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Proses Penjualan Melalui Personal Selling dan Jenis-Jenis
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Proses Penjualan – Arti personal selling secara umum dapat diartikan sebagai bentuk komunikasi dua arah secara yang dilakukan dengan bertatap muka antara penjual dan calon pembeli untuk memperkenalkan produk yang ditawarkan sehingga bisa menguntungkan kedua belah pihak.
Dengan kata lain, personal selling dapat dikatakan sebagai suatu penyajian lisan dalam pembicaraan seseoranga dengan calon pembeli yang bertujuan untuk meningkatkan penjualan.
Proses Penjualan Melalui Personal Selling Berikut merupakan Proses Penjualan Melalui Personal Selling menurut Kotler (2001:224) :
1. Memilih dan Menilai ProspekLangkah pertama pada proses penjualan adalah memilih prospek serta menilai prospek atau orang-orang yang bisa menjadi pelanggan potensial.
Walaupun perusahaan memberikan beberapa panduan namun di butuhkan keterampilan seorang wiraniaga untuk mengarahkan mereka.
2. PrapendekatanSebelum wiraniaga mendekati prospek, mereka harus belajar tentang prospek yang akan didatanginya atau pembeinya.
Hal ini sering dikenal dengan pra pendekatan.
3. PendekatanPada langkah pendekatan, seorang wiraniaga harus tahu untuk menemui serta menyapa pembeli serta menjalin hubungan untuk menciptakan awalan yang baik.
Hal ini dapat terkait dengan penampilan, kata pembuka dan juga penjelasan lebih lanjut.
4. Presentasi dan DemoDidalam proses presentasi pada proses penjualan maka wiraniaga harus dapat menceritakan tentang riwayat produk kepada pembeli.
Lalu mereka harus dapat menggambarkan produk dapat menghasilkan atau menghemat uang.
Dengan pendekatan kepuasan kebutuhan maka wiraniaga dapat memulai untuk mencari kebutuhan pelanggan yang bisa diperoleh dengan membiarkan pelanggan berbicara.
Untuk itu, wiraniaga harus memiliki kemampuan untuk mendengar dan juga memecahkan permasalahan.
5. Menangani keberatanSaat presentasi, pelanggan mungkin tidak memiliki keberatan dan juga ketika mereka membuat pesanan.
Namun permasalahannya terkadang keberatan sering tidak diungkapkan pelanggan baik itu secara logis atau psikologis.
Untuk mengatasi hal tersebut maka wiraniaga harus menggunakan pendekatan yang positif, dan menggali keberatan-keberatan yang tersembunyi tersebut.
Wiraniaga harus bisa meminta pembeli untuk menjelaskan keberatannya dan menggunakan keberatan tersebut sebagai peluang untuk memberikan informasi dan mengubah keberatan tersebut menjadi alasan untuk membeli.
6. Menutup penjualan Setelah keberatan prospek dapat teratasi maka langkah selanjutnya adalah mencoba untuk menutupnya dengan penjualan.
Beberapa wiraniaga tidak dapat menutup proses ini dengan penjualan atau juga menanganinya dengan baik.
Hal ini dapat disebabkan oleh wiraniaga kurang percaya diri, enggan untuk bertanya atau juga tidak mengatui waktu yang tepat untuk menutup penjualan.
7. Menindak lanjutiProses terakhir yang harus dilakukan dalam proses penjualan adalah menindak lanjutinya.
Menindak lanjuti ini dibutuhkan bila wiraniaga ingin memastikan bahwa pelanggan mereka telah puas.
Setelah menutup penjualan, wiraniaga harus memastikan penyerahan barang, persyaratan pembelian dan hal lainnya.
Selain itu, wiraniaga harus melakukan kunjungan setelah pesanan diteria demi memastikan semuanya telah berjalan dengan baik.
Baca juga | Pengertian Personal Selling, Tujuan, Fungsi, Kelebihan dan Kekurangan
Jenis Personal Selling jenis personal selling menurut Djasmin Saladin dan Yevis Merti Oesman (1994:195) dapat terbagi menjadi 3 (tiga), yaitu :
1. Field Selling Field Selling adalah tenaga penjual yang menjalankan penjualan di luar perusahaan dengan mendatangi prospek secara door to door atau juga dari perusahaan satu ke perusahaan lainnya.
Jenis Field selling dapat terdiri dari:
Penjualan Langsung : penjualan yang dilakukan dari rumah ke rumah untuk menjajakan barang jualannya dan proses penjualan ini sangat menghabiskan banyak waktu dan tenaga.Penjualan Otomatis : penjualan yang dilakukan dengan menggunakan mesin yang telah dipasang secara otomatis yang selalu memberikan pelayanan 24 jam.Jasa Pembelian : badan usaha yang memberikan produknya berupa jasa seperti: Sekolah, Rumah sakit, Asuransi dan Bank.2. Retail Selling Retail Selling adalah tenaga penjualan yang melakukan penjualannya dengan melayani konsumen yang datang pada perusahaan.
3. Executive Selling Executive Selling adalah hubungan yang dilakukan oleh pemimpin perusahaan dengan pemimpin perusahaan lainnya atau dengan pemerintah, dengan tujuan melakukan penjualan.
Baca juga | Pengertian Kepuasan Konsumen dan Faktor yang Mempengaruhi
Sifat-Sifat Personal SellingPersonal selling dapat dikatakan sebagai salah satu alat promosi paling efektif terutama dalam bentuk preferensi, keyakinan dan tindakan pembeli.
Menurut Kotler (1997 :224) dalam bukunya manajemen pemasaran, personal selling bila di bandingkan dengan periklanan memiliki tiga sifat khusus, yaitu :
a. Konfrontasi Personal (Personal Confrontation) Personal selling ini dapat terdiri dari hubungan yang hidup secara langsung dan hubungan interaktif antar dua orang atau lebih.
Semua pihak yang terlibat dapat melihat kebutuhan dan karakteristik pihak lainnya secara lebih dekat dan menyesuaikan diri.
b. Pengembangan (cultivation) Dengan personal selling dapat menciptakan berbagai jenis hubungan mulai dari hubungan penjualan hingga hubungan persahabatan.
c. Tanggapan (Response) Personal selling akan membuat para pembeli merasa memiliki kewajiban untuk mendengarkan, memperhatikan serta merespon wiraniaga.
Demikianlah pembahasan tentang Proses Penjualan Melalui Personal Selling dan Jenis-Jenis.