1. PERSONAL SELLING

2. Face-to-face interaction with customer Persuasive approach – educate and inform about the product/service The goal is to lead the customer to a correct buying decision for their needs Business-to-business selling Business-to-consumer selling

3. PERSONAL SELLING Requires that a company employ sales representatives who generate and maintain direct contact with prospective and existing customers Typically comes after, or as a result of, other promotional activities One of the costliest forms of promotion Can take the form of: Personal meetings Telemarketing E-mail contact

4. PERSONAL SELLING CHART

5. ACTIVITY You are the salesperson for The Falcons’ Nest Store. You have a telephone appointment set-up with a potential client – Grandma Jones who needs items for her 2 grandsons. You have sent some information to her prior to your call. You are about to begin your sales call, and your objective is to sell the client Falcon gear for the holidays! Answer the following tasks: 1.Grandma Jones raises the following objection – ‘Your prices seem very expensive’ - How would you handle this? 2.You have reached the end of the sales call. How would you close the sale with Grandma Jones?