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Project On Personal Selling
Uploaded by Nitish Raj

A project prepared by Nitish Raj from IIPM on Personal Selling under the guidance of Prof. Parikshit Thukral... Full description

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Unit 10 Pricing
prabhu shrestha
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Being a salesman of a pharma company like Johnson & Johnson which is the no.1 company
pharma company in the world you have to be somewhat different. As Johnson & Johnson is a Document 3 pages
multiproduct company you would have to apply different selling process. As you are a salesman
Sales Management: Jinalyn G. Orpeza
of a pharma company you would have to identify your potential customers. Your customers
would not be only hospitals and medical stores but also the doctors who are in private practice. Jinalyn Orpeza
One thing here to be noted is that you can’t ignore the patients as they are the ultimate customers No ratings yet
who will buy the product.And as Johnson & Johnson manafactures baby products, women
healthcare you will have to target on the housewives as they are your prospective customers.
You will have to apply different selling process for different products because the prospective
customers for each product are different.We will take an insight into the various steps of selling
process.
Document 88 pages

Understanding What Customers Want: Insights into

Steps In Selling Process Building Strong Customer Relationships Through…
Naoman Ch
 Prospecting
 Call planning No ratings yet
 The visit – preliminaries
 Presentation
 Goal Of Interaction
 Closing a sale
 Follow-up and service

Prospecting

Prospecting identifies potential customers. Lead generation is a step prior to prospecting. A lead
is also referred to as suspect. The term suspect indicates that a person is suspected of being a
prospect. For every lead (or suspect), a salesman has to ask some questions and satisfy himself
that there is chance that he may become a customer. Then that lead is categorized as qualified
prospect.
Call Planning
Except in retail counter sales, and selling situations similar to this wherein the customer himself
walks up to the salesman, salesman has to meet the prospect and interact with him to offer his
product as a solution to the prospect’s need and want. Getting an opportunity to meet the

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Document 44 pages

1.10 Selling & Nego - Skills-Prof - Rama Devi

Ronak Trivedi
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Document 29 pages

Cold Calling Notes

rnj1230
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Document 5 pages

Personal Selling - Personal Presentation by The Firm's

Sales Force
Shweta Kumari
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prospect is the first step in this process. Cold calling can be tried, but for many items, the
prospect may not be able to spare time at the instant the salesman barges in. the practice of
making an appointment before calling on a prospect can save the salesperson hours in time
wasted in traveling and waiting to see a person who is absent or busy.
Appointments are easy to come by if your old satisfied customers talk to the prospect on behalf
of you and arrange the interview.
A salesperson need not waste time in endless waiting. Once an acceptable amount of waiting
time has passed, he can inform that he has another appointment to make and can fix another time
for the appointment.
The sales call plan has four components.

 The call objective

 The customer profile
Document 6 pages
 The customer benefit plan
 Presentation that takes into consideration the call objective, customer profile and the Ii. Pre Approach: Do'S of Prospecting
benefit plan.
Bhean Gulam

The presentation that is planned must capture and maintain the prospect’s attention. It has to lead No ratings yet
to prospect’s showing interest. It then has to increase his desire to own the product. Then only
the action to buy will be undertaken by the prospect.

The salesperson has to ensure that the presentation/interaction that he has planned has
statements, exhibits, and actions that result in attention, interest, desire and action on the part of
Document 7 pages
the prospect.
Navigating the Sales Funnel: Understanding the Key
The Visit Prelimnaries Stages of the Sales Process from Prospecting to Follo…
Sruthi Chandrasekharan
Before visting to a prospective customer a salesman has to answer himself to the various
No ratings yet
questions.
What should I wear for sales calls?

When should I arrive?

Document 6 pages
Should I invite the prospect out to lunch?
SM 1
Should I stick to business on the first visit? Syed Qaiser
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When should I try to close the sale?

Presentation

The presentation of the salesman’s offer has to follow three essential steps.

Step 1. Full discussion of the features, advantages, and benefits of the offer (product or service).

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Step 2. Customer value plan: Explanation of how the customer is going to use the product.

Step 3. Business proposition: Relating the value of the product to the cost of the product.
Listening To The Objections From Everand

How to Improve Your Sales

Dr Jim Porter
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Goal of Interaction

The main goal of interaction with the prospect many times is to sell the product or service. The
first few minutes of the meeting with any customer is spent in determining the prospect’s mood
Document 6 pages
and situation, his need and effort is made to capture his attention and interest in the conversation
that is going to follow about the product or service. SPANCO and Aidas Theory
Guri Randhawa
Closing a Sale No ratings yet

Closing is the process of helping people make a purchase decision that will benefit them.
Salesmen help people make that decision by asking them to buy.

The very fact that a prospect is meeting a seller and having a conversation with him means the
prospect has an interest to buy the product. Hence many times the prospect may be ready to Document 4 pages

make the buying decision very early in the meeting. Lesson 2 (Module 1)
Gwyneth Maraña
Follow- Up And Service
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A satisfied customer is the best advertisement to you as a salesman and to your product. But if
you make a sale and runaway, you do not know the feelings of your customer. The prospect
became your customer after buying from you. High performing salespersons do the follow up
and provide any service the customer requires and convert this interaction into further sales to
the customer or to his friends and acquaintances through referrals.

As you are a salesman of a pharma company you would have to identify your potential
customers. Your customers would not be only hospitals and medical stores but also the doctors
who are in private practice. One thing here to be noted is that you can’t ignore the patients as
they are the ultimate customers who will buy the product.And as Johnson & Johnson
manafactures baby products, women healthcare you will have to target on the housewives as they
are your prospective customers.
After considering the various steps we will consider that what are the information a salesman
must need in order to make his sales meeting sucessful.
Reaching corporate decision makers is really tough these days. They rarely answer the phone,
roll all calls to voicemail and seldom call you back.You may think that their behavior is rude.
But the truth is, these busy people are contacted by dozens of sellers every single day – all
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