Section outline

  • Description: 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.

    What Is Personal Selling? - Features, Types, & Examples | Feedough



    5 Effective Personal Selling Strategies
    • Present of Products and Services Benefits. ...
    • Address Customer Concerns. ...
    • Focus on Customer Satisfaction. ...
    • Tell a Story. ...
    • Follow Up. ...
    • Know Your Market. ...
    • Focus on the Right Leads. ...
    • Be Data-Informed.
    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.

    • resource icon
      Personal Selling Skills File
      Students must
      Mark as done

      Objectives 

      After studying this chapter, you should be able to: 

      1. Distinguish the various phases of the selling process 

      2. Apply different questions to different selling situations 

      3. Understand what is involved in the presentation and the demonstration 

      4. Know how to deal with buyers’ objections 

      5. Understand and apply the art of negotiation 

      6. Close a sale