Role of Personnel Selling

Role of Personnel selling in
retailing

The Role
Be a resource for information
(merchandise/services/policies)
Be a value counselor(value/brands)
Be a public relations representative
Be a custodian of the merchandise and
service(effective stock)
Be able to advice customers
Be able to explain the benefits of the
merchandise and services
Ensure that the customers needs are met
Create a loyal customers

The Mind set of an Ideal Salesperson
Attitude
Skills ( see the videos)
knowledge
Integrity (punctual/ethical)

The Process in Personal Selling
1.Connect with the customer
2.Probe needs subtly
3.Presenting merchandising
4.Handling objections and indecisions
5.Recognize buying signals
6.Trial close and add ons-up-selling, cross

selling, suggestive selling
7.Closing the sales