SALES AND DISTRIBUTION MANAGEMENT

PROFESSIONAL SKILL DEVELOPMENT ACTIVITIY

ON

PERSONAL SALES PROCESS OF FRUITIFY (JUICE)

TEAM MEMBERS:-
RUCHI JAIN (F-04)
DEEPIKA CHANDER PRAKASH (F-05)
ISHITA KAKKAR (F-39)
PRIYA SHARMA (F-59)

FRUITIFY
What is personal selling?
Personal selling is where businesses use people to sell
the product after meeting face-to –face with the
customer.

What is personal selling process? FOLLOW-UP

The process of person-to-person communication
GAINING COMMITMENT
between a salesperson and a prospective customer,
in which the former learns about customer’s needs MEETING OBJECTIONS
and tries to satisfy those needs. PRESENTATION
NEED ASSESSMENT
APPROACH
PREAPPROACH
PROSPECTING
 FRUITIFY
FRUITIFY:

It is juice company which provides high quality fruit juices at low

prices, we provide healthy, tasty and refreshing experience with our
100% natural fruit juice to serve and satisfy needs of our health
conscious customers, we contribute to make India a healthy place.

Different flavours of fruit juices

PROSPECTING
What is prospecting?
• Prospecting starts with defining a narrow target market,
identifying the customer’s wants, and then offering custom
solutions.
• Prospecting for customers is the first step to selling.

FRUITIFY:

• So our main aim is to find the prospects and make them sales lead eventually.

• As our product is Juice, so we will try to make the list of prospectus and potential
customers having the need of this product and can buy this product in future.

• So before contacting any customer, in our case that probably will be supermarket and FRUITIFY
small retail shops, now we will find the information about those supermarket or retail
shops by referring local business directory and bulk mailing.

• We will also try to attend different food trade shows which will help us to contact other
supermarkets or small businesses.
PRE-APPROACH :
What is pre-approach?
The pre approach is when you
gather relevant information
regarding the prospect in order to
create a customized sales
presentation.
FRUITIFY
FRUTIFY:
• Under this step we will try to understand the customer more closely.
• We will try to collect more information about the customer and research
more about our prospectus. What are the buyer’s need? Which problem can
be solved by using this product?
• After knowing that our customer will be youth and there need is to be
energised so that they can work easily and fastly in summers and same
problem can be solved by our product; keeping them hydrated in summers.
 APPROACH:
APPROACH:

What is approach?
In this step the salesperson meets the prospect in person, where face
to face contact is made and the salesperson gets to know about the
potential customer.
FRUITIFY
FRUITIFY:
In case of our product, we introduce ourselves and explain the reason for visit
or call to establish a rapport with our prospect.
Later we use product approach i.e.. Giving the prospect a sample of our juice
to review and evaluate our product. In this step we try to create good first
impression of ourselves to build customer’s trust.
NEED ASSESSMENT:

What is need assessment?

In this stage the salesperson must discover, clarify and
understand the buyer’s needs.

FRUITIFY:
In this step of our product, we ask questions from our potential customers to understand
their needs. We ask questions related to situations, problem discovery and later a
confirmatory question to confirm from the buyer whether they are interested in hearing
FRUITIFY
about the product.
 PRESENTATION: FRUITIFY:
And in our case we are selling juice to supermarket and
the small retail shops.
We need to make a presentation demonstrating our
product that is FRUITIFY, showing the customers why
What is presentation? they need it??
In this step we need to provide a detailed information Our main focus will be on the features and the benefits of
about the product and we also need to tell about the the juice.
benefits of the product. As this will give a clear picture of the product to the
customers.

Questions we will try to include in our presentation.

• How this juice will benefit them?
• How good that juice is for their health?
• Taste of the juice, flavours of the juice, packaging of the
FRUITIFY juice and
• How it can help them to feel more energetic?
MEETING OBJECTIONS:

What is the meaning of meeting objectives?

After receiving the sales presentation, the potential customer will have some questions or
concerns.

FRUITIFY:
• We will try to clear all the doubts raised by the customer. So there will no problem
in the future.
• We will be very transparent, try not to give any false hope or information
regarding our juice FRUITIFY.
• Tell them all the features, ingredients used in juice properly so that afterwards
there will be no confusion between us and the other party( supermarket,
customer). FRUITIFY
• Because of this particular step according to us, we will be able to build trust with
the parties.
GAINING COMMITMENT: What is the meaning of gaining commitment?
This step deals with asking the customers to commit to
some action that moves the sale forward.

FRUITIFY
• We choose to summarize the product details of the juice to the customer, this will make it
convenient for the customers to decide regarding the purchase.
• Here, we also involve giving various special offers to them. These include free shipping,
discounted products and product giveaways.
• After the customer makes a final decision and gives approval , the sale is then closed in a
systematic way.
• Here we also try to make price adjustments into consideration as it is very important to have a
successful closing and it also leads to a satisfied customer.
FRUITIFY
FOLLOW UP: What is the meaning of follow up?
Once the salesman accomplished his goal by selling the product, building
relationship with customer begins. After sale, the sales person makes contact
with a customer in order to build long term relationship.
FRUITIFY

• We ensure that the salesman gets  feedback from the customer and confirms that the customer is
satisfied.
• This would result in building trust among the customers and we can expect future orders from them.
• We will try to write small thank you notes via mails to our customers.
• Try to contact them on regular basis to maintain the relationship.
• Good follow up would also result in positive reviews and end up attracting new customers.

FRUITIFY
fruitify@gmail.com 9414537346
THANK YOU!!