PERSONAL SELLING
WHAT IS PERSONAL SELLING
•
Personal selling
• Is where a person sells a product or service to a client
• We sell benefits not features!
• Face to face interactions or via telephone
•
New technologies allow for video
conferencing
• Good sales reps can boost the
image of the company
PERSONAL SELLING
•
14 million people are employed in sales positions- (Department of Labor)
• Most students in this class will be employed as a sales person at some point
•
Benefits:
•
Focuses on promising leads instead of advertising to mass markets
•
Interactivity between buyers and sellers
•
More information shared
•
Disadvantages:
•
Highest cost - Businesses spend more
on personal selling than on any other
form of promotional mix.
•
Time consuming
KEYS TO PERSONAL SELLING
Compatibility
Customer
Orientation
Dependability
Expertise
Trust
Candor
WHAT’S YOUR SOCIAL STYLE?
Amiable
like me and care about my problems
Expressive
I like attention and creative ideas
Analytical
I want to make the right decision based on facts and data
Driver
Show me bottom line results that will help me win
THE OFFICE
• Selling Teams - 8:58 - 10:08 , 11:47 – 13:42
• http://www.free-tv-video-online.me/player/novamov.php?id=be31ad9eb7709
THE OFFICE
•
What did you think of the video clip?
•
What were some strengths and weaknesses of the sales people?
•
Who do you think was the best at personal selling?
•
Do you think its better to work in a selling team or to work alone?
•
Any other questions