Personal selling involves face-to-face interactions between salespeople and customers to sell products. It develops relationships through oral conversations and quick solutions to queries. The key functions of personal selling are to make new and repeat sales, provide customer service, track sales records, give presentations, and develop goodwill for the company. The personal selling process includes prospecting, preparing by gathering information, making an approach, delivering a sales presentation, addressing objections, closing the sale, and following up with customers.

1. Personal Selling
Prof Prashant Kumar Gupta
Jain College Of MBA &MCA

2. Concept
Personal selling is where businesses use
people (the “sales force”) to sell the
product after meeting face-to-face
with the customer

3. Features
• Personal Form
• Development of Relationship
• Oral Conversation
• Quick solution of Queries
• Receipt of Additional Information

4. Functions
1. To Make Sales to both old and new customers.
2. Service to customers and remove doubts.
3. Keep Sales Record.
4. To give presentations.
5. Develop goodwill of the company.
6. To achieve sales target.

5. Steps
• Prospecting - the first step in the personal selling process
The process of looking for and checking leads is called prospecting or determining which firms or
individuals could become customers.
• The Pre-approach
This stage involves the collecting of as much relevant information as possible prior to the sales
presentation.
• The Approach
The salesperson should always focus on the benefits for the customer.
• The Sales Presentation
After the prospects interest has been grasped, the sales presentation is delivered.
• The Trial Close
The trial close is a part of the presentation and is an important step in the selling process.
• Handling Objections
Objections are often indications of interest by the prospect and should not be viewed with misgiving by
salespeople.
• Closing the Sale: Closing a sale is only the confirmation of an understanding
• Follow Up