1. By Maggie Shutts

2. Personal Selling- Is direct communication between a sales reprehensive and one or more prospective buyers who attempt to influence each other in a purchase situation.

3. Personal Selling Salespeople often use terms such as Features to help describe the product to the customer. Customers also want benefits. Features- physical characteristics or capabilities of a product Benefits- the advantages the could result from features.

4. Personal Selling Buying Motives Maslow’s Hierarchy of Needs

5. Needs Physiological Safety or Security Food Water Shelter Phyiscal and mental security Once physiological needs are met safety needs emerge

6. Needs cont. Social Esteem Desire to be accepted Social Acceptance Are met by being accepted for contributions made to a group.

7. Needs Self- actualization Result from a desire within all of us to reach our ultimate level of potential.

8. Satisfaction of Needs Rational Buying Motives Rational buying decisions are based on the customers’ logical reasoning. Emotional Buying Motives Emotional buying motives are based on the desire to have a specific product or service.

9. Relationship Selling Def. –emphasizes the relationship between the salesperson and buyer. The salesperson must spend time with the buyer with out expecting of making a sale every time.

10. Customer Knowledge The Seller should be able to tell you… Where the prospect is currently purchasing the product or service they are selling How the purchasing decisions are made at the prospect’s company Whether anyone decisions are made at the prospect’s company Whether the prospect’s company has ever bought form your company( if you have a business) How long the prospect has been with his or her company before buying to build trust with the sales person.

11. Salesperson They should use open- ended questions to help them find the knowledge from the customer to undstand better the type of product that is what they are looking for. They also should listen more than they talk. Stop talking Look at customer Leave your emotions behind Aviod jumping to conclusions Focus on the main points the customer is making