Personal Selling

Prof Prashant Kumar GuptaJain College Of MBA &MCA

Concept

Personal selling is where businesses use people (the “sales

force”) to sell the product after meeting face-to-face with the customer 

Features

• Personal Form• Development of Relationship• Oral Conversation• Quick solution of Queries• Receipt of Additional Information

Functions

1. To Make Sales to both old and new customers.2. Service to customers and remove doubts.3. Keep Sales Record.4. To give presentations.5. Develop goodwill of the company.6. To achieve sales target.

Steps• Prospecting - the first step in the personal selling process

The process of looking for and checking leads is called prospecting or determining which firms or individuals could become customers.

• The Pre-approach

This stage involves the collecting of as much relevant information as possible prior to the sales presentation.

• The Approach

The salesperson should always focus on the benefits for the customer.

• The Sales Presentation

After the prospects interest has been grasped, the sales presentation is delivered. 

• The Trial Close

The trial close is a part of the presentation and is an important step in the selling process.

• Handling Objections

Objections are often indications of interest by the prospect and should not be viewed with misgiving by salespeople.

• Closing the Sale: Closing a sale is only the confirmation of an understanding• Follow Up