marketing Communications

…personal selling tutorial

6

…introduction to…

…introduction to

we’re going to look at personal selling and consider

some strengths and weaknesses….

…as well as identifying their main characteristics,

reasons for use and audiences

Personal selling was covered in last weeks lecture…

personal selling…

what is personal selling..?

what are its strengths and weaknesses?

maintaining trust and commitment

developing the relationship

providing service and support

closing the sale

handling queries and objections

presenting the sales message

developing the relationship

qualifying prospects

prospecting for customers

Fill, 2006

the main stages in the sales process

…persuasion

sell me this pen…

sell the features…sell the

benefits…sell the value…

consider AIDA (Lewis, 1898)

personal selling can be great at bring about changes in behaviour

You can overcome objections

Attention, Interest, Desire, Action…

provide information quickly

respond to changing needs immediately

sales promotion sell me this pen…

next week the topic is direct marketing

topics and talkers will be assigned in each

tutorial – so you must attend

short talk...

Choose an example, or examples, apply the

theory and present your understanding…