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PERSONAL SELLING

PERSONAL SELLING . PROMOTIONAL METHOD ORAL COMMUNICATION POTENTIAL BUYER DEVELOPING RELATION INTENT OF CLOSING SALES . STAGES IN PERSONAL SELLING. Prospecting - trying to find new customers Communicating - with existing and potential customers about the product range

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PERSONAL SELLING

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  1. PERSONAL SELLING PROMOTIONAL METHOD ORAL COMMUNICATION POTENTIAL BUYER DEVELOPING RELATION INTENT OF CLOSING SALES
  2. STAGES IN PERSONAL SELLING Prospecting - trying to find new customers Communicating - with existing and potential customers about the product range Selling - contact with the customer, answering questions and trying to close the sale Servicing - providing support and service to the customer in the period up to delivery and also post-sale Information gathering - obtaining information about the market to feedback into the marketing planning process Allocating - in times of product shortage, the sales force may have the power to decide how available stocks are allocated
  3. TASKS IN PERSONAL SELLING Order getting Order taking Support Personnel
  4. ADVANTAGES • Face-to-face activity; High degree of personal attention • Message can be customized to meet the needs of the customer • The two-way nature of the sales process allows the sales team to respond directly and promptly to customer questions and concerns • Personal selling is a good way of getting across large amounts of technical or other complex product information • The face-to-face sales meeting gives the sales force chance to demonstrate the product • Frequent meetings between sales force and customer provide an opportunity to build good long-term relationships Given that there are many advantages to personal selling, why do more businesses not maintain a direct sales force?
  5. DISADVANTAGE Very Expensive Way. One sales person engage with one customer.
  6. PERSONAL SELLING PROCESS. Prospecting and Qualifying Pre-approach Approaching the Customer Making the sales presentation Overcoming Objections. Follow-up
  7. ACTIVITY OF SALES FORCE g - Prospecting – Communicating – Servicing - Information gathering Allocating -Stores
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