Submitted by,
Rohit Shelke -1121
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Introduction Objectives Elements of Personnel Selling Advantages/Disadvantages Selling Processes Importance of personnel selling Qualities of Salesperson AIDA Modules Combination of Personal Selling with other Tools
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Direct person to person communication whereby a seller attempt to assist and/or persuade prospective buyers to purchase a product or service In which one party uses skills & techniques for building personal relationships with another party in other to selling purpose
One of the IMC tool
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To provide service to existing accounts.
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To search & obtain new customers.
To secure & maintain customers co-operation in stocking & promoting product line. To keep customer inform on change in product line. To capture & retain market share of company. Provide market information to firm.
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Face to face interaction Persuasion Promotion of sales Flexibility Supply of information Mutual Benefit
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Flexibility between buyer & seller
Direct & Immediate feedback Can be target specific market Involvement in decision process
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High costs per contact
Expensive way to reach to large audience Difficult to give consistent & uniform message to all customers
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Management conflict
Selling Process
The Trial Close
(Approach-FAB)
For Manufacture
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To create demand for new & old product.
?
To create new customers & expand market.
Product improvement by collecting feedback.
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For Customer’s
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Opportunity to know about New Product
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To know about use of New Product with demonstration
Convenience to the customers
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Physical Quality Mental Quality Integrity of Character Knowledge of product & company
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Good Behavior
Ability to Persuade
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A - Attention (Awareness): attract the attention of the customer. I - Interest: raise customer interest by focusing on and demonstrating advantages and benefits (instead of focusing on features, as in traditional advertising). D - Desire: convince customers that they want and desire the product or service and that it will satisfy their needs. A - Action: lead customers towards taking action and/or purchasing.
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?
?
Advertising
Public relations Direct Marketing Sales promotion Internet
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doc_864338246.pptx
Rohit Shelke -1121
? ? ? ? ?
?
? ? ?
Introduction Objectives Elements of Personnel Selling Advantages/Disadvantages Selling Processes Importance of personnel selling Qualities of Salesperson AIDA Modules Combination of Personal Selling with other Tools
?
Direct person to person communication whereby a seller attempt to assist and/or persuade prospective buyers to purchase a product or service In which one party uses skills & techniques for building personal relationships with another party in other to selling purpose
One of the IMC tool
?
?
?
To provide service to existing accounts.
?
To search & obtain new customers.
To secure & maintain customers co-operation in stocking & promoting product line. To keep customer inform on change in product line. To capture & retain market share of company. Provide market information to firm.
?
?
?
?
?
Face to face interaction Persuasion Promotion of sales Flexibility Supply of information Mutual Benefit
?
?
?
?
?
?
Flexibility between buyer & seller
Direct & Immediate feedback Can be target specific market Involvement in decision process
?
?
?
?
High costs per contact
Expensive way to reach to large audience Difficult to give consistent & uniform message to all customers
?
?
?
Management conflict
Selling Process
The Trial Close
(Approach-FAB)
For Manufacture
?
To create demand for new & old product.
?
To create new customers & expand market.
Product improvement by collecting feedback.
?
For Customer’s
?
Opportunity to know about New Product
?
To know about use of New Product with demonstration
Convenience to the customers
?
?
Physical Quality Mental Quality Integrity of Character Knowledge of product & company
?
?
?
?
Good Behavior
Ability to Persuade
?
?
A - Attention (Awareness): attract the attention of the customer. I - Interest: raise customer interest by focusing on and demonstrating advantages and benefits (instead of focusing on features, as in traditional advertising). D - Desire: convince customers that they want and desire the product or service and that it will satisfy their needs. A - Action: lead customers towards taking action and/or purchasing.
?
?
?
?
Advertising
Public relations Direct Marketing Sales promotion Internet
?
?
?
?
doc_864338246.pptx