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marketing Communications
…personal selling tutorial
7
…introduction to…
…introduction to
we’re going to look at personal selling and consider some
strengths and weaknesses….
…as well as identifying their main characteristics, reasons
for use and audiences
Personal selling was covered in last weeks lecture…
personal selling…
what is the role of personal selling..?
what are its strengths and weaknesses?
how can personal selling be integrated with the rest of
the communications mix?
what tasks are sales people expected to accomplish?
maintaining trust and commitment
developing the relationship
providing service and support
closing the sale
handling queries and objections
presenting the sales message
developing the relationship
qualifying prospects
prospecting for customers
Fill, 2006
the main stages in the sales process
…persuasion
sell me this pen…
sell the features…
sell the benefits…
sell the value…
consider AIDA
personal selling can be great at bring about changes in behaviour
You can overcome objections
Attention, Interest, Desire, Action…
provide information quickly
respond to changing needs immediately
sell me this pen…
…work in small groups to develop your sales pitch, then deliver it, to
me, considering persuasion, the selling process and the audience…
next week it’s Easter… so no allocated talks
short talk...
…random topics will be assigned to those who have not
presented the week we’re back… so please turn up!