PERSONAL SELLING
PERSONAL SELLING
•Face-to-face interaction with customer
•Persuasive approach – educate and inform about the product/service
•The goal is to lead the customer to a correct buying decision for their
needs
•Business-to-business selling
•Business-to-consumer selling
PERSONAL SELLING
•Requires that a company employ sales representatives who generate
and maintain direct contact with prospective and existing customers
•Typically comes after, or as a result of, other promotional activities
•One of the costliest forms of promotion
•Can take the form of:
• Personal meetings
• Telemarketing
• E-mail contact
PERSONAL SELLING CHART
ACTIVITY
•You are the salesperson for The Falcons’ Nest Store.
•You have a telephone appointment set-up with a
potential client – Grandma Jones who needs items for
her 2 grandsons.
•You have sent some information to her prior to your call.
•You are about to begin your sales call, and your
objective is to sell the client Falcon gear for the holidays!
•Answer the following tasks:
1.
Grandma Jones raises the following objection – ‘Your prices seem very
expensive’ - How would you handle this?
2.
You have reached the end of the sales call. How would you close the sale
with Grandma Jones?