Personal

selling
Submitted to: Himani Grewal

Presented By: Badal Verma.

Pratham Sharma.

Karan Chavda.
Introduction
 Personal selling is a dynamic communication
process where a salesperson engages with
potential buyers to understand their needs,
present products or services, and persuade
them to make a purchase. It involves building
relationships, addressing objections, and
tailoring the sales pitch to meet individual
customer preferences. Successful personal
selling relies on effective communication,
product knowledge, and the ability to create a
positive buying experience for the customer.
Definition
Personal selling is also known as face-to-face selling in
which one person who is the salesman tries to convince the
customer in buying a product. It is a promotional method by
which the salesperson uses his or her skills and abilities in
an attempt to make a sale.

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Description
 Personal selling is a face-to-face selling technique by which a
salesperson uses his or her interpersonal skills to persuade a
customer in buying a particular product. The salesperson tries to
highlight various features of the product to convince the customer
that it will only add value. However, getting a customer to buy a
product is not the motive behind personal selling every time. Often
companies try to follow this approach with customers to make them
aware of a new product.
Advantages
One significant advantage of personal selling
is its ability to provide a personalized and
interactive experience for potential
customers. Unlike mass advertising or
other promotional methods, personal
selling offers:

1. Customization:

• Sales representatives can tailor their

approach based on individual customer
needs and preferences, providing a
personalized buying experience.
2. Relationship Building:

• Personal selling allows for the development of

strong relationships between the salesperson and
the customer. Trust and rapport can be
established, contributing to customer loyalty.

3. Immediate Feedback:

• Salespeople can gather instant feedback from

customers, addressing concerns or objections in real-
time and adapting their pitch accordingly.

4. Clarification:

• Complex products or services can be explained

thoroughly, ensuring that customers have a clear
understanding of the value proposition and benefits.
5. Adaptability:

• Sales representatives can adjust their sales approach based on

the customer’s reactions and cues, increasing the chances of a
successful sale.

6. Objection Handling:

• Personal selling allows for effective handling of objections as

salespeople can engage in two-way communication to address
concerns and alleviate doubts.

7. Closing Opportunities:

• The personal touch in selling often contributes to higher

conversion rates as salespeople can identify and capitalize on
closing opportunities during the interaction.

8.Educational Opportunities:

• Sales representatives can educate customers about the product

or service, emphasizing its features and advantages, which may be
challenging to convey through other marketing channels.
Personal selling
Techniques
1. Focus on the right leads

 With the extra time and monetary

investment required for face-to-face
sales meetings, it’s essential businesses
lock down ROI by choosing the right
prospects to meet in person through a
comprehensive lead-qualifying
process.
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