Assignment

on
Sales and distribution
Management

Submitted by
Nimesh Chakraborty
MBA 3rd semester
Roll No - 28
 Personal selling process of Coca-cola

Personal selling is a selling method where business use people to sell the products after meeting

face to face with the customer. In this type of selling approach the seller promote the product

through his attitude, appearance and product knowledge. Seller aim to inform and encourage the

customer to buy his/her product or at least try the product. The purpose of personal selling is to

bring the right product into contact with right customer. Personal Selling is the purchase situation

involving a personal, paid for communication between two people in an attempt to influence

each other.

Coca- Cola was one of the first companies to recognize the power of coupons for sales

promotion purposes. In 1887, one of the company’s Partners, Asa Griggs Candler, helped to

launch the company into the public eye using innovative and never-tried-before advertising

techniques, one of which was a coupon, hand written by the man himself. Soon, Candler was

creating coupons offering complimentary Coca-Cola to people who he believed might ultimately

be interested in buying the product. These coupons were mailed out to potential customers and

were also placed inside magazines for readers to discover. The advertising worked. More than

eight billion free Coca-Cola drinks were given out to people and within eight years Coca-Cola

was being served in every single state that was part of the United States at that time.

Coca-Cola products is one part of the company’s promotion mix. This strategy works in that it

allows the salesperson to tailor their message precisely to a specific audience and they are able to

receive an immediate response regarding the product.

The personal selling process that are followed by the company are as follows –
Step 1: Generating Leads

The Coca-Cola Company brand is almost every part of the world wherever you go, it is a trademark

worldwide. The Coca-Cola Company generates leads through advertising and social media, being

a part of the region local culture and traditions. The company adapts their product to the norms of

the society they will sell their beverage.

Step 2: Qualifying Leads

The Coca-Cola Company the recognition of the need is, the need of a beverage but in reality it is

a want. The company uses their web site and social media to qualify their leads, some techniques

are surveys, snapshots, news stories, polls and connecting with social networks.

Step 3: Approaching the Customer and Probing Needs

The Coca-Cola Company Some of the social networks are Facebook, Twitter, Tumblr, YouTube,

Instagram and more. The Coca-Cola Company website advertises all the elements of stories, blogs,

opinions, news, brands, videos, music and more.

Step 4: Developing and Proposing Solutions

The Coca-Cola Company advertise through social media, a salesperson is more related to the

individual carrying out the word of the Coca-Cola beverage. Which does support the loyalty brand,

by marketing Coca-Cola through the individual and specifically drinking the beverage.

Step 5: Handling Objectives

The Coca-Cola loyalty brand are more open to purchasing Coca-Cola beverage but if you have a

new customer the steady answer will be yes. There are factors like social culture that can effect

the purchasing of the beverage.

Step 6: Closing the Sale

The objectives of buying Coca-Cola are meet, it is a sub-product that is minor is sense of

purchasing a TV. The sale is most often to be closed in a orderly manner.

Step 7: Following Up

The Coca-Cola Company on their main site has information and a feedback site to follow up on

their selling process, if it was successful in wants and needs or unsuccessful in certain critiq ues.