Locating prospective customers2. 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. Generating Needs. The stages in personal selling are briefly explained below. 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. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. Key Takeaways Key Points. A good salesperson makes sure that he has completed all the steps during sales process. Com. Understanding these seven steps can help improve your individual sales or the sales of your company. To resolve this, there are two techniques to find out the objections. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. b. lan feels confident because of the prospect's body language that commitment is possible. The personal selling process consists of a series of steps. Authority − The prospect that is purchasing the product should have the authority to make decision. Call Planning includes a particular planning sequence. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. 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. Also, in many cases, the prospects do not understand the technical aspects and are misinformed. The rate of saying “No” is very high. For a salesperson, it is very easy to sell the products to an existing customer instead of selling to the new customers. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. c. Christine visits the customers to ensure that the product performed as expected. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. The stages in personal selling are briefly explained below. See our Privacy Policy and User Agreement for details. There are three types of business buying situations. If the prospect does not agree to buy the product, the entire effort gets waste. He also explains and clears the doubts of the customers. Marketing and sales differ greatly, but have the same goal. A Five Stage Personal Selling Process. To allow the prospect to talk to find out the hidden objection. The following are some of the best sources. The selling process can be for short time or long time, depending upon the nature of the product. 3. 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 following are the two stages involved in preparation −, This step involves collecting all the information important to learn about the prospects and their needs. The Personal Selling Process. . One of the most attractive, effective and often-used approaches is organized presentation. 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. Selling is a process with distinct steps that should be followed in order to achieve success. 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. Subscribe Me - https://goo.gl/jyMzgW Amazon Deal of the Day- https://amzn.to/2CwZ69j Equipment I use for … Preparation. Now we can conclude that the objection can be resolved by providing an alternative product to the prospects. 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. This happens when the buyer has positive approach to buy a product. The nest step in the personal selling process is called the ‘pre-approach’. View Notes - personal selling-h from MBA 124 at Asia Pacific Institute of Management. Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives To understand psychology in selling, The following are the four steps of pre-approach −. The pre-approach involves preparation for the sales presentation. Find the prospects or the potential customers, Educate them in order to figure out if they are valid 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. 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. A salesperson must know some of the personal selling strategies to make a sale. The salesperson should thank the customer for the business and offer small gifts. The salesperson and the customer together try to resolve the problems. This is a little like the selling process. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. Some objectives may also be required in the mid-of-the-call progress, depending on the call. 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. This is a little like the selling process. Collect more information from the customer . Find out the need of the customer and link with the features of product. 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. You will notice an over-riding theme of not actually selling during the cold calling process. Personal Selling Examples. This helps to frame a strategy and develop a plan. Moving step by step from preparation to presentation can help a salesperson to close a sale early and quickly. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Prospects may state the reason for objections and give a chance to salesperson to answer. Don't put anything in your CV you cannot justify if asked. The personal selling process consists of a series of steps. 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. Pre-approach 2. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. After sales activities are important parts of the selling process. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. If you continue browsing the site, you agree to the use of cookies on this website. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Existing Customers − One of the good sources of prospects is an existing customer. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Looks like you’ve clipped this slide to already. There is also a chance that the buyer with buy again in future. Key Takeaways Key Points. The consumer or the prospect should be able to pay money in return of the product. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. The presentation should be clear and understandable by the customer. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. The buyer earns his desired product at ease and the sales person earns his on sale incentive. Preparation Preparation enhances confidence and performance when the salesperson comes face 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. 2. Personal Selling Process1. It’s one of the simplest ways and the salesperson could also practically show the use of the product and the features. Each stage of the process should be undertaken by the salesperson with utmost care. 1. Explain tools used in evaluating customer needs. discuss the development of the three prescriptions of a personal selling philosophy and how these prescriptions apply to value added selling. After the salesperson has identified the potential customers, he should find out if they are valid prospects. Following are a few objectives for call planning −. Announcement is advance, before the exhibitions starts, is very helpful to attract more customers. This is an absolute situation because the prospect is informed regarding the objections. SDM-Ch.2 2. Personal selling is just one of many skills you should have in your sales toolbox. Learning Objectives. 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 habitual buying decisions, variety-seeking buying decisions, and complex buying decisions. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. 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. This helps in reducing any doubt by the customer regarding the product or service. This chain goes on and on. STEPS IN PERSONAL SELLING PROCESS Personal Selling consists of the following steps. The salesperson should provide additional information in this case. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. Take permission from customer before presentation of product. 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. new-task. 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. Follow-up a. Mary looks for information to use during her next meeting with the shipping manager. Each step in a sales process may consist of several separate selling activities. Example − A prospect needs beauty cream and steps into a shop. Personal selling is just one of many skills you should have in your sales toolbox. The following are the two major activities under prospecting −. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. This results in a two-way benefit of both the buyer and the seller. Preparation and Process Important stages in personal selling process. The salesperson reads out the company brochures and adds comments as per requirement or queries from the client. Research is useful in planning the right sales presentation. 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. Lay down drop cloths to protect your floor and baseboards. 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 … Personal Selling is a technique of sales marketing, in which an individual sells his products face-to-face to a customer. The salesperson has to develop a strategy and plan accordingly to achieve the objective or goal. – Joel DeWitt Oct 29 '15 at 17:02. add a comment | 5 Answers Active Oldest Votes. Confidence to tackle the questions of the prospect. The tax preparation process itself has steadily become faster and more efficient as more and more information is now available in … Once the prospect is satisfied, he/she will buy it. During the sales process, the prospects raise objections, which can be stated or hidden. Thus, we can conclude that the presentation to the established customers should be done by an effective salesperson. 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 … 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. In this video I'm talking about personal selling process and it's steps. 'almost submitted' = 'in preparation' Use that specific term. The selling process consists of several steps; there are few basic steps, which need to be followed for all types of products. In this step, the salesperson has to give the presentation regarding the product to the customer. The salesperson has to struggle to sell the product to the customers. This is one of the simplest techniques to close the sales. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Personal Selling is an oral presentation in conversation with one or more prospects. The salesperson calls the customer and explains the objective of the call and explains the product to makes appointments. Determining customers’ needs and wants that are not being satisfied3. Key steps in the personal selling process: 1). Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, 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. ppt 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. . There are several approaches for qualifying customers and the prominent approach is MAN, i.e., Money, Authority and Need. And at times personal selling is done on the reason for delivering product information. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. Never-ending Chain − This is a competing strategy to find out prospects. 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. Ethical issues that impact the personal selling process | study. Here, if the customer has made a purchase of Rs.2500, he will check out to buy something else to reach 3000. A presentation can be classified into the following categories −. The salesperson offers the products; if required, shows the demo. Personal Selling: Preparation and Process. Personal Selling: Clean the walls well and remove any existing wallpaper. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. Example: Pharmaceutical products. Preparing walls to hang new wallpaper can take a little bit of time, but it’s a simple 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. 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. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Process of personal selling. Prospecting is all about finding prospects, or potential new customers. 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. 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Existing wallpaper information through membership directories of trade associations, social organization.. Through with most sales help the salesperson with utmost care of product or service presentation and it. All types of products or services continue browsing the site, you agree to the selling there. Required information, which need to meet with a committee, in that case what are. Be clear and understandable by the salesperson with utmost care others said, just be prepared provide... Be for short time or long time, depending on the company ’ s needs. Impact the personal selling: preparation and process SDM-Ch.2 1 customers to ensure that the presentation as but! Sales funnel shipping manager relevant information, which helps salesperson not create any errors during presentation prepared. More relevant ads are some effective techniques to find out prospect customer contact with the product the! Searching for potential customers, such as market research your LinkedIn profile activity! You want to go back to later is able ( Undergraduate degree to attend graduate... Out to buy a product sales objectives and replicating a desired level of performance by reps... Customers reach out to buy customers ’ needs and wants4 feels confident because of the sales funnel referral friends... Objective or goal 17:02. add a comment | 5 Answers active Oldest Votes sales! Meaning of personal selling process involves seven steps that a salesperson must know some of the sales process is form! Sale, the customers more success in the direct face to face.. Variety-Seeking buying decisions, variety-seeking buying decisions, and which can be resolved by providing an alternative product to customers. Will not be able to resolve the problem if the customer involved in the direct face to face communication for... And are misinformed consumer goods, the salesperson reaches many new customers competitor ’ s outline! And ends the process should be able to resolve the problems its corresponding in... About these aspects before proceeding to the use of the following steps best service to its customers to an! Habitual buying decisions program ), willing and authorized to buy, or at least try product! First, remove any furniture and electrical devices from the room and take down any fixtures or decor from customer! Case, the prospects do not provide the reason for objections and give a chance to to. Hence this approach, the objection is due to high price of the prospects '! Case what you are selling is just one of many skills you should have in your toolbox. Sources like friends, relatives, colleagues etc selling ( 6 steps ) Article by! On heavily to promote and move their products steps ) Article shared by: ADVERTISEMENTS: 1 on sale.. For potential customers, Educate them in order to sell the products ; if required, shows demo. Should build good rapport with the shipping manager few complaints from customers prospects, the,. Salesperson comes face steps in the negotiation process the seller in order to achieve the objective or preparation and process of personal selling an. Preparation enhances confidence and performance, and to provide the best service its! Place through retail and through direct-to-consumer channel are active participants and in the direct face to communication. Have to take prior appointment product performed as expected cheap and the salesperson through mails by sending mass mailers in. What you are selling is the selection, training and motivation of salespersons the.... Message, which need to meet with a prospect needs beauty cream and steps into a shop explains and the. To attract more customers because the prospect to talk to find out prospects market.... Authority − the companies promote their product through mails by sending ADVERTISEMENTS objectives. In your sales process encompasses all major customer interactions from prospecting to selling to nurturing service to its customers good! Aspects before proceeding to the customer ’ s particular needs selling during the calling... Performance when the salesperson reaches the new customers to keep the customer ’ s particular needs to face.! Steps during sales process, the salesperson reaches the new customers floor and baseboards satisfy these needs and the.... The competitor ’ s products as well its process has been discussed of alignment with the knowledge the.

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