PERSONAL

SELLING
SCHNEIDER ELECTRIC
 DEFINITION

PERSONAL SELLING IS DEFINED AS FACE-TO-FACE SELLING IN

WHICH ONE PERSON WHO IS THE SALESMAN TRIES TO
CONVINCE THE CUSTOMER IN BUYING A PRODUCT. IT IS A
PROMOTIONAL METHOD BY WHICH THE SALESPERSON USES HIS
OR HER SKILLS AND ABILITIES IN AN ATTEMPT TO MAKE A SELL.
 ADVANTAGES DISADVANTAGES

High customer High cost

attention
Labour intensive
Message is customised
Can only reach a limited
Interactivity number of customers
Persuasive impact
Potential for
development of
relationship
Adaptable
Opportunity to close
the sale
 NEED FOR PERSONAL SELLING

REQUIREMENTS OF PRODUCT DEMONSTRATION

PROSPECTS MAY NOT BE AWARE OF THE NEED OF THE PRODUCT.
HUMAN EMOTIONAL FACTORS.
EMERGENCE OF AN ENTIRELY NEW TYPE OF PRODUCT
NEED TO DEVELOP RELATIONS WITH CUSTOMERS
SOURCE OF MARKETING RESEARCH DATA
TO REMOVE MISCONCEPTIONS CAUSED BY COMPETITIVE
ADVERTISING
 INTRODUC
TION
A FOUNDED IN 1836 AS A STEEL, IRON AND MANUFACTURING FIRM.
MOVES IN ELECTRICITY AND ENERGY MANAGEMENT IN 1970S WITH
ACQUISITION OF INTEREST IN MERLIN GERIN.
NOW A WORLD LEADER IN ENERGY AND ELECTRICITY MANAGEMENT.
SCHNEIDER ELECTRICS BUSINESS IS IN PRIMARY FOUR AREAS:
BUILDING(45%)
INDUSTRY(21%)
INFRASTRUCTURE(20%)
DATA CENTRES & NETWORKS(14%)
 GLOBAL
BUSINESS
NORTH AMERICA
SHARE
WESTERN EUROPE ASIA PACIFIC REST OF THE WORLD

33700 47600 61500 34100

38 92 77 38

6.7 7.0
6.3
4.8
4.1
Billion
2.3
1.2 1.2

2003 2014 2003 2014 2003 2014 2003 2014

MARKET
STRATEGY
B2B CUSTOMERS. CONSULTATIVE SALES.

PRODUCTS: MEDIUM VOLTAGE TRANSFORMERS,

PROCESS CONTROL AND SAFETY, CONTACTORS AND

PROTECTION RELAYS, CIRCUIT BREAKERS, CRITICAL

POWER AND COOLING SERVICES FOR DATA CENTRES.

MARKET
STRATEGY
B2C CUSTOMERS. COMMODITY SALES.

PRODUCTS: VALVES AND ACTUATORS, CAPACITORS,

SWITCHES, RACEWAYS, BACK UP UPS, HOME SECURITY

SYSTEMS.
RECRUITMENT OF SALES PERSONNEL
CRITERIA FOR CONSULTATIVE SALES
PRODUCT KNOWLEDGE

UNDERSTANDING THE MARKET NEEDS AND

TRENDS

UNDERSTANDING THE CONSUMER NEED

PREVIOUS WORK EXPERIENCE IN THE FIELD

CRITERIA FOR COMMODATIVE SALES

MOTIVATED AND DRIVEN TO SELL

PERSISTENCE

PERFORM FIELD WORK

 TRAINING
GENERAL TRAINING.
ABOUT THE COMPANY.

COMPETITORS AND THEIR OFFERINGS.

CUSTOMERS.

PRODUCT TRAINING.

VALUES AND POLICIES OF THE COMPANY.

PRICING POLICY.

COMMERCIAL RULES AND

REGULATIONS
 INCENTIVES

SALES VOLUME IN SPECIFIED PERIOD OF TIME.

PRICE REALISATION.
PAYMENTS.
CUSTOMER SATISFACTION.
CUSTOMERS CONTACTED.
PRODUCT DEPENDENT HIT RATIO.
 INCENTIVES
MONETARY.
INCENTIVES/BONUS.

SALARY INCREMENTS.

SPONSORED HOLIDAYS AND FAMILY OUTINGS

VISIBILITY IN COMPANY.
BOARD INCLUSION.

AWARDS, CERTIFICATES AND POSITIONS.

DINNER WITH MD AND OTHER HIGHER

OFFICIALS.
PERFORMANCE ISSUE

ACCOMMODATE.
ANALYSE.
REORGANISE.
REPLACE.
ORGANISATION OF SALES FORCE

FOR COMMODATIVE/RETAIL SALES:

GEOGRAPHICAL.
CONTINENT/COUNTRY/REGIONAL/ZONAL.

CONSULTATIVE SALES
PRODUCT DEPENDENT.
CUSTOMER SEGMENT SPECIFIC: OIL & GAS, IT(DATA
CENTRES), POWER GENERATION ETC.
APPLICATION SPECIFIC: CONVEYORS, AUTOMATION,
SWITCHGEARS ETC.
 ROUTING

FOR COMMODATIVE/RETAIL SALES:

CLOVER LEAF TYPE.
VISITING LOCAL SHOPS AND ELECTRICIANS.
VISITING DISTRIBUTOR.
AREA AND BUSINESS DEPENDANT.
 OTHER LEARNINGS

THEY ARE THE ONES WHO HOLD THE

RELATIONSHIP WITH THE CUSTOMERS AND THEY
ARE THE ONES WHO GET THE FEEDBACK ABOUT
THE PRODUCTS PERFORMANCE.
THE SALES FORCE ALSO A HUGE HELP IN
FORECASTING THE FEASIBILITY OF A NEW
PRODUCT OR PROJECT AS THEY HAVE AN
EXCELLENT KNOWLEDGE ABOUT THE PROBABLE
ACCEPTABILITY OF THE PRODUCT.
THE SALES PERSONNEL ARE THE FIRST ONES TO
SIFT OUT IN WHICH STAGE OF ITS LIFE CYCLE THE
PRODUCT IS IN.
THANK
YOU