CHAPTER 11- PERSONAL SELLING

Rosella E. Luna
Cyril Adrian Mawili
Florlyn Mil B. Makiling
Rex Joseph L. Mejias
Zaira E. Mancao
Rosella E. Luna
PERSONAL SELLING
• Direct face to face communication with one or
more prospective purchasers for the purposes of
making sales.
• Communicate on person to person basis
• Use sales force to sell the product
• Oldest form of promotion mix
ADVANTAGES DISADVANTAGES

High customer attention High cost of maintaining salesforce

Message is customized Labour intensive

Persuasive impact Limited reach

Interactivity Expensive

Potential for development of

relationship

Demonstration
PURPOSES OF PERSONAL SELLING DUTIES AND RESPONSIBILITIES OF
SALESPEOPLE

 Finding prospects  Direct selling

 Convincing the prospects to buy  Indirect selling

 Keeping customers satisfied  Nonselling task

 Cyril Adrian Mawili

NONSELLING TASKS
Reporting sales activities
Collecting Payments
Assisting the credit department
Organizing his sales efforts
Working with management
Traveling to cover sales area assignment
Studying
 TYPES OF SALESPERSON

Order getters
Order takers
Support personnel
 Florlyn mil Makiling

THE SELLING PROCESS

STEPS
1. Prospecting
2. The preapproach
3. The approach
4. The presentation
5. Meeting objections
6. The close ;and
7. The follow-up
 METHODS OF GETTING
CUSTOMERS ATTENTION
1. The introduction approach
2. The referral approach
3. The question approach
4. The benefit approach
5. The product approach
6. The free-gift or sample approach
7. The curiosity approach
8. The compliment approach
9. The survey approach ; and
10. The gimmick approach
 Rex Joseph Mejias

MANAGEMENT OF THE SALESFORCE

Sales force objectives

Form of sales force organization
Size of the sales force
Compensation of the sales force
Recruitment, Selection and Retention
Sales training
Supervision and motivation of the sales force ; and
Evaluation of sales performance
 SALES FORCE OBJECTIVES
MEASURABLE
CONSISTENT
REASONABLE
PRIORITIZED
ACHIEVABLE
 FORMS OF SALES ORGANIZATION

Geographic territories
Product type
Class of customers
Combination or all of the above
ZAIRA MANCAU
Thank you *_*