Date post: | 12-Nov-2014 |
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Marketing |
Upload: | arijit-saha |
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presentation : Personal selling
By: Arijit saha(PA1205))
Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer.
Advantages Disadvantages
High customer attention Message is customised Interactivity Persuasive impact Potential for development of relationship Adaptable Opportunity to close the sale
High cost Labor intensive Expensive Can only reach a limited number of customers
Personal selling philosophyAdopt the marketing concept
Be a problem solver
Aim at doing consultative selling
Salesmen should be master of all trade
He should be convincing and have a strategy to support his selling approach
HDFCLIFEHDFC Standard Life Insurance Company
Limited is one of India's leading private insurance companies.
offers a range of individual and group insurance solutions.
It is a joint venture between Housing Development Finance Corporation Limited (HDFC Limited), India's leading housing finance institution and a Group Company of the Standard Life Plc, UK
PRODUCT PROFILE
HDFC PRODUCTS
TERM PLAN
HDFC Home Loan
Protection Plan*
HDFC Term Assurance
Plan
CHILDREN PLAN
HDFC SL YoungStar Super II
WOMEN PLAN
HDFC Life Smart Woman
Plan
SAVING AND INVESTMEN
T PLAN
HDFC SL New Money Back Plan
HDFC Life ProGrowth
Plus
HEALTH PLAN
HDFC SurgiCare
Plan
PENSION PLANS
HDFC Life Personal
Pension Plus
HDFC Life Pension Super
Plus
Prospecting Identifying and Qualifying
Pre approach and call planning
Presentation approach and demonstration
Handling of Objections
The close
Follow up
1.) Prospecting :
2.) The Pre-approach : This stage involves the collecting of as much relevant information as possible prior to the sales presentation. The pre-approach investigation is carried out on new customers but also on regular customers.
Call PlanningSpecifying the objectivesWhy am I going on this interview?
What am I trying to make happen?If the prospect says “yes, I want to buy,” what am I going to recommend?
Cont…3.) The Approach : The salesperson should always focus on the benefits for the customer. This is done by using the product's features and advantages. This is known as the FAB technique (Features, Advantages and Benefits).
4.) The Sales Presentation :
5.) The Trial Close : The trial close is a part of the presentation and is an important step in the selling process. Known as a temperature question - technique to establish the attitude of the prospect towards the presentation and the product.
6.) Handling Objections:
7.) Closing the sales
8.) The Follow-up
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