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Sales Management Personal Selling

Chapter 1- Introduction to Personal Selling

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Professional Selling

• What is Professional Selling?

Seeking Out people who have a particular need

Assisting Them to recognize the existence of needs they have that could be met through your offering

Demonstrating How your offering fills that need

Persuading Qualified prospects that your product will fill their needs

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Golden Rule of Personal Selling

• The Golden Rule of Personal Selling:– A strong sales belief.– A willingness to go all out to help the

prospect.– Putting the needs of customer first.– Totally committed and dedicated.– Focus on customers expectation.

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Distinction between Traditional & Personal Selling

Traditional selling Selling is process to make a possible customer to part with his or her money to buy a product or service.

Personal SellingSelling is process of to persuade unselfishly a prospect or potential customer to buy a product service that must satisfy their needs.

The Salesperson wants to gain advantage at the expense of the customer.

The salesperson wants to help the customer in making a positive purchasing decision.

The relationship with customer is short term.

The relationship with customer is long term.

The salesperson is very persuasive and persistent in closing.

The salesperson put the interest of customer’s first

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The Evolution of Personal Selling

Content Before NowEthics Selling is viewed as engaging

in unethical practicesSelling is viewed as serving the interest of the customer.

Personality Money is motivating factor in his or her desire to secure sales.

Concern for the welfare of the customer is the criteria for making sales.

Knowledge The Salesperson knows but intentionally withholds information.

Salespeople genuinely imparts information to educate customer.

Sales Service The Salesperson is not a willing helper once the sales is closed

Eveready to help the customer even after the closing the sale.

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Types of Selling Task

Order takers Order Creators

Order getters

Inside order takers Missionary Salesperson

New business salesperson

Delivery Salesperson

B2B/organizational salesperson

Outside order takers Consumer salesperson

Technical support salesperson

Merchandisers

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Passion of Selling

• Success begins passion, care or concern for the customer’s welfare.

• Read to serve the customer quickly.• Practice Golden Rule of Selling – service beyond

expectation.• Good Communication skills• Positive traits and habits – Skills befitting the job.• Thinking ahead of the customer• Knowledge about product and the industry• Energetic – be able to face challenges

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Effective way of Selling

• Creates new customers – start prospecting for new customers.

• Selling more to existing customers

• Build Long Term Relationship with Customers

• Provide solution to customers’ problem.

• Provide exemplary service to customers

• Help customers to resell their products to their immediate and eventual customers.

• Provide customers with product knowledge and technical support

• Build goodwill and long term relationship with customers.

• Provide organization with necessary market information.