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    A Presentation On Personal Selling

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    Gangadhar Mamadapur
    This document provides an overview of personal selling. It defines personal selling as oral communication with potential buyers to make a sale. Personal selling is useful when a company is small, the market is concentrated, demonstration or customization is needed, or products are purchased frequently. The document outlines objectives, importance, principles, steps, keys to success, advantages, and disadvantages of personal selling. It concludes with definitions of personal selling from marketing organizations.

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    A Presentation On Personal Selling

    Uploaded by

    Gangadhar Mamadapur
    400 views15 pages
    This document provides an overview of personal selling. It defines personal selling as oral communication with potential buyers to make a sale. Personal selling is useful when a company is small, the market is concentrated, demonstration or customization is needed, or products are purchased frequently. The document outlines objectives, importance, principles, steps, keys to success, advantages, and disadvantages of personal selling. It concludes with definitions of personal selling from marketing organizations.

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    Original Title

    A Presentation on Personal Selling

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    This document provides an overview of personal selling. It defines personal selling as oral communication with potential buyers to make a sale. Personal selling is useful when a company is small, the market is concentrated, demonstration or customization is needed, or products are purchased frequently. The document outlines objectives, importance, principles, steps, keys to success, advantages, and disadvantages of personal selling. It concludes with definitions of personal selling from marketing organizations.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    400 views15 pages

    A Presentation On Personal Selling

    Uploaded by

    Gangadhar Mamadapur
    This document provides an overview of personal selling. It defines personal selling as oral communication with potential buyers to make a sale. Personal selling is useful when a company is small, the market is concentrated, demonstration or customization is needed, or products are purchased frequently. The document outlines objectives, importance, principles, steps, keys to success, advantages, and disadvantages of personal selling. It concludes with definitions of personal selling from marketing organizations.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 15

    A Presentation on

    Personal Selling
    Personal Selling

    1.Personal selling is oral communication with


    potential buyers of a product with the
    intention of making a sale.

    3.Personal selling is one of the oldest form of


    promotion.
    When Is it More Useful ?
    1.Company is small or has insufficient funds to carry
    on an advertising program.

    3.When the market is concentrated

    5.When the personality of the salesman is needed to


    establish rapport or create confidence

    7.When the product has higher unit value


    When Is it More Useful ?

    3.Requires demonstration.

    5.Must be fitted to the individual customer’s needs.

    7.Is purchased frequently.


    Definitions

    American Marketing Association defines Personal


    Selling as:-
    “Personal Selling is the oral presentation in a
    conversation with one or more prospective purchases for
    the purpose of making sales , it is the ability to persuade
    the people to buy goods and services at a profit to the
    seller and benefit to the buyer.”
    Definitions

    According to Philip Kotler:-

    “As face to face interaction with one or


    more prospective purchasers for the purposes
    of making the sales.”
    Objectives of Personal
    Selling
    1.Creation of Demand
    2.Handling Objectives
    3.Exploring Hidden Words
    4.Educating Customers
    5.Building Relationships
    6.Providing Feedback
    Importance of Personal
    Selling
    1.Benefits to consumers

    4.Benefits to company

    7.Benefits to society
    Principles of Personal
    Selling
    Representatives are taught the SPIN method to build long
    term relationships with questions such as:

    3. Situation Questions
    4. Problem Questions
    5. Implication Questions
    6. Need-pay off Questions
    Steps In Personal Selling
    Six Things Which Makes
    A Salesman Successful

    1.Know the product


    2.Know the company
    3.Know the competition
    4.Know the customer
    5.Know the process of selling
    6.Know own self
    Advantages of Using
    Personal Selling
    1. Personal selling is face to face activity, customers
    therefore obtain a relatively high degree of personal
    attention.
    2.The sales message can be customized
    3.The two way nature of sales
    4.Good way of getting across large amounts of
    information about product.
    5.Demonstrate the product
    6.Frequent meetings help in building long term
    relationships
    Disadvantages Of
    Personal Selling
    1.Cost of employing sales force

    3.In addition to basic pay incentives are to be


    provided

    5.Sales person can only call on one customer at


    a time.
    References
    1.Marketing Management by Dr.karunakarn
    •Marketing Management by Dr
    C.B.Momoria Dr. Pradeep Jain and Dr Priti
    Mitra
    •Marketing Management by Ramaswamy
    and Namakumari

    •www.google.com
    •www.wikipedia.com

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