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MK04, Unit-1

Selling is a crucial aspect of marketing that involves persuading customers to purchase products or services through strategic techniques. Personal selling, characterized by direct communication and relationship-building, enhances customer loyalty and provides immediate feedback. The effective selling process includes prospecting, understanding customer needs, and following up post-sale to ensure satisfaction.

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15 views7 pages

MK04, Unit-1

Selling is a crucial aspect of marketing that involves persuading customers to purchase products or services through strategic techniques. Personal selling, characterized by direct communication and relationship-building, enhances customer loyalty and provides immediate feedback. The effective selling process includes prospecting, understanding customer needs, and following up post-sale to ensure satisfaction.

Uploaded by

Meenalshubham
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Unit-1

Role of selling in marketing

Selling is a key part of marketing, and involves persuading customers to buy a product or
service. It's a strategic process that uses techniques to influence buying decisions and
increase revenue.

How selling fits into marketing

 Identify prospects: Find potential customers and create awareness of the product or
service

 Understand needs: Learn what customers want and need

 Create a product or service: Develop a product or service that meets customer


needs

 Communicate benefits: Explain the value of the product or service to potential


customers

 Close the sale: Use persuasion and information to convince customers to buy

Benefits of selling

 Build relationships: Create strong relationships with customers and gain their loyalty

 Get feedback: Use sales interactions to learn about customers and their needs

 Generate revenue: Increase revenue by closing sales

Selling techniques

 Tailor your pitch: Customize your sales pitch to address specific customer concerns
and needs

 Listen actively: Understand and empathize with customers by actively listening to


them

 Communicate clearly: Articulate the value and benefits of your product or service.

Personal Selling

What is Personal Selling?

The process of informing customers and persuading them to purchase products


through personal communication is known as Personal Selling. It is a two-way
communication and involves direct face-to-face communication. Salespersons are
appointed by companies to create product awareness and preferences with the aim
of making sales.
According to Philip Kotler, “Personal selling is face to face interaction with one or
more prospective purchasers for the purpose of making presentation, answering
questions, and procuring orders”.

According to Prof. William J. Stanton, “Personal selling is the personal communication


of information to persuade a prospective customer to buy a service or idea”.

According to the American Marketing Association, “Personal selling is an oral


presentation in a conservative with one or more prospective customers for the
purpose of making sales”.

Features of Personal Selling

 Personal Form: There is direct and face-to-face communication between the seller
and the buyer, which develops personal contact between them.

 Development of Relationship: Friendly and personal relationships are developed


between the salesperson and customers with the help of personal selling. Such
relations help in achieving sales targets.

 Oral Conversation: Oral messages are used in personal selling to persuade and inform
customers about products.

 Narrow Coverage: Selected customers are approached, as it focuses on target


customers. So, it has a narrow coverage.

 Flexibility: Messages can be adjusted by the salesperson as per the need of the
situation, so it is a flexible method of promotion.

Merits of Personal Selling


 Flexibility: Personal selling is flexible as the sales person can change the presentation
of the product according to the needs of the purchasing situation.

 Direct Feedback: As there is direct and face-to-face contact between salespersons


and customers in personal selling, direct and immediate feedback is given by the
customers.

 Minimum Wastage: The target customer is pre-decided by the companies, and only
targeted customers are approached, which leads to minimum wastage.
Types of Salesman

Last Updated : 07 Apr, 2024

Who is Salesman?

A Salesman is an essential intermediary between an organisation and its customers or


clients, entrusted with the duty of endorsing and distributing the company's goods or
services. They are in charge of marketing and selling the business's goods and services.
Salesmen serve as the company's representatives by explaining their products' advantages,
responding to clients' inquiries, and closing deals. They persuade prospective clients,
negotiate with them, and build strong, trust-based relationships. Due to their extensive
product knowledge, salesmen can tailor their presentations to each customer's specific
requirements. They assist clients with any issues before, during, and after their purchase,
going above and beyond simple sales. For the businesses they work for, salesmen's people
skills, tenacity, and dedication are essential for increasing revenue and maintaining satisfied
consumers.
Takeaways:

 Salesmen are entrusted with marketing and selling a company's products.

 Their strong communication skills and product knowledge allow them to engage and
influence customers.

 Salesmen build long-lasting connections and trust with their clients by being
proactive and dependable in resolving problems.

 Their responsibilities go beyond closing deals; they provide pre and post-
sale assistance.

 Salesmen have a critical role in increasing income and guaranteeing client satisfaction
for the businesses they work for.
Process of effective selling

The process of effective selling involves finding potential customers, understanding


their needs, and closing the sale. It also includes handling objections and following
up with customers.

Steps in the sales process

 Prospecting: Find potential customers

 Qualification: Determine if the potential customer is a good fit

 Needs assessment: Understand the potential customer's needs

 Presentation: Show the potential customer what you have to offer

 Handling objections: Address any concerns the potential customer has

 Closing: Get the potential customer to make a decision

 Follow-up: Stay in touch with the potential customer after the sale
Tips for effective selling

 Research: Research your product and the problems it solves so you can speak
confidently

 Listen: Listen to the potential customer's needs and respond

 Be adaptable: Tailor your sales approach to different customers

 Follow up quickly: Send follow-up messages immediately after the sales call

 Be resilient: Know how to deal with rejection and keep going

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