What are the approaches of personal selling?
Step 1 – Identification of customer’s needs. Step 2 – Asking the customer to list the alternative products/ services that he needs. Step 3 – Asking the customer to evaluate the advantages and disadvantages of each alternative product/service. Step 4 – Helping the customer to select the best alternative.
What are the 5 approaches in personal selling?
Alternative approaches to personal selling include stimulus response, mental states, need satisfaction, problem solving, and the consultative approach. Stimulus response selling often uses the same sales presentation for all customers.
What are the 4 types of personal selling?
The four types of selling
- Transactional selling.
- Solution selling.
- Consultative selling.
- Provocative selling.
What are 5 alternative approaches to selling?
Discuss five alternative approaches to personal selling. Alternative approaches to personal selling include stimulus-response, mental states, need satisfaction, problem solving, and the consultative approach.
What are the three main types of approach techniques?
Approach techniques are grouped into three general categories: (1) opening with a statement; (2) opening with a demonstration; and (3) opening with a question or questions.
What are the 7 steps of personal selling?
There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up. The first three steps of the selling process involve research into prospects’ wants and needs, with your presentation midway through the selling process.
What are the steps in personal selling process?
Personal Selling Process
- Handling Objections.
- Follow Up.
What are the 8 steps of personal selling?
Personal Selling Process: Steps and Stages
- Identifying the Prospective Buyer (Prospecting and Qualifying): The first stage of personal selling process involves identifying potential customers. …
- Pre-Approach: …
- Approach: …
- Presentation and Demonstration: …
- Overcoming Objections: …
- Closing: …
- Follow-Up and Maintenance:
What are some examples of personal selling?
A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling.
What is the personal selling?
What is Personal Selling. 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.
What is stimulus response approach of personal selling?
an approach to selling which relies on the salesperson’s ability to say the right thing (stimulus) in order to obtain a favourable reaction from the buyer (response); often referred to as the Canned Approach because a script is commonly used.
What are the three types of personal selling?
Three types of personal selling exist: (a) order taking, (b) order getting, and (c) customer sales support activities. Each type differs from the others in terms of actual selling done and the amount of creativity required to perform the sales task.
What are the objectives of personal selling?
The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. Besides achieving one-time sales, reps are expected to make themselves indispensable to customers.
What are the 4 stages of selling?
- Step 1: Get the prospect to commit to the process.
- Step 2: Identify the prospect’s problem.
- Step 3: Show prospects the solutions.
- Step 4: Allow them to pick what’s naturally best for them.
What are the components of personal selling?
Elements of the Personal Selling Process
- Prospecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements. …
- Preapproach (Preparing) Review key decision makers esp. …
- Approaching the Customer. …
- Making the Presentation. …
- Closing. …
- Following Up.
What is personal selling by Philip Kotler?
Definition of Personal Selling-
A famous writer Philip Kotler says, “Personal selling is a type of personal or local presentation by the firm’s sales force for the motive of making sales and building customer relationship.”