Personal selling facilitates face-to-face meeting with the customers. There is high customer attention, persuasive impac

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Personal selling facilitates face-to-face meeting with the
customers. There is high
customer attention, persuasive impact and message is customized.
What we sell does
not matter more but what matters is how we sell. Successful
salespeople get into the
psychology of the customers. It is said that selling makes the
world go around. For it is
somebody who sold something to someone else, who in turn sold it to
us. Mrs.Aparna
Wagle joined lnsta Cook as a salesperson after completing for
graduation. Having
completed two years of service now she is assigned the job of
door-to-door selling for
non-stick cooking pan. Her calls consisted of 30 visits per day in
a work schedule of
eight hours. Mostly she would call on housewives and explain to
them the benefits of
using non-stick cooking pan. The customer is allowed to make cash
on delivery or
payment by debit and credit cards. Once order is received, delivery
is made promptly
because the van carries the supply. She has grown accustomed to
handling diversified
complaints and objections. This is the toughest part of her
assignment.
What benefits could Mrs Aparna Wagle ordinarily explain to the
housewives?
The customer said "My cooking is different." How should Aparna
Wagle handle this
objection?