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© Copyright Virtual University of Pakistan
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Introduction to Business – MGT 211 VU
Lecture 33
PERSONAL SELLING
PERSONAL SELLING TASKS
a. Booking of orders
Consulting the customers & get their orders booked for
specified time period.
b. Processing of orders
Personal selling task in which salespeople receive orders and
see to their handling and delivery
c. Creative Selling
Personal selling task, in which salespeople try to persuade
buyers to buyers to purchase products by providing
information about their benefits, salesperson delivers
creative messages, adopts creative ways of pursuing the
customers and invents creative ideas by his experience of
going to the market.
d.
Missionary Selling
To sell products by helping the buyer. Salesman provides
voluntary service to the buyer and tries to put the order.
Tasks of Sales Manager
He has to define the sales objectives to
To increase the sales
To control the sales
Organization of team
The team performs the tasks of implementing all the decisions relevant to sales.
Sales manager chooses the persons for this team. He conducts the tests or interview
of the people and selects the right persons for the team.
Implementation of those plans
In this stage sales team implements all the plans made by the sales manager, defines
quotas and regions of the sales persons individually.
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Introduction to Business – MGT 211 VU
Territory Management
Sales Manger defines the route plan of sales persons in this stage
PERSONAL SELLING PROCESS
Prospecting and Qualifying
Prospecting is the process of identifying potential customers; qualifying identifies those
who have the authority to buy and the ability to pay. It includes
Location of the industry
To know about the decision maker of the organization
Size of the order
Mode of Payment
Past practices of the organization
Current Problems
Techniques for prospecting
Snowball Technique
To ask a satisfied customer, about more customers to sell the product
Cold Conversing Technique
Knocking every body’s door
Features of the prospective buye r
Age of the person
Interest of the buyer
Preferences of the buyer
APPROACHING THE CUSTOMERS
Getting appointment from the customer
Advantages of the appointment
Proper hearing
Customer will get the feeling that his time is being respected
Disadvantages of the appointment
Customer might say no
Salesperson might not be able to reach in time
© Copyright Virtual University of Pakistan
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Introduction to Business – MGT 211
VU
Without getting appointment from the customer
Advantages of not getting the appointment
Time is in control of salesperson
Salesperson does not have fear of getting no
Disadvantages of not getting the appointment
Customer might feel that person is not an organized person
Barriers
Sales person might face some barriers in approaching the customer
These barriers can be:
Security guard
Receptionist
Junior Officer
Techniques to handle barrier
The salesperson can handle the barriers by: