1. By: Arijit saha(PA1205))

2.  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

3. Personal selling philosophy
 Adopt the marketing concept
 Be a problem solver
 Aim at doing consultative selling

4. Salesmen should be
master of all trade
He should be convincing
and have a strategy to
support his selling
approach

5. HDFCLIFE
 HDFC 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

6. 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
INVESTMENT
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

7. Prospecting Identifying and Qualifying
Pre approach and call planning
Presentation approach and
demonstration
Handling of Objections
The close
Follow up

8. 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.

9. Call Planning
 Specifying the objectives
 Why 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?

10. 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 :

11. 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:

12. 7.) Closing the sales
8.) The Follow-up

13. “Read, read, and read some more. Knowledge and
information solve almost every problem.” it to us”
Thank you !