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Discuss the Personal Selling Process

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Jayanta Tarafder
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4 views

Discuss the Personal Selling Process

Uploaded by

Jayanta Tarafder
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Discuss the Personal

Selling Process

Name -Jayanta Tarafder


Student Code - BWU/MBA/23/113
Semester -3rd semester
Program Name - Masters Of Business Administration
Course Code – MM301
Course Name- Sales Analytics and Distribution Management
1. Personal Selling Process
2. Prospecting and Qualifying
Leads
CONTENT 3. Preparing for the Sales Call
4. Approaching the Customer
5. Presenting the Offering
6. Handling Objections
7. Closing the Sale and Follow-up
Personal Selling
Process
Building Relationships
Personal selling is built on genuine relationships.
Salespeople act as trusted advisors, understanding
customer needs and building rapport.

Value-Based Approach
It's not just about pushing products; it's about
presenting solutions that address specific customer
needs and create value.
Prospecting and
Qualifying Leads
1. Identify Potential 2. Research and
Customers Gather Information
Identifying potential Understanding their
customers who might be needs, preferences, and
interested in the product pain points.
or service.

3. Determine
Suitability
Evaluating whether the lead is a good fit for the product or service.
Preparing for the
Sales Call

Research the Prepare a Sales Pitch


Prospect
Gaining a comprehensive Crafting a compelling
understanding of the presentation that
prospect's business and highlights the product's
needs. benefits and aligns with
the prospect's needs.

Anticipate Questions
Preparing answers to potential objections and
anticipating questions.
Approaching the
Customer
Establish Rapport
Creating a connection and building trust through
active listening and empathy.

Ask Questions
Understanding the customer's needs, challenges,
and goals.

Present Value Proposition


Explaining how the product or service can solve
their problems and create value.
Presenting the Offering

1 Highlight Benefits
Focusing on how the product can improve the
customer's life or business.

2 Use Visuals
Visuals like product demonstrations or charts
enhance understanding and engagement.

3 Address Concerns
Anticipating and addressing customer concerns and questions
openly.
Handling Objections
Acknowledge and Understand
Listen actively and acknowledge the customer's
concerns and questions.

Address the Issue


Respond to the objection with relevant facts and
data to provide clarification.

Reframe the Objection


Present the objection in a different light, highlighting
the product's strengths and benefits.
Closing the Sale and Follow-up
Ask for the Sale
1 Confidently ask for the sale and provide clear next
steps.

Overcome Hesitation
2 Address any lingering concerns and reiterate the
benefits.

Follow Up
3 Maintain communication, address questions, and
provide ongoing support.
THANK
YOU

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