Personal Selling Assignment

Good Essays
`
Outline for Preparation of Manual

Title Page
A. Name of product to be sold.
B. Name of company you are selling for.
C. Course name and number.
D. Your name and date.
I. Developing a Personal Selling Philosophy
A. Describe the marketing setting (e.g., retail, wholesale, manufacturing, or service).
B. Describe the role of personal selling in this setting.
C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson.
II. Developing a Relationship Strategy
A. Describe the typical relationship between salesperson and customer in this field.
B. Describe the appropriate salesperson’s attitude.
C. Describe the appropriate salesperson’s appearance.
D. Describe the methods used to strengthen a long-term relationship for repeats and referrals.
E. Describe your communication style.
III. Developing a Product Strategy
A. Description of company
B. Description of product/created product solution
C. Description of technical expertise needed by salesperson
D. Develop feature benefits worksheet. (See Table 6.2)
E. Is this a new and emerging or mature and well-established product?
F. Will you use a price or value-added product strategy?
IV. Developing a Customer Strategy
A. Describe the typical buying motives of prospect.
B. Describe the typical prospect as an individual (and as a company representative, if appropriate).
C. How are prospects identified in most cases?
V. Developing a Presentation Strategy
A. Preparing for the sales presentation.
1. List presentation objectives.
2. Describe a typical sales cycle (how many calls).
3. Describe team versus one person, and group versus individual presentation strategies.
4. Describe ways to achieve a good social contact.
5. Describe methods to achieve good business contact (prepare a business contact worksheet—See Table 10.1).
B. Creating the sales presentation
1. List questions that will determine the prospect’s needs (prepare a need discovery

You May Also Find These Documents Helpful

  • Good Essays

    Personal Selling

    • 500 Words
    • 2 Pages

    role of personal selling is the development, organisation and completion of a sale in a market exchange based transaction. The company's heavy reliance on online sales differentiates it from the traditional market leaders and reduces costs. Interactive marketing provides marketers with opportunities for much greater interaction and individualization through well-designed Web sites as well as online ads and promotions. Interactivitiy one of the key characteristics of personal selling. Personal…

    • 500 Words
    • 2 Pages
    Good Essays
  • Powerful Essays

    Personal Selling

    • 4355 Words
    • 18 Pages

    An Assignment On “ PERSONAL SELLING ” Submitted by: Jaydip Shah (101) Dated on: March 22, 2010 GANPAT UNIVERSITY V. M. PATEL INSTITUTE OF MANAGEMENT INDEX CONTENT Introduction………………………………………………………………………………….3 What is Personal Selling…………………………………………………………………….4 Advantages of Personal Selling……………………………………………………………..5 Disadvantages of Personal Selling………………………………………………………….6 Types of Selling Roles………………………………………………………………………7 Trends in Selling……………………………………………………………………………8…

    • 4355 Words
    • 18 Pages
    Powerful Essays
  • Good Essays

    personal selling

    • 1015 Words
    • 5 Pages

    Identify and interpret trends in personal selling Level 5 Credits 5 Purpose People credited with this unit standard are able to: evaluate technologies; evaluate organisational factors; interpret legal, regulatory, and social trends; and interpret international and global trends; that impact on personal selling. Subfield Retail, Distribution, and Sales Domain Wholesale Status Registered Status date 20 June 2008 Date version published 20 June 2008 Planned review date 31 December 2013…

    • 1015 Words
    • 5 Pages
    Good Essays
  • Better Essays

    Personal Selling

    • 3210 Words
    • 13 Pages

    LMTSOM 12 Personal selling Managing Sales Force PRATEEK PARBHAKAR 501204032 Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12 Personal selling - Personal presentation by the firm’s sales force for the…

    • 3210 Words
    • 13 Pages
    Better Essays
  • Good Essays

    Personal Selling

    • 1020 Words
    • 5 Pages

    Personal Selling, relationship building and sales management Personal selling, unlike advertising or sale promotion, involves direct relationships between the seller and the prospect or customer. In a forma sense, personal selling can be defined as a two-way flow of communication between a potential buyer and a salesperson that is designed to accomplish at least three tasks: (1) identify the potential buyer’s needs; (2) match those needs to one or more of the firm’s products or services; (3) on…

    • 1020 Words
    • 5 Pages
    Good Essays
  • Satisfactory Essays

    Personal Selling

    • 770 Words
    • 4 Pages

    Personal Selling & The Marketing Concept Personal Selling - A Definition and a Philosophy Personal Selling is a process of developing relationships; discovering needs; matching the appropriate products with these needs; and communicating benefits through informing, reminding, or persuading. The development of a personal selling philosophy for the information age involves three prescriptions: 1) Adopt marketing concept. 2) Value personal selling. 3) Assume the role of a problem solver or partner…

    • 770 Words
    • 4 Pages
    Satisfactory Essays
  • Good Essays

    Personal Selling

    • 547 Words
    • 3 Pages

    Personal Selling Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespersons should be able to match the benefits of their offering to the specific needs of a customer. Personal selling need to be considered greatly in this product, because skincare products need to be sold directly to the customer throughout various stores. Personal selling involves a selling process that consist of this following steps : 1. Prospecting Prospecting…

    • 547 Words
    • 3 Pages
    Good Essays
  • Powerful Essays

    Personal Selling

    • 2114 Words
    • 9 Pages

    Index 1. The Organization: What it is and what itdoes 2. The Products and services marketed 3. The role of personal selling in the promotional mix 4. A description of the salesperson 's job 5. The selling process SRCC TRADING DEPARTMENT 1: The Organization: what it is and what it does The Trading Department is the preferred supplier of Agricultural Chemicals, Fertilizer, Packhouse and General Farming Requisites in the Sundays river Valley. Mission: The Trading Department…

    • 2114 Words
    • 9 Pages
    Powerful Essays
  • Powerful Essays

    Personal Selling

    • 1752 Words
    • 8 Pages

    Personal selling is said to be a cost it has a narrow audience and an organization can survive without it. (Discuss) According to Pride,W and Ferrell O, Personal selling can been defined as a process of informing customers and persuading them to purchase product through personal communication in an exchange situation. Personal selling is the process of person to person communication between a sales person and a prospective customer in which the sales person learns about the prospect needs and…

    • 1752 Words
    • 8 Pages
    Powerful Essays
  • Good Essays

    Personal Selling

    • 1602 Words
    • 7 Pages

    Question 1 Personal Selling Process My personal selling process consists of the following nine steps: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meeting objections 8. The Close 9. Follow up and Service Step 1: Prospecting Prospecting, involves the Money, Authority, Desire (M.A.D) approach. Firstly I analysed my prospective clients to ensure that they had the money, authority and desire to purchase the products I was selling. Upon analysis…

    • 1602 Words
    • 7 Pages
    Good Essays