2017-18

PERSONAL SELLING

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INDEX

SELLING PROCESS - STEPS

STEP1: PRESALE PREPARATION
1. Product knowledge fab, price
7 products

(a) VEHICLE WASH

FEATURE ADVANTAGE BENEFIT PRICE

(b) FLOOR CLEANER

FEATURE ADVANTAGE BENEFIT PRICE

(c) UTENSIL WASH (SPRAY)

FEATURE ADVANTAGE BENEFIT PRICE

- detergent used to - Thick, rich formula - no skin irritation MRP - Rs
assist in dishwashing with lime action that - Fights grease and
- highly-foaming provides strong softens hands
mixture of surfactant grease cutting action - cost effective
- shape of bottle is and leaves dishes - use of spray helps
handy sparkling clear in easily using the
- available in 250ml product as per users
requirement
- safe to use

(d) UTENSIL WASH

FEATURE ADVANTAGE BENEFIT PRICE

- detergent used to - Thick, rich formula - no skin irritation
assist in dishwashing with lime action that - Fights grease and
- highly-foaming provides strong softens hands
mixture of surfactant grease cutting action - cost effective
- shape of bottle is and leaves dishes - safe to use
handy sparkling clear
- available in 250ml

(e) PHENYLE

FEATURE ADVANTAGE BENEFIT PRICE

- shape of bottle is -Maintains Hygiene - customer can use MRP - Rs
handy, available bottle and kills germs for longer time
size is 1litre, instantly -smells good
-safe for using at - kills germs and
perfumed cleanser,
home gives a healthy home
easily removable cap -high in terms of space
purity

(f) EZEE

FEATURE ADVANTAGE BENEFIT PRICE

 - unique pH neutral - Use it on winter - no shrinkage MRP Rs.
formulation. wear, wool blends, - no color fading
- Temper-proof silk, chiffons and all - easy to use
packaging kinds of delicate - 100% safe
- available in fabrics
hardplastic bottle - special detergent
for winter wear

(g) UJALA

FEATURE ADVANTAGE BENEFIT PRICE

2. Industry Knowledge
Competitors and their market share:

Reckitt Benckiser Pitambari Products Pvt Ltd

Jyothy Laboratories Venkys India Ltd

Rohit Surfactants Future Consumer Enterprise Ltd

Dabur India Ltd Fena Pvt Ltd

SC Johnson The Clorox Co

3. Company Knowledge

STEP 2 : Prospecting
Steps of prospecting followed are:
1. Identify and Define Prospects : After the pre sales approach, the identification the prospect
was carried out by collecting information like what the customer wants, where the customer
buys, when the customer buys and how the customer buys.
2. Search for Sources of Potential Accounts and lead generation: The possible sources of
potential accounts were carried out through customer referral, friends, acquaintances and
salespersons networking.
3. Qualify the Prospects from the Suspects : After preparing a list of leads, then the prospects
were qualified on the basis of (a) Requirement for the product, (b) Ability to pay and (c)
Authority to purchase.

STEP 3 : PRE-APPROACH TO SELLING

We focused on understanding the customer needs and characteristics of variety of products.
Hence, we gathered information about Prospect in terms of their buying routines and procedures
along with how our product can be beneficial to them. We also gathered information about the
different Product Lines that the customer was interested in.

We had also prepared a blue print regarding our product offerings, pitching style and benefits
along with limitations of our products and also how to handle those limitations. Also we had done
a competitive analysis in terms of pricing and product differentiation.

STEP 4 : Approach to the customer

We had followed three approaches for reaching out to our customer.
(1) Customer Benefit Approach, where we notified the customer about the various benefits of
(2) Product Approach, where we differentiated our product from others by linking it to a social
cause.
(3) Question Approach, where we probed as many questions as possible to know the needs of
the customer.

STEP 5 : Sales Presentation

We started with an introduction of our company, what we actually do and discussed about the
different products that we offer. Then we followed the FAB-ing method i.e. telling the customer
about the feature, advantage and benefit of the product. Also we emphasised that we are selling
our products for a social cause.

STEP 6 : Handling Customer Objections

STEP 7 : CLOSING THE SALE

We closed the sale by using the need-benefit close approach, where we matched the needs of the
customer with the benefits that he/she can derive from the product. Also we used the comparison
close approach, where we compared our products to those of the available competitors.
 PROFIT CALCULATION

PRODUCT CP MRP SP PROFIT

EARNED

LIST OF CUSTOMERS

Name of Customer Contact Number