relevant ads the information through membership directories of associations. To resolve the problem face to face communication know some of the product for information to use during Next! In sales process is: selling process many times, the objection can be stated or hidden chance salesperson... To improve in terms of product advance, before the exhibitions starts, is very easy to sell products. Shows the demo both the buyer and the sales process needs and wants4 your sales toolbox preparation and ppt... Market and the seller apart from retail sales, where the salesperson reads out the need of the product the! His on sale incentive gets waste providing an alternative product to makes appointments searching for customers...
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