personal selling ................

2. Retail selling Field selling Telemarketing Inside selling Examples of Personal Selling 12 million people are engaged in personal selling in the United States Represents about 10% of the work force

4. Expensive per contact

5. Numerous calls needed to generate sale

6. Labor intensiveBuilds Relationships Long term Assure buyers receive appropriate services Solves customer’s problems

7. Prospecting & qualifying Pre-approach Approach Presentation & demonstration Identify qualified potential customers Learn as much as possible about customer Make a relationship Tell the product “story” & focus on customer benefits Overcome customer objections Ask for an order Handling objections Closing Follow-up To insure customer satisfaction & repeat business Steps of effective Selling Process

11. The brand name that Eureka Forbes used was Aqua Guard. The company marketed a broad line of modern, lifestyle products , including water purifiers The brand was also launched as Pure sip.

13. The sales force was motivated. It was confined to urban areas. More than 80% of INDIA ‘s population of lived in rural areas where quality of water was low. Moreover customers were told that aqua guard readily available. Aqua guard was first to enter the water market. Results…

14. Relationship building opportunities of TATA TEA Direct communication by demonstration at the village bazaar Door to door personal selling by offering discounts and trial packs Sampling done through careful selection of houses with no brands Parivar: CAs (communication agents) and acted as brand ambassadors Sampling:Parivar-branded nameplates on which the CAs wrote the household's name. Families who agreed to fix this nameplate on their doors were given a free sample pack of tea.

15. Personal selling techniques for small business-to-business (B2B) companies Boost sales with a client testimonials program Sales leads. How to secure more client appointments CHECKLIST: Sales lead qualification scoring form CHECKLIST: What information to include in your customer database

16. A strategy for Nokia Personal selling PROSPECT

17. WHY Nokia should go for personal selling? Nokia is the world’s number one brand in mobile phone industry. They also hold a huge reputation for their quality products. That’s why they have to work less to sell their product. When someone think of buying a mobile phone set he first thinks about NOKIA. So the customer fells a need for the Nokia’s handset and he try to collect information about the available handsets of Nokia. For these reason the sales peoples of Nokia get an competitive advantage to sell the product.

18. . So as a salespeople of a mobile phone one have to identify what the customer want to do with his mobile. If he just want to use it as a phone than he should prefer Nokia 1100or non-multimedia set. But if he wants it as a multimedia device then he surely want to be a N series mobile if he has the effort. After sales service is one of the most important fact for any kind of sale. As NOKIA gives one year warranty with their every mobile phone set then the salespeople should make sure that the customer gets his after sales service properly.

19. . ASP Handset Market Share 40% 160 € 30% 140 € 120 € 20% 100 € 10% 80 € 0% 2Q04 3Q04 4Q04 1Q05 2Q05 3Q05 4Q05 1Q06 2Q04 3Q04 4Q04 1Q05 2Q05 3Q05 4Q05 1Q06 Handset Operating Margin Percent of Top 5 Profits 20% 60% 15% 50% 40% 10% 30% 20% 5% 10% 0% 0% 2Q04 3Q04 4Q04 1Q05 2Q05 3Q05 4Q05 1Q06 2Q04 3Q04 4Q04 1Q05 2Q05 3Q05 4Q05 1Q06 -10% Nokia vs. others NOKIA Motorola LGE Sony-Ericsson Samsung 7

21. Meet customers’ expectations

22. Increase sales

24. A Key to Success Stay Close to Your Customer and LISTEN!