Process_of_Personal_Selling_by_Ishita_Datta_Expanded_12_Slides.pptx

its a ppt of personal selling

1. Process of Personal Selling Presented by: Ishita Datta

2. Introduction to Personal Selling Personal selling refers to face-to-face interaction between a salesperson and a prospective buyer to influence the purchase decision. Importance: Builds relationships, provides customized solutions, and gathers feedback.

3. Key Objectives of Personal Selling 1. Increase Sales 2. Build Relationships 3. Provide Solutions 4. Educate Customers

4. The Personal Selling Process Overview The personal selling process involves seven key steps: Prospecting, Pre-approach, Approach, Presentation, Handling Objections, Closing, and Follow-up.

5. Step 1 – Prospecting Prospecting is identifying potential customers. Methods: Referrals, cold calling, networking.

6. Step 2 – Pre-approach Pre-approach involves gathering information about the prospect to customize the sales strategy.

7. Step 3 – Approach Approach is the first meeting with the prospect. Techniques: Greeting, product demonstration, or questioning.

8. Step 4 – Presentation Presentation involves demonstrating how the product meets the prospect's needs. Key: Focus on benefits, not just features.

9. Step 5 – Handling Objections Handling objections involves addressing concerns raised by the customer. Common objections: Price, timing, need. Techniques: Acknowledge, clarify, resolve.

10. Step 6 – Closing the Sale Closing is asking for the customer’s decision. Techniques: Direct close, trial close, assumptive close.

11. Step 7 – Follow-up Follow-up ensures customer satisfaction and strengthens relationships for future sales.

12. Thank You! Thank you for your attention.