Secrets of Personal Selling training centre in Bangladesh


Secrets of Personal Selling


Since organizations cannot go and sell their products or services personally they have to use effective marketing communications. And as one of the vital objectives of the entities are to generate sale, revenue & above all to survive financially, they have to look for effective and skilled marketers or sales professionals as personal selling is a vital part of communication in marketing. But as it is not available readymade, they have to go for train up sales people as well as often themselves (concern managements) and all their employees involved in the sales process. And that is the main objective of this training session. On the other hand smart sales marketers are required to deal with the savvy prospects/ customers which are the demand of the day. This training program is designed with the objectives to develop the sales professionals who have to bear in mind to get competitive advantage over all the obstacles they may face in the real field of sales & direct marketing. To this end the challenges and opportunities generally arise in direct marketing & selling process are discussed step by step in the contents available under the topic “Secrets of Personal Selling.”


To play role based on practical or real life scenario, individual/ group experience, sharing interactive lecture, power point presentation, group work/ exercise/ case study, video clips & Q & A.

Contents of Training:

After attending the training program a trainee will be competent in managing personal or one to one sale process and sales management skills. Also he/she will be able to achieve desired and impossible sales targets.
(1)For information: For sharing information regarding selling & direct marketing.
(2)To initiate action: Marketers can take initiative to start working confidently.
(3)To change behavior: Sales people can enjoy maintaining responsibility.

Personal selling
Introduction & the Nature of personal Selling process.
Objectives of personal selling in marketing.
Difference between marketing and selling
Steps in Personal Selling Process.
Ways to manage presentation.
Tips to control closing ration.
Scope and importance of personal selling.
Advantages of personal selling.
About Personal Selling and direct marketing.
The new direct marketing model.
Growth and benefits of buyers and sellers in direct marketing.
Form of personal selling and direct marketing.
Components of direct marketing.
Role Play on Sales Cycle/ Sales Process.

Sales Planning
How to be a good sales planner.
Importance of record book or business diary.
Organizing daily plan tracking for individual performance evaluation.
How to relate your desired income with activities and expenses.

Essential Competencies for personal selling
Importance to align with company`s main theme (vision) and values as a sales person.
Importance of KAS.
SWOT analysis required for getting competitive advantage.
The psychology of customer`s needs & prospecting strategies.
Accounts relation and strategy need discovery through PDA & leads` book.
The impact of technology in personal selling.
Product and market situation in personal selling.
AIDAS theory of Personal selling.
Importance of SPIN selling for uncovering and developing customer`s needs.

Personal sales management
Build success Daily Basis (BSDB).
Synopsis of Sales management.
How to supercharge sales volumes.
Daily consultant`s activity standard (DCAS).
The Sales management condenses of personal selling.
Key account management in personal selling.

Quality of a successful salesman.
How sales people should spend their time.
Studying the psychology in selling and customer`s buying behavior.
Comparing personal selling and advertising/ sales promotion.
Key difference between traditional selling and relationship selling.
Types of sales people and personal selling tasks.
Selling environment in personal selling process.
Comparing between order taker and order getter.
Importance of emotional intelligence.
Techniques for handling objections in all stages of personal selling.
Different types of selling.

Acquisition & retention of customer through leveraging customers` information
Continuous way of identifying prospect from existing market.
Target media.
Customer information and data base.
Communication as vital component.
Method of up selling and cross selling.
How to create customer value.
Customer relationship management.
Key to improve customer service and negotiation skills.

Managing the sales force
Way of supervising and monitoring of sales force.
Way to motivating the sales force.
Evaluating sales people and sales force performance.
Sales management and daily leaders activity standard (DALAS)
Sales force automation for getting competitive advantage.
Recruiting, Selecting & Promoting sales people.
Compensating sales people.

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All sale and direct marketing oriented professionals engaged or wish to build their career is sales and marketing field in various industries like insurance, Bank, Financial institution, Real estates, pharmaceuticals, Building materials, food industry, retail chain, logistics, supply chain, Apparels, FMCG and above all those who are involved in personal selling/ one to one selling and personal sales management. New graduates or young entrepreneurs interested to start sales oriented new business. Independent business entity owners dealing sale businessmen of any product or service.
Anyone who want to build his career in Sales & Marketing Department.
New startups or Entrepreneur or Consultants & fresh graduates.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.