Effectiveness of Personal Selling in Business to Business

Effectiveness of Personal Selling in Business to Business (B2B)

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Significance of the study Review of existing literature Conceptualization - Industry profile - Company profile Focus of the problem Objective of the study Research methodology Findings of the study Limitation of the study

Sig nifican ificanc e of  of S  S tudy  tudy  y

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To study the effectiveness of personal selling in business to business marketing. To study the importance of personal selling as compared to other channel. To know the customer view point regarding various personal selling techniques.

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Dr.Matin Khan:- ³The oral presentation of a company products, or  services to one or more prospective purchasers for the purpose of  making a sale´. David L.Kurtz:- ³Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques for building  personal relationships with another party´ .

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Profil  Pro fil e

In 1912, an English metallurgist, Harry Brearly, accidentally

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discovered Stainless Steel. From undergrounds pipes to space, dairy equipment to pharama equipment, coins to automobiles. Stainless Steel is everywhere. Like we like to say, "Tomorrow definitely belongs to Stainless Steel". Company Profil e - J i nd al S t ai nl ess Ltd. Jindal group was founded by late Sh. O.P. Jindal in1952. Jindal steel is one of the largest steel producers in India with 12 plants in India and 2 in USA. He started by trading in steel pipes in Nalwa, a village in the presentday Haryana.

Foc us of  the Probl em Focus of problem is common task of salespeople, especially when selling in business markets, is to educate customers on new product offerings The fact that personal selling involves person-to-person communication makes it a natural method for getting customers to experience a product for the first time..

Objec ti  ves of the Projec t  The main objective of this study is to know ³E ff ec t i veness of  personal  selli ng  i n b2b selli ng´ . The available information through scientific procedures.

R esear c h

Methodol og y :

MARKET RESEARCH DESIGN : Descriptive cum exploratory DATA SOURCE : Primary & secondary RESEARCH APPROACH : Survey method

RESEARCH INSTRUMENTS : Questionnaire TYPES OF QUESTIONS : Close as well open ended SAMPLE SIZE : 100 samples MODE OF COLLECTION DATA : Respondents to be chosen randomly. Random Sampling)

Anal ysi s

of  Projec t  R eport - Effectiveness of Personal Selling in b2b Selling 1. Which steel company you most prefer?

2. Which method of contact is used by between you and your  company? Direct - 16, Telephone - 84, Email - None, Fax - None

3. Which mode of purchasing you prefer? Director - 0, Indirect - 100

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According to my survey about 80% of the respondents agree on the fact that company name influence the buying decisions. Company name, which have positive image like jindal, surya parkas, ravindra, rst, jodia etc., differently influence the buying behavior of the customer. Jindal Company provides better personal selling in b2b selling techniques. So, Jindal Company is better than the other  company in personal selling in b2b selling.

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