1. UNIT 13 PERSONAL SELLING Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

2. AFTER LEARNING THIS UNIT YOU SHOULD BE ABLE TO:
1.Describe the advantages and disadvantages of personal selling.
2.Identify the characters that make a good salesperson.
3.Describe the process of personal selling.
4.Recognize the appropriate ways of talking to customers.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

3. Warm-up 1
Write down 5 words that you think can be used to describe a salesperson.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

4. Write down 5 things that you think a salesperson does.
Warm-up 2
Write down 5 things that you think a salesperson does.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

5. What is personal selling?
Personal Selling is face to face communication that endeavors to persuade others to purchase the wares of the seller.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

6. Personal selling is one of the 4 promotional methods companies usually use.
public
relation
sales
promotion
advertising
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

7. Advantages of Personal Selling
Message can be tailored to suit customer.
Strong relationship can be built.
Promotion can reach customers effectively.
Sales can be made immediately.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

8. Disadvantages Very expensive
A salesperson can only call on one customer at a time.
The salesperson may take your customers away when he leaves.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

9. Characteristics of a Good Salesperson
Honest
Integrity
Truthful
Caring
Establishing
rapport
Creation
atmosphere
of trust
More important
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

10. Steps in the Selling Process
Approach
Prospecting
Preapproach
Handling
objection
closing
Presentation
Follow-up
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

11. To be an Avon Rep Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

12. To sell Avon, think about the following questions：
Who might use Avon?
What are the characteristics of the people I am going to visit?
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

13. To sell Avon, think about the following questions：
Who might use Avon?
What are the characteristics of the people I am going to visit?
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

14. To sell Avon, think about the following questions：
3. When visiting, how should I dress? What should I first say ?
4. How should I introduce the product?
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

15. To sell Avon, think about the following questions：
5. What should I do if the customer have objections?
6. How can I encourage the customer to make the purchase decision.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

16. To sell Avon, think about the following questions：
7. After the customer buying the product, are there anything I should do?
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun

17. Key Points of This Unit
Personal selling is one of the 4 promotional methods companies usually use.
Personal selling is effective but very expensive.
A good salesperson is able to establish rapport with customers and consistently create trust atmosphere in all his sales relationships.
Copyright  2010 Qinghua University Press
PPTs t/a English for Marketing by Li Dongmei, Tan Ying, Jiang Xia, Wei Aiyun