FACE-TO-FACE-SELLING.pptx

Sale Management LESSON 2: FACE-TO-FACE SELLING AND HOW SELLING WORKS LESSON OBJECTIVES What is Person-to-Person Selling? Why go to person to person selling? Understand the other approaches in selling TODAY’S TOPIC WHAT IS FACE-TO-FACE [PERSON TO PERSON ] SELLING ?  WHAT IS FAC...

Sale Management LESSON 2: FACE-TO-FACE SELLING AND HOW SELLING WORKS LESSON OBJECTIVES What is Person-to-Person Selling? Why go to person to person selling? Understand the other approaches in selling TODAY’S TOPIC WHAT IS FACE-TO-FACE [PERSON TO PERSON ] SELLING ?  WHAT IS FACE-TO-FACE [PERSON TO PERSON] SELLING ? Person-to-person selling is a two- way communication between the seller and the buyer, this includes individual behavior. This result to finding the right product for the right customer with the understanding in the brand preference of the buyer and how the seller can negotiate with that. Person-to-person or face-to-face selling is an essential element of the communication mix that includes advertising, sales promotion, public relations, direct mail, and exhibition. In personal selling, the major task of the person who is selling the product or service is to persuade the target buyer and give the buyer the solution in his/her current problem.  ADVANTAGES Having the ability to close a deal Retaining the customer’s attention Quick response because the two-way communication Presentation can be adjusted based on the type of customer you are facing Being precise, immediate action, and having good SALES PERSON Can change role during its presentation or communication with his/her target customer and should know where and when to use the different strategies and what kind of strategies to use in order to persuade the target buyer.  STRATEGIES COMMUNICATION STRATEGIES During personal selling, you need to be awa is the strategies that uses more of of talking like radio, television, etc. how to use some strategies to be successf in persuading your potential customer PERSUASION STRATEGIES this is where the sales person proves the benefits of the product and ultimately overcomes the objections of the potential customer. NEGOTIATION STRATEGIES the sales person is now becoming the consultant of the potential customer as he is now trying to solve the problem of the target customer by analyzing the situation and providing the best SALES PEOPLE ARE USING DIFFERENT APPROACHES LIKE THE FOLLOWING Team Selling - as the name suggest it is a work of a team to sell an item, product, or service and not just by one person Selling Through the Internet - this is now widely used because of the borderless characteristics of this approach where you can sell to anyone that you can reach using the internet. Telemarketing - this uses more of the outbound calls to sell products to the current or new customers. DIFFERENT TYPES OF SALES PERSONS INSIDE ORDER TAKER are sales people inside the company and not looking for outside customers they just receive order inside the office. DELIVERY SALES PEOPLE as the name suggests can deliver the product door-to-door and receive payment duringthe delivery. OUTSIDE ORDER TAKER these are the sales people that visit customers and get some order, these are very rare niw as the internet and mobile phones supersede their tasks.  MISSIONARY SALES TECHNICAL SUPPORT PEOPLE the best example of this is the Medical they are the back-up of the Representative that does not make a frontline sales people; they are the direct counter of the order getters inside sale to different doctors, but doctors canthe office. They are the one who prescribe the medecine they get from provides vital information that can the be used by the order getters. Medical Representative. ORDER GETTERS MERCHANDISERS they are called order-getters these are people show provides because they have the major role support in of persuading the customers and the retail and wholesale process, creating direct purchase from the they also give advice on how and customers. where to display the products, how to implement the sales promotion, check the stock level and