Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. 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. Thus, we can conclude that the presentation to the established customers should be done by an effective salesperson. The presentation should be clear and understandable by the customer. habitual buying decisions, variety-seeking buying decisions, and complex buying decisions. Never-ending Chain − This is a competing strategy to find out prospects. b. lan feels confident because of the prospect's body language that commitment is possible. 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. Prospects may state the reason for objections and give a chance to salesperson to answer. First, remove any furniture and electrical devices from the room and take down any fixtures or decor from the walls. 1. Clean the walls well and remove any existing wallpaper. The first objective of the salesperson is to get an order from the customer. Example: Pharmaceutical products. This is a little like the selling process. preparation for a career in personal selling begins with the development of a person philosophy or set beliefs that provide guidance. The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. This chain goes on and on. In this approach, the sale person covers the four steps, i.e., Attention, Interest, Desire and Action. SDM-Ch.2 1 Psychology in Selling. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Personal Selling Process. This is a little like the selling process. See our User Agreement and Privacy Policy. Prospecting starts with defining a narrow target market, identifying the customer’s wants, and then offering custom solutions. . Don't put anything in your CV you cannot justify if asked. 2 Each stage of the process should be undertaken by the salesperson with utmost care. 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. If the prospect does not agree to buy the product, the entire effort gets waste. Lay down drop cloths to protect your floor and baseboards. 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. To allow the prospect to talk to find out the hidden objection. 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. Stage One – Prospecting. 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 Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Even though the company provides good products, there will be few complaints from customers. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • … Important stages in personal selling process. Previous question Next question Get more help from Chegg. Generating Needs. STEPS IN PERSONAL SELLING PROCESS Personal Selling consists of the following steps. ppt Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. 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. The consumer or the prospect should be able to pay money in return of the product. Personal Selling: Preparation and Process. The salesmen aim to inform and encourage the customer to buy, or at least try the product. The salesperson should thank the customer for the business and offer small gifts. The tax preparation process itself has steadily become faster and more efficient as more and more information is now available in … 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. Preparation Preparation enhances confidence and performance when the salesperson comes face Personal Selling is an oral presentation in conversation with one or more prospects. Relevant information, which helps salesperson not create any errors during presentation. They will know what you mean. This is one of the simplest techniques to close the sales. The other steps are meaningless without closing. The salesperson can also collect the information through membership directories of trade associations, social organization etc. Collect more information from the customer . Pre-Sales Preparation: The first step is to prepare the salespersons for their personal selling experience. selling process will be out of alignment with the customer's buying process. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. 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). This type of presentation is not well focused many a times; some points are missed and time is wasted. The following are the two stages involved in preparation − 1. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. Personal Selling Process. The salesperson has to develop a strategy and plan accordingly to achieve the objective or goal. A. Howard explains buying Behavior in terms of purchasing Decision process viewed as phases of learning process 4 essential elements of learning process… View Notes - personal selling-h from MBA 124 at Asia Pacific Institute of Management. If you continue browsing the site, you agree to the use of cookies on this website. In this video I'm talking about personal selling process and it's steps. View Selling Process.ppt from MBA 201 at Jaipura Institute Of Management. This preparation involves research about the potential customers, such as market research. Now customize the name of a clipboard to store your clips. 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 … Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, These are straight rebuy, the modified rebuy, and _____. 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. The selling process can be for short time or long time, depending upon the nature of the product. 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. Follow-up a. Mary looks for information to use during her next meeting with the shipping manager. 46. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. It’s the salesperson who reaches out to customers in order to sell the product. Now we can conclude that the objection can be resolved by providing an alternative product to the prospects. The salesperson has to find out about these aspects before proceeding to the selling process. Personal Selling: Preparation and Process - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Example − Door to door sales, where the salesperson explains all the steps and ends the process in 10 to 15 minutes. 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. Both try to influence each other. The rep asks questions, listens to buyer concerns and recommends the right product or service solution. 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. The salesperson calls the customer and explains the objective of the call and explains the product to makes appointments. If you continue browsing the site, you agree to the use of cookies on this website. sales and disistribution mgt subject Process of personal selling. 1. The salesperson reaches many new customers with the help of existing customers. To resolve this, there are two techniques to find out the objections. Clipping is a handy way to collect important slides you want to go back to later. A good salesperson makes sure that he has completed all the steps during sales process. Prospect need and ability should be disclosed. If the salesperson is unable to know the real reason, he/she will not be able to resolve the problem. SDM-Ch.2 1 Psychology in Selling. At this point, you develop your sales presentation and tailor it to your potential client’s particular needs. One of the most attractive, effective and often-used approaches is organized presentation. Match the activity with its corresponding step in the personal selling process. Here, both buyer and seller are active participants and in the direct face to face communication. Once the prospect is satisfied, he/she will buy it. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. Recommending a way to satisfy these needs and wants4. Pre sale preparation: The first step in the process of personal selling is the selection and training of the sales persons. Directories − The salesperson tries to find out prospect customer contact with the help of a directory. The Importance of Preparation in Your Selling Process. new-task. The personal selling process consists of a series of steps. The following are some of the best sources. The sales process starts from introduction but in this case, the rejection rate is high. 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. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. 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 … April 16, 2014 . The salesperson summarizes the important points that were made prior to sale. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. Also, in many cases, the prospects do not understand the technical aspects and are misinformed. See our Privacy Policy and User Agreement for details. 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 initial step of selling process starts with prospecting or searching for potential customers. The salesperson should build good rapport with the customer. The personal selling process involves seven steps that a salesperson must go through with most sales. The salesperson and the customer together try to resolve the problems. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. The calls made by salesperson are costly, so they have to take prior appointment. An experienced salesperson tries to provide the best service to its customers. discuss the development of the three prescriptions of a personal selling philosophy and how these prescriptions apply to value added selling. 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. Understanding these seven steps can help improve your individual sales or the sales of your company. 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. 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. 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. The following are the four steps of pre-approach −. Confidence to tackle the questions of the prospect. Personal selling is just one of many skills you should have in your sales toolbox. He also explains and clears the doubts of the customers. The rate of saying “No” is very high. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. Personal Selling Examples. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. An effective sales process is: 2. The stages in personal selling are briefly explained below. The company presents its message, which is short and crisp, and which can be easily memorized by the customer. The stages in personal selling are briefly explained below. Find out the need of the customer and link with the features of product. 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. 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. The following are the two major activities under prospecting −. The pre-approach aims to promote better understanding of both the customer’s needs and the product the salesperson is selling. The personal selling process. There are three types of business buying situations. 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. For a salesperson, it is very easy to sell the products to an existing customer instead of selling to the new customers. A salesperson must know some of the personal selling strategies to make a sale. Personal Selling: Preparation and Process ˝ ˝ ˆ- ˛ ˘ . The salesperson offers the products; if required, shows the demo. by Nick Kane. This results in a two-way benefit of both the buyer and the seller. You can change your ad preferences anytime. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. Personal Selling: Preparation and Process. Take permission from customer before presentation of product. Key Takeaways Key Points. . The party that best understands these pressures will normally have more success in the negotiation process. Announcement is advance, before the exhibitions starts, is very helpful to attract more customers. The following are some effective techniques to close the sale −. You will notice an over-riding theme of not actually selling during the cold calling process. Call Planning includes a particular planning sequence. This helps to get more customers because the existing customer will refer to his friends and relatives. Get Ready to achieve your own personal and professional goals for the coming week. Learning Objectives. ˇ ˝ ˛ ˝˝ ˆ˚ ˇ! It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. From personal experience, when I build a training set I spend most of my time in the Data, Statistics, and Chart views. A presentation can be classified into the following categories −. Hence this approach is also known as problem solving. Many times, the objection is due to high price of the product. Generating Needs. Personal selling is just one of many skills you should have in your sales toolbox. Preparation and Process 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. Exhibition − The salesperson could target the prospective customers through tradeshows and exhibitions. This helps in reducing any doubt by the customer regarding the product or service. After finding the valid prospects, the salesperson has to give the presentation. The salesperson should provide additional information in this case. 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. They hide their real reason for not buying the product. Example: Life Insurance. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1. 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