Characteristics of Personal Selling

Personal selling has flexibility of system it gives one to one contact between the sellers and buyers. It recognizes specific sales prospects the primary step in the selling producer is prospecting recognizing qualified potential customers. Approaching the accurate potential customers is critical to selling success. Direct contact with the potential buyers provides opportunity to demonstrate the manufacture and to customers and to response the queries and questions of the customers. Answer questions at the time of presentation step of the selling procedure, the salesperson tells the product "story" to the buyer, showing how the manufacture will make or save money.

The salesperson explained the product features but concentrates on existing customer benefits. By using a need-satisfaction schema, the salesperson begins with a search for the customer's needs by getting the customer to do mostly talking. During demonstration there may be certain objections raised by the customers, which may be overcome at very same time. Almost customers always have objections at the time of presentation or while asked to place an order. The difficultly can be either psychological or logical, and objections are frequently unspoken. In handling objections, the salesperson should utilize a positive approach, find out hidden objections, asks the buyer to illuminate any objections, take objections as a chance to provide more information, and turn the objections into cause for purchasing. Every salesperson needs training in the skills of handling objections.