UNIT 13 PERSONAL SELLING Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

AFTER LEARNING THIS UNIT YOU SHOULD BE ABLE TO: 1.Describe the advantages and disadvantages of personal selling. 2.Identify the characters that make a good salesperson. 3.Describe the process of personal selling. 4.Recognize the appropriate ways of talking to customers. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Warm-up 1 Write down 5 words that you think can be used to describe a salesperson. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Write down 5 things that you think a salesperson does. Warm-up 2 Write down 5 things that you think a salesperson does. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

What is personal selling? Personal Selling is face to face communication that endeavors to persuade others to purchase the wares of the seller. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Personal selling is one of the 4 promotional methods companies usually use. public relation sales promotion advertising Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Advantages of Personal Selling Message can be tailored to suit customer. Strong relationship can be built. Promotion can reach customers effectively. Sales can be made immediately. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Disadvantages Very expensive A salesperson can only call on one customer at a time. The salesperson may take your customers away when he leaves. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Characteristics of a Good Salesperson Honest Integrity Truthful Caring Establishing rapport Creation atmosphere of trust More important Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Steps in the Selling Process Approach Prospecting Preapproach Handling objection closing Presentation Follow-up Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To be an Avon Rep Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To sell Avon, think about the following questions： Who might use Avon? What are the characteristics of the people I am going to visit? Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To sell Avon, think about the following questions： Who might use Avon? What are the characteristics of the people I am going to visit? Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To sell Avon, think about the following questions： 3. When visiting, how should I dress? What should I first say ? 4. How should I introduce the product? Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To sell Avon, think about the following questions： 5. What should I do if the customer have objections? 6. How can I encourage the customer to make the purchase decision. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

To sell Avon, think about the following questions： 7. After the customer buying the product, are there anything I should do? Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

Key Points of This Unit Personal selling is one of the 4 promotional methods companies usually use. Personal selling is effective but very expensive. A good salesperson is able to establish rapport with customers and consistently create trust atmosphere in all his sales relationships. Copyright  2010 Qinghua University Press PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun