PLANNING AND ORGANISING PERSONAL SELLING IN RURAL MARKETS

Presented by :- Batch Sharmendra Yadav & (2011-2013)Vijay Kumar

M.B.E. 3rd SEM

SUBMITTED TO : PROFESSER MUKESH RANGA SIR

GROUP 8 08/11/2012

RURAL MARKET

CONTENTS Introduction of Rural Marketing

Definition of Planning

Definition of Organizing

Nature of Organization

Personal selling

Objective of personal selling

Personal selling task

Personal selling in rural market

INTRODUCTION OF RURAL MARKETING

Rural marketing has quite often been defined in a narrower sense to include only marketing of agricultural production.

Marketing of agricultural production has received adequate attention by researchers ,policy makers, and central and state governments .

This has resulted in establishment of regulated markets with an aim to see that the agricultural producers get a better share of the consumers` rupee.

DEFINITION OF PLANNING

Planning is the process of thinking about and organizing the activities required to achieve a desired goal.

Planning involves the creation and maintenance of a plan.

Planning is a fundamental property of intelligent behavior.

Often ignored aspect of planning, is the relationship it holds with forecasting.

Forecasting can be described as predicting what the future will look like, whereas planning predicts what the future should look like

DEFINITION OF ORGANISING

Organizing (also spelled organising) is the

act of rearranging elements following one or more rules.

Anything is commonly considered organized when it looks like everything has a correct order or placement. But it's only ultimately organized if any element has no difference on time taken to find it.

In that sense, organizing can also be defined as “to place different objects in logical arrangement for better searching”.

NATURE OF ORGANIZATION

There are several factors under the nature of organisation :

Specialization and division of work

Orientation towards goal

Co-ordination of individuals and groups

Differentiated functions

Continuity

PERSONAL SELLING Personal selling is concerned with person-to-person process by which the seller learns about the

prospective buyer’s wants and seeks to satisfy them by making a sale. Some people believe salespeople are born with the gift of selling, do not take no for an answer, and trick people into buying things they really don’t want to buy.

Modem, professional salespeople are not like that. They are good listeners, consultants, and problems solvers who want to determine exactly what their customers want. They have a strong code of ethics and build trust and long-term relationships with their customers.

OBJECTIVES OF PERSONAL SELLING

to find prospective customers

to convert these prospects to customers

to keep them as satisfied customers

PERSONAL SELLING TASKS

order-getting tasks

order-taking tasks

sales support tasks

PERSONAL SELLING IN RURAL MARKET

Personal selling occurs where an individual salesperson sells a product, service or solution to a client.

Salespeople match the benefits of their offering to the specific needs of a client.

Today, personal selling involves the development of longstanding client relationships.

PERSONAL SELLING IN RURAL MARKET

In comparison to other marketing communications tools such as advertising, personal selling tends to:

Use fewer resources, pricing is often negotiated. Products tend to be fairly complex (e.g. financial

services or new cars). There is some contact between buyer and seller after the

sale so that an ongoing relationship is built. Client/prospects need specific information. The purchase tends to involve large sums of money.

PERSONAL SELLING IN RURAL MARKET Five Stage Personal Selling Process. The five stages are:

Prospecting

Making first

contract

The sales call

Objective handling

Closing the sale

Thanks For Co-

ordination