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go good evening everyone good evening i'm eileen aguilar tonight we will discuss about the topic of personal selling which compose of five steps of personal selling approaches the stimulus response selling mental state selling need satisfaction problem solving and the last is consultative selling at the end of this topic we are expected to apply the personal selling approaches the first topic will be discussed by elizar rokamora hello everyone i'm elizabeth the first reporter in this group number one stimulus response selling is an approach to selling which relies on the salesperson's ability to say the right thing in order to obtain favorable reactions from the buyer when we say stimulus response selling it is their strategy or way sometimes a sales person that is scanning can't approach wherein the salesperson already memorized the dialogue repetitively when he or she makes a sales presentation number two mental state selling also called formula approach to personal selling assumes that the buying process for all buyers are similar in that buyers can be manipulated to through certain mental states or steps in the buying process humayun augmented state selling it is when there is a process before the customer purchase the product it means the customer considered their mental capability like the following process which is the attention conviction interest desire induction some customer buy the product daily number three need satisfaction approach based on the idea that customers buy because they have a need or want to satisfy it means a sales person is a needs and one's specialized customer in order to satisfy them of course in ordering the sales person should ask questions to the customers to help them meet their needs number four problem solving approach an approach to selling in which the salesperson works with the buyer to evaluate alternative solutions to a problem and to select the best alternative so problem-solving approach is an extension of need satisfaction selling it goes beyond identifying needs to developing alternative solutions for satisfying their needs in other words the problem solving approach typically requires educating the customers about the full impact of the existing problem and clearly communicating how the solutions delivers significant customers value number five consultative selling goes beyond satisfying needs and providing solutions to problems consultative selling is the last process or selling strategy in a garment and selling products it helps customers to reach their strategic goals by using the products and services and also the expertise of the sales organization and also it is a method wherein the focus on achieving strategic goals customers not just meeting needs or solving problems sales pay sell sales people confirm their customers strategic goals and then work collaboratively with customers to achieve those goals that's all consultative selling goes beyond satisfied satisfying needs and providing solutions to problems next stimulus the alternative approaches to personal selling there are five personal selling approaches first is stimulus response second mental states need satisfaction problem solving and the last is consultative selling next the stimulus response selling this this is the simplest of the five view of personal selling her sales people intentionally use a repertoire of words and actions that can generate desired response from the prospect so the stimulus response selling is the simplest among the five personal selling why it's because the salesperson or sales people prepare their set of question or the statement to the prospective customer and also the stimulus response selling focuses more on the customer then those logical words or prepared question used by the salesperson to their prospective customer is called by canned presentation or in a town scripted sales presentation where every words and prop is organized in advance door-to-door sales person or pharmaceutical representative the can presentation is a type of a detailed and structured presentation where the content are presented in a systematic and well planned manner next the figure 1 shows that the salesperson provides the statements the questions actions and audio vests visible aids demonstration to their prospective customer to gain a response from the customer so after the customer response the sales person they try to secure a positive purchase decision from the customer or buyer that's all the third report will be discussed by rj rosani hi everyone i am rj and i really want to talk about the mental state selling mental state selling also called formula approach the personnel sailing assumes that buying prices for all buyers are similar and and that buyers can be manipulated through certain mental states or steps in the buying process which is referred to as either which means attention interest and desire and actions there is a mental ceiling when the customer with the customer looking a product in the mental state of curiosity and the on the sales tip is attention and then then critical sales tax [Music] next need satisfaction approach it's based on the idea that customers buy because they have a need or want to satisfy um it is very under understable and there's sabotage nah i need satisfaction okay it means the satisfaction of customers unlike the stimulus guy stimulus response and salesperson salesperson but there is a need satisfaction approach is is more focused on the customer which means it's a customer concerning need satisfaction approach next problem solving approach is an extension of the need of satisfaction approach where the salesperson develops a solution to the needs of the customers rather than simply identifying their needs first is define problem second is generate alternative solutions third is evaluate alternative solutions and last is continuously until purchased decisions suppose the approach is defined problem so for example alcohol um a and that's all next will be presented by my group mates belfried editing okay good evening uh consultative selling goes beyond satisfying needs and providing solution to problems the focus is to help customers achieve their strategic goals by using products services and expertise of the organization meaning consultative selling is a approach that prioritizes relationship and open dialogue to identify and provide solutions to a customer needs it is hyper focus on the customer rather than the product being sold this technique helps sales professionals better understanding and challenge faced by customers so they can position the solution in a more compel compelling and effective way next is the three rows three primary rules the first role is the strategic orchestrator says people facilitate the use of companies resources in effort to satisfy the needs of the customer meaning a sales person who coordinates all the information resources and activities needed to support customers before during after the sales second is the business consultant the salesperson uses internal and external outside style organization source become an expert on the customer's business meaning it provides management consulting to help organizations improve their performance and efficiency these professionals analyze business and create solutions while also helping companies meet their goals lastly the long-term ally the salesperson shows support the customer event sales is not expected that's all thank you um