Selling

1. Personal Selling

1.1. Features

1.1.1. Personal Face-to-Face

1.1.2. Contact with Selected persons

1.1.3. Spoken or Oral Message

1.1.4. Close and lasting relationship development

1.1.5. Its an Art to persuage

1.1.6. Flexible to tailor message on the spot

1.1.7. Two way process for mutual Benefit

1.2. Importance

1.2.1. Understanding Customer Needs

1.2.2. Persuasion of customers

1.2.3. Complete Job of Selling

1.2.4. Most Flexible Tool

1.2.5. Immediate Feedback

1.3. Distinction with Advertising

1.3.1. Costly and Time consuming process

1.3.2. Nature - Mass vs One on One

1.3.3. Contact - Impersonal vs Personal

1.3.4. Cost - Less vs More

1.3.5. Flexibility - Less s More

1.3.6. Sale - Later vs Immediate

1.3.7. Doubts - Cannot vs Can remove

1.3.8. Coverage - Wide vs Narrow

1.4. Steps

1.4.1. Preperation

1.4.2. Prospecting

1.4.3. Approach

1.4.4. Presentation

1.4.5. Convincing

1.4.6. Closing the sale

1.4.7. Post Sale Followup

1.5. Qualities of a good Salesperson

1.5.1. Good Physique-Physically and mentally fit

1.5.2. Cheerful and pleasing manners

1.5.3. Sincere, Loyal and commiited

1.5.4. Sensitive to customer needs

1.5.5. Knowledgeable about firm, product, market

1.5.6. Sound Memory, Keen observation, Alert mind

2. Sales is end result of selling

3. Distinction with Marketing

3.1. Scope

3.2. Beginning

3.3. End

3.4. Orientation

3.5. Focus

3.6. Means Used

3.7. Profit Objective

3.8. Principle

4. Methods

4.1. Sale by Inspection

4.2. Sale by Description

4.3. Sale by Sample

4.4. Sale on Approval or return

5. Types

5.1. Consumer Selling

5.2. Industrial Selling

6. Features

6.1. persuading and convincing

6.2. Winning customer confidence

6.3. Convert good into cash with customer satisfaction

7. Selling verses Sales

7.1. Sales is total Revenue earned, Selling is process to sell

7.2. Sales is known at end of period, Selling in ongoing activity

7.3. Sales is Quantitative, Selling is not quantitative