PERSONAL SELLING

(A SALES AND DISTRIBUTION

MANAGEMENT PROJECT)

Presented by:
GROUP NO:13
Aditya Kumar Sahoo
Anuradha Mishra
Arupa Rath
Ashad Ahmed Taj
Priyanka Pandey

INTRODUCTION
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.

The company wants to spread awareness about the product for which it adopts a person-to-person
approach. This is because selling involves personal touch, a salesperson knows better how to pitch a
product to the potential customer. Personal selling can take place through two different channels - through
retail and through direct-to-consumer channel. Under the retail channel, a sales person interacts with
potential customers who come on their own to enquire about a product. The job of the salesperson is to
make sure that he understands the need of the customers and accordingly shows various products that he
keeps under that category. Under the direct channel, a salesperson visits potential customers in an attempt
to make them aware about a new product that the company is launching or it may have a new offer which
the customers .

Importance of personal Selling

Personal selling is an important element of promotion mix and an effective promotional tool. Personal
Selling offers the following compensation.

(i) It is a flexible tool: Personal selling involves individual and personal communication as compared to
the mass and impersonal communication of advertising and sales promotion. Therefore, personal selling
is most flexible in operation. A salesman can tailor his sales presentation to fit the needs, motives and
attitudes of individual customers can observe the customer's reaction to a particular sales approach and
thus make necessary adjustments right on the spot. Face-to-face contact with customers is the most
effective means of communication and persuasion.

(ii) It involves minimum wasted effort: In personal selling, a salesman can select the target market and
concentrate on the prospective customers. He need not communicate with the people who are not the real
prospects. Therefore, personal selling involves minimum wastage of effort.

iii) It results in actual sale : Advertising and sales promotion techniques can only attract attention and
arouse desire. By themselves they cannot create actual sale. Personal selling in most cases leads to actual
sale. A salesman can find prospective buyers, demonstrate the product, explain its operation, and
convince customers to buy it, install it at the customer's place and provide after-sale service. No other
method of promotion can perform all these functions. Therefore, personal selling does the entire job of
selling. Personal Selling is a complete promotional technique of keeping customers satisfied.

iii) It results in actual sale : Advertising and sales promotion techniques can only attract attention and
arouse desire. By themselves they cannot create actual sale. Personal selling in most cases leads to actual
sale. A salesman can find prospective buyers, demonstrate the product, explain its operation, and
convince customers to buy it, install it at the customer's place and provide after-sale service. No other
method of promotion can perform all these functions. Therefore, personal selling does the entire job of
selling. Personal Selling is a complete promotional technique of keeping customers satisfied.

iv) It provides feedback: Personal selling involves two-way flow of communication between the buyer
and the seller. It is a useful method of understanding the needs and behavior customers. It provides
knowledge about the tastes, habits and attitudes of the prospective customers.

(v) It complements advertising : In most situations, there is a need for explaining the quality uses and
price of the product. Salesmen can persuade the prospective customers to buy a product. Advertising
attracts customers but their doubts and questions about the product are answered by salesmen. In this way
personal selling supports advertising. Salesmen educational the consumers about new products and about
new uses of existing products.

(vi) It educates customers : Salesmanship is not simply a tool of convincing people to buy certain
products. It assists customers in satisfying their wants. A salesman provides: information, education and
guidance to customers. He handles their complaints and assists them in getting value for their money. He
can clear their doubts on the spot.

Despite the above advantages, personal selling suffers from several disadvantages. Firstly personal selling
is the costliest method of promotion. Secondly, it can cover only limited number customers at a time.
Thirdly, it is not very effective for creating consumer awareness about a product or service. Fourthly,
many consumers are suspicious of personal selling at the retail level and they criticize salesmen for lack
of honesty, poor knowledge, strong pressure, etc. Lastly, it is difficult to recruit, train and motivate
competent salespersons.

Steps in personal Selling process

Personal Selling consists of the following steps.

1. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of
salespersons. The salespersons must be fully familiar with the product, the firm, the market and the
selling techniques. They should be well-informed about the competitor's products and the degree of
competition. They should also be acquainted with the motives and behavior of prospective buyers.

2. Prospecting : It refers to locating or searching out prospective buyers who have the need for the
product and the ability to buy it. Potential customers may be spotted through observation, enquiry and
analysis of records of existing customers. Social contacts, business associations and dealers can be helpful
in the identification of potential buyers.
3. Approaching : Before calling on the prospects, the salesperson should fully learn their number, needs,
habits, spending capacity, motives, etc. Such knowledge helps in selecting the right sales appeal. After
such learning, the salesperson should approach the customer in a polite and dignified way. He should
introduce himself and his product to the customer. He should greet the customer with a smile and make
him feel at home. He should introduce himself and his product to the customer. In case he is busy with
some other customer, he should assure the new customer that he would be attended very soon. The
salesperson has to be very careful in his approach as the first impression is the last impression.

4.Presentation

During this stage of the process, the sales representative makes a presentation. This can involve
demonstrating the product or service and showing the customer why they need it. The sales representation
should focus on the features and benefits of the product or service during this part of the process.

5.Overcome Objections

In some cases, the sales representative will have to overcome objections by the customer. Many
customers have questions and concerns at this point of the sales process. If the sales representative can
answer the questions and overcome any objections successfully, the barriers for a successful sale will be
removed.

6.Closing

After the objections have been removed, the only thing left to do is close the sale. This can involve
writing up an invoice and providing any final information to the customer. At this stage of the process,
you may need to negotiate the final sales price and any payment terms.

7.Follow Up

The follow up is the last stage in the personal sales process. After the product or service has been
delivered, the sales representative follows up with the customer to find out if they are pleased. If there
were any issues with the product, the sales rep can work with the customer to get them resolved. If the
customer is happy, the sales rep can also try to obtain additional referrals from the customer.
CHALLENGES FACED WHILE PERSONAL SELLING

Customers already have stock.

They are not interested in our product.

They are not known about our product nor they have trust and confidence about the product quality.

They are even getting the same product having high quality by the competitors.

Customers are not so well aware about the products.

Customers want credit purchase .

No such promotion of brand KALINGA is available in the market.

Customers dont like the packaging of the product.

There is no quick sales & distribution mechanism for KALINGA products compared to other brands
where the delivery is also strongly supported by online systems.

There is a lack of product differentiation.

Packaging is not upto the mark.

TARGET CUSTOMER:

Home maker.

Garage owner.

Restaurants.
 Maid .

Road side vendor.

LOCATION FOR OUR SALES ACTIVITY

Infront of Big Bazaar

Infocity.

Cotton Fab.

Dreams Unlimited Institute.

Patia Square.

PERSONAL SELLING PROJECT:LIVE DEMONSTRATION

PRODUCTS:

HAND WASH(3 PC)

VEHICLE WASH(5 PC)

PHENYLE(4)

UTENSIL WASH(3 PC)

FLOOR CLEANER(10)

UJALA(6) PERSONAL SELLING

(A SALES AND DISTRIBUTION
MANAGEMENT PROJECT)

Presented by:
GROUP NO:13
Aditya Kumar Sahoo
Anuradha Mishra
Arupa Rath
Ashad Ahmed Taj
Priyanka Pandey