Chap 10,evaluation of personal selling

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This side will give complete view how to evaluate personnel selling approach. regards. Rajesh Kumar Manager (Digital marketing): www.jrinfotech.cm

Negócios

.
. Personal selling:
It is a form of person to person communication
in which seller attempts to assist or persuade
prospective byres to purchase the company’s
product or services or idea.
It is good tools for immediate approval or
disaproval

It involves selling through person to person
communication process
Role of Personal selling:
The first question a manager need to ask at the
time of preparing promotional programme is
what is the role & responsibility of personal
selling.
We need to discuss the following question for it

• What information must be exchanged
between firm and potential customer?
• What are the alternative ways to carry out
these communications objectives?
• How effective is each alternative in carrying
out the needed exchange?
• How cost effective is each alternative?

Stages of Personal Selling
Provider:
Selling activity limited to order-taking and delivery
Persuader:
Attempting to persuade customer to buy
Prospector
Seeking out selected buyers
Problem-solver
Buyers identify problems which can translate into needs
Procreator
Seller identify buyer’s need and fulfills them

FOLLOWING UP
.
CLOSING THE SALE
.
HANDLING OBJECTIONS

MAKING THE SALES PRESENTATION

APPROACHING THE PROSPECT

Pre approach: QUALIFYING PROSPECTS

PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

Personal Selling Responsibilities
• Locating prospective customer
• Determining customer’s needs and wants
• Recommending a way to satisfy them
• Demonstrating product capabilities
• Closing the sale
• Following up and servicing the account

Advantage:
• Two-way interaction with prospect
• Message can be tailored to recipient
• Prospect isn't likely to be distracted
• Source of research information

Disadvantage
• Messages may be inconsistent
• Possible management-sales force conflict
• Cost is often extremely high

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Mais de Rajesh Kumar (19)

Chap 13,evaluation of support media

Chap 11,evaluation of internet & interactive media

Chap 9,evaluation of direct marketing

Chap 8,evaluation of print media

Chap 7,evaluating the broadcast media

Chap 6,advertising planning & process

Chap 5,source message & channel factor in IMC

Chap 4,role of ad agency

Chap 2,role of imc in marketing process

Chap 3,perspective on consumer behaviour

Chap 1,growth of imc

Chap 9,strategies for firm

Chap 7, Analysing how consumer behaviour influenced

Chap 6,consumer buying & percieved value

Chap 5, forecasting demand

Chap 4, market research, demand & information

Chap 3, analyzing the marketing environment

Chap 2,company & marketing strategy

Chap 1,creating & capturing customer value

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Chap 10,evaluation of personal selling

1. .. . . .. . .

2. Personal Selling

3. . . Personal selling: It is a form of person to person communication in which seller attempts to assist or persuade prospective byres to purchase the company’s product or services or idea. It is good tools for immediate approval or disaproval

4. It involves selling through person to person communication process Role of Personal selling: The first question a manager need to ask at the time of preparing promotional programme is what is the role & responsibility of personal selling. We need to discuss the following question for it

5. . . You are part of the total product

6. • What information must be exchanged between firm and potential customer? • What are the alternative ways to carry out these communications objectives? • How effective is each alternative in carrying out the needed exchange? • How cost effective is each alternative?

8. Stages of Personal Selling Provider: Selling activity limited to order-taking and delivery Persuader: Attempting to persuade customer to buy Prospector Seeking out selected buyers Problem-solver Buyers identify problems which can translate into needs Procreator Seller identify buyer’s need and fulfills them

10. FOLLOWING UP . CLOSING THE SALE . HANDLING OBJECTIONS MAKING THE SALES PRESENTATION APPROACHING THE PROSPECT Pre approach: QUALIFYING PROSPECTS PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

11. Personal Selling Responsibilities • Locating prospective customer • Determining customer’s needs and wants • Recommending a way to satisfy them • Demonstrating product capabilities • Closing the sale • Following up and servicing the account

12.

13. . .

14. Advantage: • Two-way interaction with prospect • Message can be tailored to recipient • Prospect isn't likely to be distracted • Source of research information

15. Disadvantage • Messages may be inconsistent • Possible management-sales force conflict • Cost is often extremely high

Chap 10,evaluation of personal selling

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Chap 10,evaluation of personal selling