Personal selling process

Personal Selling Process

By:Nasrullah KhanMS (Marketing)ID:12123Iqra National University Peshawar KPK Pakistan03116660897

Solace Pharma

Belong to Pharmaceutical Sector of Pakistan. Pharmaceutical is vast sector providing health care, and life saving drugs to medical professionals. Spending a lot in Research & Development of new products.

Company Profile

Solace Pharma is a well-established pharmaceutical company enjoying a very good reputation both in the medical profession and in pharma industry for providing high quality pharmaceutical products at most reasonable prices.

At present, is involved in manufacturing & marketing products of almost all-important therapeutic classes, both as their own pharmaceutical specialties as well as with foreign collaborations.

Company Profile

Solace Pharma deals in, Gastro disease, Orthopedic disease, Rheumatology Disease, CNS disease, Hepatitis, etc

Company Profile

VISION: Our vision is to lead the industry by being

the customer 's first choice with the brands we distribute through excellence and innovative business practices.

MISSION: Our mission is to go places through superior

customer service, operational excellence, innovation, quality & commitment.

VISION& MISSION

VALUES: INTEGRITY: We manage our operations, finances and

practices with honesty, efficiency and reliability. PEOPLE: We innovate and evolve a conducive corporate

culture for our people and prepare them to lead in most competitive environment.

ETHICS: We keep ethical business practices at the heart of Premier 's culture.

INNOVATION: We invent and incorporate practices that improve the way we work.

LOYALTY: We earn respect and confidence of our stakeholders through business excellence.

CORE VALUES

PERSONAL SELLIN PROCESS

Personal selling is a promotional method in which we (e.g., salesperson) uses skills and techniques for building personal relationships with our prospect.

(e.g., those involved in a purchase decision) that results in both parties obtaining value.

In most cases the "value" for the salesperson is realized through the financial rewards of the sale while the customer’s "value" is realized from the benefits obtained by consuming the product.

PROSPECTING………………………..

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Getting more detailed information about the potential buyers.

At the pre-approach stage, the salesman tries to collect some more information in addition to the background information gathered at the prospecting stage.

Such additional information about the prospective customers includes their needs, habits, preferences, nature, behaviour, economic status, and so on.

Pre-approach

PERSONAL SELLING PROCESS

Make an appointment to meet the prospect Make favourable first impression Select an approach technique:

• Introductory• Customer benefit• Product• Question• Praise• The approach takes a few minutes of a call,

but it can make or break a sale

Approach


Know your product Know your Market potential &

base Know your Competitor Know your Self Do SWOT analysis

PREPARATION


We follow four components: Understanding the buyer’s

needs Knowing sales presentation

methods / strategies Developing an effective

presentation Using demonstration as a tool

for sellingWe will examine each of the

above points

Presentation


How To Handle Sales Objections Here are three responses you can use to any objection. 1) How Do You Mean? First, you can pause, smile and then ask, “How do you

mean?” This question is almost impossible not to answer. You can use it over and over again. “How do you mean?” Or, “How do you mean, exactly?”

2) Do You Have A Good Reason? Another response to an objection can be, “Obviously you have

a good reason for saying that, do you mind if I ask what it is?” Often the customer does not have a good reason for objecting and this will help to clarify that.

Objection Handling


How To Handle Sales Objections 3) The “Feel, Felt Found” Method The third way you can handle objections is by using the “Feel, Felt,

Found” method. When a customer says something like, “It costs too much,” you can

say, “I understand exactly how you feel. Others felt the same way when they first heard the price. But this is what they found when they began using our product or service.” You then go on to explain that the benefits to the customer are greatly in excess of the added cost that the customer has to pay.

One final point with regard to objections. Fully 94% of sales in America are made on a non-price basis. Virtually every objection on the basis of price is made for a reason other than price. Our job is to find the real reason.

Objection Handling


Sales call close checks the attitude or opinion of the prospect, before closing the sale (or asking for the order, committment)

If the response to trial close question is favourable, then the salesperson should close the sale

CLOSING


Necessary for customer satisfaction Successful salespeople follow-up in

different ways: For example,• Check order details• Follow through schedule• Visit when the product is delivered• Build long-term relationship• Arrange warranty, service, etc

Follow-up


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PERSONAL SELLING PROCESS (Summary)


For Your Patience & Time