[0:00]Hello everyone, welcome to our channel Nanak Education Point, myself Heena Takkar. aur aaj hum lekar aaye hain personal selling and salesmanship ka most important question jo ki question bank hai. ye December 2025 ke liye aur June 2026 ke liye questions banaye gaye hain, aapko bus itni hi preparation karni hai aur iske alawa ek bhi question nahi karna. Question bahut limited hain, total 13 question hain jo main aapko karwane wali hoon aur iske answers bhi discuss karungi aur apne example bhi dungi to aap please apni copy, pen, pencil lekar saath mein baithhe. aur jin bachhon ne iski hard copy ya fir iske printouts nikal rakhe hain humse bahut pehle hi le liye the. To wo log saath mein hi jaise jo question likha hai iske bagal mein jo-jo main example deti jaungi wo aap note karte jaana, theek hai. To jinhone nahi liya hai wo lena chahte hain to WhatsApp karke le sakte hain, abhi time hai aap abhi loge to zyada benefit hoga. kyuki abhi aap isko teen-char baar padhoge fir teen-char baar exam se pehle revise karoge to aapke mind mein set ho jayega aur aap achhe-khase marks score kar sakte ho. Sabse pehla question aata hai Personal Selling hota kya hai, iske nature kya hain, iske advantages kya hain. Jo-jo main example bolungi, jo bhi examples honge wo aapko saath mein note-down karne hain. aur unhi example se aapka content badhega kyuki aapke exam ke andar aapko content chahiye hota hai likhne ke liye. Ek example se bhi aap ek page bhar sakte ho, do page bhi likh sakte ho. Aur start karte hain, to sabse pehla question aata hai Personal Selling ka nature and advantages. Sabse pehle baat karte hain Personal Selling hota kya hai. To dekho Personal Selling naam se hi samajh aa raha hai, aapko cheezon ko pakadna hai, ratta nahi marna. Personal selling means hota hai ki ye ek direct form of communication hai, kya hai, ek direct form of communication hai kiske beech ka salesperson aur potential customer ke beech ka. Yaani salesperson kaun hota hai jo ki samaan ko bechna chahta hai, theek hai, sell karna chahta hai aur potential customer yaani ki wo samaan ko kharidega. Ab depend karta hai salesperson ke upar ki wo kitni achhi uski convincing power hai, kitna achha uska product hai, kitni achhi quality hai, kitne achhe se wo communicate karta hai, uske according potential customer jo hai wo encourage hota hai product ko leke ya service ko leke. With the purpose of making a sale. It involves face-to-face interaction, ye ek face-to-face interaction hota hai kiske beech ka salesperson aur customer ke beech ka. Let's suppose yahan pe koi salesperson hai jinka naam hai Ram aur ek jo customer hai jiska naam hai Sonu. To in dono ke beech mein jo personal communication ho raha hai, personal interaction ho raha hai usi ko hum bolte hain personal selling. Personal selling ke kuch natures hote hain, sabse pehla aata hai personal interaction. It involves direct communication between the buyer and seller. Two-way communication rehta hai, the salesperson can immediately address customer questions and doubts. Yaani ki two-way communication kis prakar se rehta hai, yaani ki jo salesperson hota hai wo immediately address customer customer question and doubt, yaani jo bhi customer ke mann mein doubts hain, question hain unke answer kaun karta hai salesperson karta hai tak ki wo convince ho sake aur uske product ko le sake. Relationship building rehti hai, it helps develop long-term relationships with customers through trust and personal contact. kyuki customer ke agar doubt clear ho jaate hain, usko apne question ke saare answer mil jaate hain to customer ka trust bana rehta hai aur ek personal contact bhi bana rehta hai. Next aata hai goal-oriented activity. The main objective is to generate sale, yaani ki jo hamara maksad hai personal selling ke andar wo sale ko generate karna aur customer ko satisfy karna. kyuki agar customer satisfy ho gaya to wo baar-baar aapse hi product lega. Flexible approach rehti hai, aaram se aap usko convince kar sakte ho sale ya customer ko agar aapka product achha hai, aapke paas knowledge hai, aapke paas achhi skill hai, aapka product achha hai. To customer ke relation jo hote hain wo bhi jo hai usko aap achhe se present kar sakte ho aur uski need ko fulfill kar sakte ho. Art and science kis prakar se, it requires both personal skill and product knowledge. Art and science is science is prakar se hai ki isme kya hota hai art of jaise ki personal skill bhi aati hai aur product ki knowledge bhi aati hai. Personal selling ke kuch advantages hain, kuch fayde hain jaise ki personal attention milti hai. Theek hai, yaani ki har ek customer ko ek individual focus milta hai. Individual feedback bhi hota hai iske andar. Customer confidence bhi create hota hai kyuki usko har ek cheez ki knowledge mil rahi hoti hai to usko apne aap automatic kya mil jaata hai confidence aa jaata hai. Effective for complex product, yaani ki useful for explaining technical or high-value goods that the need demonstration. Long-term relationship aata hai jaise it help maintain customer loyalty and repeat business. Yaani ki hamare customer ki loyalty ko bhi maintain karke rakhta hai aur business ko bhi baar-baar deta hai, lambe samay ke liye chalta hai. kyuki agar salesperson jaise ki maine upar example se samjhaya ki Ram agar Sonu ko achhe se satisfy karega, har ek cheez batayega, uske doubt clear karega, achha product dega to baar-baar wo product leta rahega, yaani wo uska permanent customer ban jayega, yaani long-term relationship bane rahenge. Market research bhi isse assist hoti hai aur customer ke jo feedbacks hain usme bhi bahut fayda milta hai. Next iski kuch buraiyaan hain hamari personal selling ki. Fayde ke saath-saath burayi bhi hai, high cost hoti hai kyuki high cost kyuki hoti hai kyuki yahan par ye thoda expensive pad jaata hai. Salaries, commissions, travel, training ye sab cheeze deni padti hain. Theek hai, kyuki jab hum salesperson personal interaction karega to dekho bhai har cheez ki koi company ne agar salesperson rakha hua hai samaan ko bechne ke liye to usko salary bhi deni padegi, commission bhi dene padenge, travel bhi dena padega idhar se udhar jaane ka, training bhi deni padti hai. To wo thoda costly pad jaata hai, kharcha karna padta hai company ko. Company agar salesperson pe kharcha karegi to salesperson bhi aage jo hai achhe se kaam karega aur usko sell karke dega company ko. Limited reach rehti hai, dekho saare customer tak to nahi pahucha jaata, bahut limited customer tak pahucha jaata hai. Time-consuming hota hai, time to lag hi jaata hai kyuki agar hum personal attention kisi ko bhi dete hain to time lagta hai. Difficulty in finding trained salespersons, hume company ko thodi dikkat ho jaati hai salesperson dhundne mein jo ki trained ho, theek hai. Possibility of misrepresentation rehta hai, yaani ki some salespersons may exaggerate product claims to achieve sales targets leading to customer dissatisfaction, kabhi-kabhi hamara jo customer hota hai na wo dissatisfy bhi ho jaata hai. To ye bhi iski ek burayi hai, theek hai. Kyuki salesperson agar achhe se explain nahi karega ya company zyada kharcha nahi degi to salesperson mehnat nahi karta ye saari cheeze ho jaati hain isse sale jo hamari aage ki dikkate badh jaati hain aur sales bhi target jo hoti hai wo dikkat aati hai usme. Salesperson ki ability dependence karti hai uske skill, uske efforts pe, wo kitni mehnat laga raha hai, agar mehnat lagaega to product bikega, long-term relationship bane rahenge aur company ki growth hogi. Unsuitable for low-value products. Jo chhote-chhote value ke product hote hain unme ye unsuitable rehta hai, jaise sabun hai, toothpaste hai, in sab mein ye kaam nahi karta, usme inexpensive pad jaata hai, mehnga pad jaata hai. Next question aata hai type of salesmanship. To sabse pehle salesmanship aapko pata hi hai classify kiya gaya hai, sabse pehle aata hai trade salesmanship. Isme aata hai involve selling to wholesalers, retailers and distributors rather than directly to consumers. Yaani ki yahan par baat hoti hai salesperson from a soft drink company selling to retail shop. Yahan pe ek-ek persons ko jaake customer ko samaan nahi becha jaata, yahan par jo hai retailer, distributor, wholesaler in sab se deal kari jaati hai. Jaise yahan example bhi diya hai ki inhone jo focus kiya hai maintaining business relationship ko build karna aur regular supply karni hai. Jaise soft drink company jo hai, koi salesperson hai soft drink company ka jo ki samaan ko bech raha hai retail shop mein jaake, theek hai, to wo trade salesmanship kehlaati hai. Consumer mein aata hai product ko wahi jo maine abhi upar samjhaya jaise selling home appliances hain, cosmetic ka hai, insurance hai, jaise ghar-ghar mein jaake pehle aate the bahut saare log ki haan detergent le lo ya fir insurance hum log bech rahe hain ya appliances hain, cosmetic hai, wo consumer salesmanship hoti hai. ek-ek product ke bare mein explain kiya jaata hai, uske benefit, uski achhaiyan batayi jaati hain. Next aata hai industrial salesmanship. Iske andar kya aata hai, iske andar aata hai machinery ho gayi, tools ho gaye, kachha maal ho gaya, ye factory tak pahuchaya jaata hai, industrial, naam se hi clear hai industrial salesmanship yaani hum industry ko samaan bech rahe hain. Yaani ki selling to manufacturer or industrial buyers who use the products in their production process. Ki wo production process jo unka ho raha hai usme wo product ko istemal kar payenge. Next aata hai service salesmanship. Service mein aata hai jaise ki selling banking, insurance, hotel, education services jo provide hoti hai wo service mein aati hain. Yaani the salesperson must build trust, wo trust build karta hai apni intangible services ko de karke. Uske baad next aata hai missionary salesmanship. isme kya hota hai the salesperson does not sell directly but promote goodwill aur provide product information to influence future sales. Medical representatives visiting doctor to promote medicines.
[8:43]Yaani ki jo hamare medical ke jo representative hote hain wo visiting doctor, doctor ke paas aake wo medicine ko promote karte hain aur wo batate hain na aise-aise medicine hai aap aage apne jo bhi aapke customer hain unko bataiye wo fir lenge, aise commission base jo hota hai.
[9:02]Technical salesmanship mein kya aata hai, involves selling complex or highly technical product that need detailed explanation and after-sale support. Hota kya hai iske andar? Jaise computer ko bechna, software systems ko sell out karna, engineering equipments hote hain, ye saare technical mein aate hain. Next question aata hai difference aata hai sales presentation and demonstration ka. Dekho sale presentation naam se hi clear hai, ye sale karne ka ek tarika hai, ek verbal hai, ek visual explanation hoti hai jo salesperson inform karta hai and customer about the product. And customer about the product. And the matlab usko bataya jaata hai, oral ya fir descriptive ho sakta hai ye jaise charts hain, brochures hain, slides hain, verbal communication hai, ye sab isme dekha jaata hai. Customer listens and asks questions. Isme customer sunta hai aur apne question, doubt-wout puchta hai. Services or product that don't need live display. Theek hai, achha demonstration mein kya hota hai practical display showing how the product works. Isme kya hota hai demonstration mein kya hota hai ek practical display hoti hai cheez ki ye jo product hai wo kis tarike se kaam karega, kaise perform karega. To wo demonstration mein aata hai. Mostly practical hota hai ye, action-based hota hai product ki effectiveness iske andar prove kari jaati hai. Real use bataya jaata hai, actual product, model pe kaam karta hai. Customer can see aap usko dekh sakte ho, touch kar sakte ho, try bhi kar sakte ho. Technical, durable or mechanical goods that require illustration. Ab sales presentation ke kuch steps hote hain, number one step is preparation. Preparation mein kya aata hai ki aap apne product ki information ko collect karo ikattha karo aur customer ki need ko samjho. Uske baad hota hai hamara second point jisme kya hota hai ki hum kya karte hain opening the presentation yaani customer ke saath hame kya karna hai ek attention deni hai. Wo kya jaanna chah raha hai, kis tarike se jaanna chah raha hai, kya wo uski requirements hain, needs hain wo sab pe hame kaam karna hai. Product ko fir present karna hota hai, yaani uske features batane hote hain, uske fayde batane hain aur usko kuch unique selling points batane hain jo aur product mein nahi hain. Handling objections mein aata hai ki listen to customer doubts. Uske baad jab hum sab kuch bata dete hain, jo customer ke mind mein sunne se jo doubts aaye hain usko sunna hai, usko confidently tarike se clarify bhi karna hai, theek hai. Closing the sale, uske baad apni sale ko close kar dete hain aur customer ko samaan jo hai, isme hota hai customer to make a buying decision. Uske baad wo customer jo hota hai wo lega ya nahi lega wo aap pe bhi depend karta hai, aapke doubts aapne kaise clear kare, aapne product ke features kaise bataye ye saari cheeze isme aati hain. Product demonstration ke kuch steps hain jaise ki demonstration ki planning aati hai, fir explain karna, fir customer ko involve karna, fir queries. Wahi saare points aap bana ke likh sakte ho bas uske piche demonstration lagaya gaya hai. Next question aata hai short note ka, ye un bachho ke liye hai jo 95 plus score karna chahte hain, agar jo sirf pass hona chahte hain wo ye wale question chhod sakte hain. Sales report kya hoti hai, naam se hi clear hai sales report is a written record ye ek written record hota hai that shows the sales performance of a company. Hamare koi bhi company hai koi bhi organization hai, uski sale kaise chal rahi hai, kaise perform kar rahi hai, usko ye show karta hai, written record hota hai sales report. Ek salesperson during a specific period mein isko banata hai, uske andar sara data hota hai ki sale ki volume kya hai, revenue kitna, kitna paisa kitna aaya, customer feedback kaisa hai aur market ke trends kya chal rahe hain. Isko banane ka purpose kya hai? Isme kya hota hai koi bhi individual ya team performance ko measure kiya jaata hai. Saath hi saath successful product ko identify kiya jaata hai, pehchana jaata hai aur kuch areas ko improve kiya jaata hai jahan pe kuch kami aa rahi hoti hai, kuch gaps aa rahe hote hain. Next aata hai to help management in planning and forecasting. Dekho ye report banne se hota kya hai, is report ke banne se management ko planning karne mein madad hoti hai aur forecasting bhi hoti hai. Yaani future mein aap kis tarike se decision lene hain, kis tarike se sale badhani hai, kis tarike se kharcha kam karna hai to wo saari cheeze sales report ke madhyam se hoti hain. Sales manual mein kya aata hai, sales manual is a guidebook for the sale people that explains company policy, sale procedure, product details, and selling techniques. Sales manual jo hota hai ek guidebook hoti hai, kiske liye hoti hai ye sale people ke liye hoti hai, theek hai. Sale people yaani bole to jo sale karta hai. Usme company ki policy, company ke procedure, product ki detail, ye sab cheeze use pata hongi tabhi to wo aage customer ko explain karega na to ye saari cheeze bhi use padhni padti hain, training tool hota hai ek tarike ka aur ye ek tarike se regular basis pe use karna hota hai. Good sale report jo hoti hai basically usme sabse pehla aata hai accuracy. Accuracy ka hona bahut zaroori hai, data must be correct, hamara data bahut correct hona chahiye, verifiable bilkul verified hona chahiye. Clarity honi chahiye, information should be clearly presented, easy to understand hona chahiye, usme koi dikkat nahi honi chahiye. Timeliness mein aata hai report must be submitted regularly. Hume apni report timely submit karni hai, regular basis pe karni hai aur on time karni hai. kyuki agar hum ek din bhi delay kar dete hain ya kuch din delay kar dete hain aur achhe se report nahi banate hain to isse hamare future mein dikkat aa sakti hai aur hamari sale bhi gir sakti hai. Comparability mein aata hai monthly aur yearly isko compare kiya jaata hai performance ko kyuki agar hum compare nahi karenge to hum aage growth nahi kar payenge. Action-oriented hota hai, it should help manager like corrective action le sake. Concise hoti hai, avoid unnecessary jo details hoti hain, kuch fact figure hote hain us pe focus kiya jaata hai. Ethical and legal issues in selling. Ethical issues kaun-kaun se aate hain jaise salesperson must follow honesty and fairness in all dealings. Jitni bhi use dealing karni hai bilkul imandari ke saath karni hai, bilkul fairness tarike se karni hai, koi bhi dhokha-dhadi ye sab cheeze nahi karni. Misrepresentation or false claim, second aata hai pressuring customers to buy. Kabhi-kabhi kya hota hai ki hamare ko apne commission ke chakkar mein hum customer ko pagal bana dete hain ya fir hum usse defect chhupa lete hain customer se ya fir hum customer ki bahut saari cheezon ko ignore marke apna fayda sochte hain. to ye ethical issues hain jo ki nahi aane chahiye. Legal issues kaun se aate hain jaise consumer protection act hai, CPA hai. Protect buyer from unfair trade. Agar hum kuch unfair trade karenge to buyer ko protect karne ke liye ye law banaya gaya hai, ye kanoon banaya gaya hai consumer protection act ka. Contract act mein hai ki buyer and seller ke jo agreements hain uske kuch laws likhe gaye hain. Competition law mein bhi aata hai jaise monopolistic ko prevent karna ye saari cheeze aati hain. Next aata hai ethical selling builds trust, long-term relations, and a good reputation. Sales closing techniques mein aata hai closing the sale, last mein hame apni sale ko close karna hota hai aur uske nirbhar karta hai hamare customer pe ki wo lega ki nahi lega. Common closing techniques mein aata hai assumption close aata hai, alternative choice close aata hai, summary close aata hai. Ye saare points aate hain. Theek hai, isme to bas ye sab aata hai, act as if the customer has already decided, matlab agar customer ne pehle se decide kar rakha hai, fir uske baad usko do option mil jaayen, fir wo summary banaega, fir uske baad kya hota hai ki wo dekhta hai ki usko wo product chahiye ya nahi chahiye. Ask directly for the order confidently, theek hai, to fir wo directly puch lega agar usko order chahiye to, nahi chahiye to Tata bye-bye. Organizational skills of a salesperson, yaani ki sabse pehla to time management. Plan daily visit and prioritize important clients. Hume apne important clients ko jo hai pehle priority deni hoti hai. Theek hai, ek successful salesperson ke bare mein baat kar raha hai. Record keeping hoti hai, data aapko timely banana hai. Aapko agar ye question samajh mein na aaye na to paper mein aap ye bhi soch sakte ho aapko as a apne upar, apne aap ko salesperson banana hai. Aur ye sochna hai ki agar aapko koi customer ko samaan bechna hai to sahi tarike se agar bechna hai to aap kya-kya points azmaoge wahi saare points aapko automatic samajh aa jaayenge aur aap likh paoge. Jaise time ko manage karna, record timely banana, territory management hona chahiye, goal set hona chahiye, coordination achhe se hona chahiye, yehi saare points hain, follow-up action hai. Ye sab aap bana ke bhi likh sakte ho. Ethics mein kya aata hai, ethics mein aata hai ki ethics refer to moral principles that guide a person's behavior in business and personal life. In selling it means doing what is right, fair, and honest. Kya sahi hai, kaise karna hai sahi tarike se ye hote hain ethics jo hamare ko business mein sikhaye jaate hain kyuki kai baar jab hum paisa kamaane lagte hain na to apne moral principle bhul jaate hain aur kafi saare log aajkal bhul gaye hain, theek hai. Importance mein aata hai builds customer confidence, isse hamare customer ka confidence bhi build hota hai agar hum apne ethics, apne rules, apne moral principle ke according chalte hain to company ki image bhi improve hoti hai, long-term success milti hai. Aur legal problem ko bhi ye prevent karta hai, theek hai. Example ke taur pe diya gaya hai, not lying about product quality or hidden costs. Hume cost ko chhupana nahi hai aur uski quality ko bhi dabana nahi hai, jhoot nahi bolna ki ye hamara product zyada badha-chadha ke bata diya humne sale ke chakkar mein aur baad mein customer dissatisfy ho raha hai aur fir dikkat hogi. Next aata hai hum logon ka Maslow theory of need hierarchy. Hierarchy of needs hum logon ne class 12th mein bhi padha hai to hamari kuch basic needs hoti hain jaise ki psychological need hai, safety hai, social, esteem aur self-actualization need hoti hai. To basically psychological need mein aata hai roti, kapda, makaan ye sab aata hai. Safety need mein aata hai stability chahiye har insaan ko, security chahiye, protection chahiye. Social need mein aata hai jaise friendship ho gayi, love ho gaya, belongings ye sab aata hai. Esteem need mein aata hai jaise status har kisi ka ek status symbol hota hai, respect hoti hai har kisi ko chahiye. Self-actualization need mein aata hai personal growth hona aur fulfillment hona ye sab aata hai. Selling ke kuch applications hote hain jaise ki luxury goods appeal to the esteem need, theek hai.
[18:11]To har ek category mein depend karta hai ki kis tarike se sale hone wali hai, kis tarike se apply karna hai, salesperson kaise buyer ko jo hai wo bechega. Matlab agar kisi ki kisi customer ki need hai sirf clothes kharidne ki ya fir koi chhota-mota samaan lene ki to aap usko chhote-mote samaan ke liye convince kar sakte ho na ki koi luxury car ke liye ya luxury item ke liye. Buying motive mein aata hai sabse pehla buying motive is a real reason, psychological drive that influence a customer to make a purchase. Buying motive mein aata hai ki hame ye jaanna hai ki wo person wo cheez kyun kharidega, uska motive kya hai, uska maksad kya hai. Koi maksad hoga tabhi kharidega, jaise hum mein kuch samaan kharidna hai to hamara kuch motive hota hai ki hamare ghar mein shaadi hai, party hai, personal use hai ya kisi ko gift karna hai, aise motive hona chahiye. Ab jaise ki emotional motive aata hai, based on feelings comfort, pride, love. Rational motive mein aata hai price, quality, durability pe depend karta hai tab hum wo cheez ko kharidte hain. Theek hai, patronage motive mein aata hai based on loyalty to a particular brand ke liye ki hum addict hain ki jaise hame H&M ki dress leni hai to hame sirf H&M se hi leni hai, aise hum brand ko leke jo hai store ko leke wo hai. Ki haan yahi product chahiye isi brand ka chahiye. Product motive mein aata hai ki based on attraction toward specific features or design. uske andar kuch specific features hain ya wo achhi quality ka hai, achha colour hai ya kuch design achha hai to hum log le lete hain. Iske kuch fayde hain, helps salespersons understand customer behavior. Isse kya hota hai ki jo hamara salesperson hota hai wo customer ke behavior ko jaan pata hai, samajh pata hai aur motive jo hai usko target kar pata hai. Sale people to aapko upar se main padhati hui aa rahi hoon kya hota hai, sale people jo hai ye wala question jo hai. Sale people are the company representatives who promote and sell products or services to customers.
[20:04]Rule and importance. Link between company and customers, bahut saari company inko hire karti hai aur skilled zyada se zyada dhundhti hai tak ki unki company ki jo sale hai wo achhe se ho jaye aur growth bhi ho.
[20:27]Promotion of product mein aata hai ki jaise ki interest ko create karna, buyer ki cheezon pe kaam karna, customer ka feedback bhi lete hain complaints, suggestions, opinion ye sab lete rehna timely. After sale service jo hota hai customer ka satisfaction jaanna bahut zaroori hota hai. kyuki agar hum jaanenge to hame pata lagta rahega ki hamari sale person ne koi galti kari hai ya hamara product unhe achha nahi lag raha, agar achha lag raha hai to kyun lag raha hai, ye saare points jaanna. Market research hoti hai, gather information on competitors and trends. Hume apne competition ko bhi saath-saath dekhna hota hai, trends jaanna hota hai ki kis tarike se kaam ho raha hai. Building relationship hota hai, isme trust aur long-term loyalty tabhi banti hai jab hum unke time to time feedback lete rehte hain, unki complaint ko sunte rehte hain aur unpe kaam karte hain. Ab maan lo koi person aisa hai jo apne salesperson ko rakh ke baitha hai aur usko bahut saari complainen aa rahi hain aur company ka malik uspe bilkul dhyaan nahi de raha na salesperson pe dhyaan de raha hai. to company ek time pe aake kabhi bhi survive nahi kar payegi product agar achha nahi banayegi aur customer ke complaint pe doubts pe kaam nahi karegi to company jo hai wo doob jayegi. Good salesperson ki qualities kya honi chahiye, jaise ki confidence hona chahiye, product ki knowledge honi chahiye tabhi wo customer ko samjha payega. Achhi communication, listening skill honi chahiye. Aisa nahi hai ki sirf salesperson bolta jaye, bolta rahe, customer ki na sune aur customer ko hi suna de, to listening skill bhi uske paas must honi chahiye. Ye must hai. Honesty aur patience hona chahiye, koi bhi galat cheez usko nahi bechni hai, ability to handle objection, theek hai. Next question aata hai sale management ka. Naam se hi clear hai sale management matlab yahan par sale ko manage karna sikhaya ja raha hai, yaani ki aap pehle cheezon ko plan karo, fir direct karo, control karo apni organization ke andar to aapki sales jo hai wo target hoti rahengi, timely sales hoti rahengi. Sales ke kuch features hain, wahi saare points aap likh sakte ho jaise goal-oriented, hamara goal hona chahiye ki hame itni sale karni hai, sale badhani hai, customer ko satisfy karna hai, uski need ko pura karna hai aur ye continuous basis pe hona chahiye. Aur saath hi saath ye art and science bhi hai aur marketing management ka part bhi hai aur ye people-oriented function hai, yaani ki training salesperson ko dena hai, motivate karna hai aur naye-naye person ko bhi hire karte rehna hai. Sales management ka maksad kya hai? Sale ko target karna, theek hai. Maximum zyada se zyada profit ho company ko yahi har koi chahta hai tabhi company jo hai wo salesperson ko hire karti hai. Isse kya hoga, maximize profitability, hamari profitability badhe. Customer ke relationship build ho, sales force develop ho, market expansion hona chahiye aur effective control hona chahiye. Sales management ke functions kya hain, sabse pehla aata hai sale planning. Yaani ki sale ki planning karna ki kis tarike se goal, policy, strategy jo hai wo banne wali hai. Sale forecasting mein aata hai estimating future sale. Jo hamari future ki sale hai wo kis pe based hoti hai, past performance pe ki hamari past ki performance kaise kaam kar rahi hai, uske hisab se agar hum sahi decision lenge to hamari future mein sale achhi hogi. Recruitment and selection hoga, hiring qualified and capable sale people, hame chahiye hote hain achhe-achhe sale person chahiye jo achhe se baat karein, unke paas listening skills bhi hon, achhe se wo cheezon ko samjhe, doubt ko clear kar paaye, customer ki need ko samajh paaye. Sale budgeting ho, performance evaluation. Sale management ke kuch importance hain, wo aap wahi likh sakte ho jo humne feature mein padhe hain, theek hai. Next aata hai recruitment. Recruitment mein kya hota hai, recruitment matlab hai company jo hai wo persons ko bula rahi hai apni company ke andar kaam ke liye, theek hai, jobs ke liye. To recruitment is the process of attracting. Hame customer ko, customer ko nahi employee ko, employee ko attract karna hai, identify karna hai ki hame actual candidate kaun se chahiye, potential candidate kaun se hain aur hame apni company ke liye right number of qualified people chahiye hote hain jo hame right time pe right position ke liye mil jaayen. Aisa nahi hai hame accountant chahiye to hum koi 8th pass ya fir 10th pass person ko bula rahe hain, to yaani ki right person ko right place pe bulana hai aur sahi time pe bulana hai. Recruitment ke kuch natures hain jaise ki ye positive process hota hai. Humne apply karwa diya hai jobs ke liye ab jo aayenge unme se selection hoga. Link rehta hai job seeker and employer ka, theek hai. Continuous process rehta hai, yaani ki tabhi hamari organization grow karti hai, employee ko hame change bhi karna padta hai jo kaam nahi kar rahe unko bhejna bhi padta hai aur jo achhe worker hain unko lana padta hai. Two-way process rehta hai, ye goal-oriented hota hai. Kuch point to bilkul common hai aap bana ke likh sakte ho. Recruitment ke objectives kya hain? Sabse pehla aata hai ki large pool of qualified candidate ko ye attract karta hai. Jaise humne vacancies nikal di hain aur to reduce higher cost and time, to increase organizational effectiveness through better staffing, to maintain workforce stability and balance, yaani ki jo hamari workforce ki jo stability hai usko maintain karte hain. Recruitment ke kuch sources hain jaise ki internal source hain. Humne agar apni company mein 10 logon ko, 10 employee ko bulana hai to bulane ke do tarike hain, ek hota hai internal source, ek hota hai external, internal matlab hum apni organization ke andar se bula rahe hain, external matlab hum bahar se bula rahe hain. Internal mein aata hai jaise humne kisi position pe upgrade karna hai, kisi current employee ko upgrade karna hai, higher position pe bhejna hai to hum promotion kar denge, uska transfer kar denge ek department se dusre branch mein usko daal denge. Ya internal advertisement chalayi jaati hain ki koi employee ka jaan-kaar hai to wo bhi bula sakta hai. Employee ke kuch referrals ho sakte hain jo ki la sakta hai wo. Advantages mein aata hai ki ye cost-effective hota hai, time-saving karta hai, hame zyada kharcha karne ki zarurat nahi hoti kisi bhi employee ko bulane ke liye. Motivate employee hota hai isse, jaise humne kisi ki position ko upgrade kara yaani ki agar humne usko promotion diya hai to wo motivate hota hai employee, theek hai. Ye saari iski burayi hai kuch. Ji haan limits the entry of new talent. Jo naya talent hai wo uske andar limit lag jaati hai, may cause jealousy among employee aur usme jealousy factor bhi employee ke andar dekha jaata hai. External source mein kya aata hai jo bahar se bulaye jaate hain organization ke jaise ki employment agency, humne kisi company ko bol kisi agency ko bol diya ki hame is-is position pe person chahiye to aap hamari company mein bhej dena. To ye employment agencies se tie up karti hai companies. Campus recruitment hota hai jaise college se aur university se jo achhe-achhe student hote hain unko lekar aati hai apni companies mein. Advertisement chalayi jaati hain online portal pe dala jaata hai, job fairs, walk-in interviews hote hain, online recruitment hota hai, website, job portals pe. Labour contractors hote hain jo ki blue-collar aur temporary jobs ke liye unko bulaya jaata hai. Iske kuch fayde hain, new ideas hamari company mein aa jaate hain, naya talent aa jaata hai. Selection jo hota hai usme thoda sa company ko benefit hota hai kyuki unke paas kafi saare options hote hain. Burayi kya hai time-consuming hota hai aur costly hota hai. Kyuki kharcha karoge to hi aapko new talent milega aur new employee take time to adjust. Aur naya jo employee hota hai wo company mein adjust hone mein bhi time lagata hai. Recruitment process ke kuch steps hain, sabse pehla aapko vacancy ko identify karna hai, pehchanna hai ki employee kaun sa chahiye, kitne employee chahiye. Fir hame job jo hai uski responsibility kya hai, skill kaun si chahiye. Sources ko choose karna hota hai, vacancy ko advertise bhi karwana hota hai aur application receive hoti hai. Uske baad screening hoti hai ki kaun sa shortlist karna hai aur kaun se, agar 10 log hain company ke andar interview dene aaye hain to 10 mein se do chahiye to do best kaun se hain to wo shortlist hota hai, screening hoti hai. Recruitment ke kuch importance hain, wo aap feature mein se bana ke likh sakte ho, same hai. Selection process mein kya aata hai, selection means that ki aapne bahut saare candidate ko bula liya hai aur usme se aap best ko choose kar rahe ho jaise maine abhi accountant ka example diya tha. Nature kya hai, negative process rehta hai iske andar. It estimates unsuitable candidate from the pool of applicant. Kayi baar kya hota hai koi jo person hota hai wo niraash bhi ho jaata hai, jealousy factor bhi aa jaata hai isme. Decision-making process hota hai, goal-oriented hai, systematic process hai, continuous process rehta hai. Ye saare point same hai aap bana ke likh sakte ho. Selection process ke kuch steps hain sabse pehla aata hai initial interview. Aapne pehle ek normal sa interview lena hota hai, uske baad application form nikala jaata hai to person usko bharta hai. Fir employment ke kuch test hote hain jaise aptitude test, intelligent test, personality test, trade test, ye saare test lene ke baad interview hota hai final. Jisme kya hota hai group, group discussion hoti hai, panel interviews hote hain. Uske baad aata hai reference dekha jaata hai, aapka background check kiya jaata hai. Ki aap kiske dwara aaye ho, jiske dwara aaye hain uska image kaisi hai ya fir kis tarike se aap aaye ho. Medical examination bhi kiya jaata hai, fir final selection hota hai fir aapko job offer ki jaati hai aur uske baad aapko placement aur orientation hota hai, yaani ki aap company mein aa gaye aur aapko employee purane employee ke saath introduce karaya jaata hai, theek hai. Ye saare points hain. Next aata hai selection process ke importance aap wahi likh sakte ho ki company ko right person chahiye right job ke liye. Employee ko jo turnover hoti hai wo reduce ho jaati hai aur work ki efficiency bhi improve hoti hai. Kyuki aap naye-naye person ko mauka de rahe ho apni company mein aane ka aur ek team ban jaati hai aur job satisfaction bhi enhance hota hai aur motivation bhi badh jaata hai. Next question aata hai buyer behavior, buyer motivation. Buyer behavior jo hota hai wo ek ek tarike ka action hai jisme decision-making process hota hai jisme individual ya koi group jo hota hai, when they buy, use, or dispose of product and service, yaani buyer ka behavior jaano. Agar main aapko ye bolun ki agar aapko koi samaan bechna hai to aap sabse pehle ye dekhoge ki ye jo product hai wo kiske liye bana hai. Fir aap usko kis hisab se bech sakte ho, us product ko kis tarike se aap bechoge. Aap dekhoge ki aapne jo product banaya hai wo banaya hai aaj ke youth ke liye. Jaise let's suppose aapne koi cord-set banaya hai, chahe wo boys ka hai, chahe wo girls ka hai. To aapne pehle kya kara apni audience ko pehchana. Uske baad dekha ki unka taste kya hai, unka behavior kaisa hai us product ko leke. To aap easily bech paoge samaan ko, jaise consumer-oriented. Aap kya karte ho consumer ke bare mein sochte ho na, apne bare mein nahi sochte ki aapko kaun sa product achha lag raha hai. Aap ye dekhte ho ki consumer-oriented kaun sa hai, consumer kis pe focus kar raha hai, uski desire kya hai, uski wants kya hai customer ki, aap uspe kaam karte ho. Complex process rehta hai, logical and emotional feeling-based decision hota hai, dynamic hota hai, trend, time, environment ke hisab se buyer ke hisab se aapko chalna padta hai. Kafi saare factor hain jo influence karte hain jaise social, personal, cultural. Goal-oriented fir se hai. Buyer behavior ke kuch type hain, sabse pehla aata hai complex buyer behavior. Yaani jo product hai wo expensive jaise gaadi hai, ghar hai. To ye complex buying behavior hota hai, isme person jo hai achhe se enquiry vagerah karke achhe se jaanch ke fir hi cheez leta hai, theek hai. Kyuki isme ye kafi expensive hota hai aur expensive cheezon ke liye pehle data ko nikala jaata hai, summary banayi jaati hai. Uske baad us product pe kharcha kiya jaata hai aur chhote-mote samaan ke liye itna nahi socha jaata, theek hai. Habitual buying behavior mein aata hai jaise sabun hai, namak hai, ye to brand jo hota hai low involvement hoti hai buyer ke behavior mein. Purchase is a made out of habit. Ye hamari habit hai ki hum yahi namak khaate hain. Sendha namak khate hain to sendha hi khaate hain, normal Tata ka khate hain to wahi khate hain. Ya jo soap hame pasand hai wo chahiye. Variety-seeking buyer behavior hota hai, matlab low involvement but many brand options. Dekho involvement kafi low rehti hai lekin brand ke option bahut saare hain jaise snacks hain, soft drinks bhi bahut saari mil jaati hain. Buyer switch brand for variety. Jo buyer hain wo switch bhi kar lete hain kyuki unke paas variety hai, unko lagta hai ki yahan nahi to wahan se hi kyuki aajkal bahut competition hai. Buyer motivation mein aata hai basically based on feeling and emotion jaise love, affection, koi gift hai, koi toy hai, koi luxury car hai, jewellery hai. Ye emotional motives hote hain, theek hai. Aur buyer motivation hota hai ek inner urge aur desire that drives a person to buy a product ki wo apne motivation ke liye apni santushti ke liye wo samaan ko buy kare. It originates from unsatisfied need and pushes the individual to take buying action. Rational motive mein aata hai jaise ki based on logic and reasoning jaise quality hai, price hai, durability hai, utility hai ye sab aata hai. Ye saare product cheeze maine upar aap logon ko karayi thi to aap wahan se bhi kar sakte hain. Next aata hai sales force. Sales force naam se hi samajh aa raha hai sales force is a group of employees in an organization who are responsible for selling product or services and maintaining relationship with customer. They act as the link between the company and its customers. Sale force mein kya hota hai ki bahut saare employee ka group hota hai organization ke andar jo ki responsible hota hai unko apne product ke service ko bechna hai, theek hai, aur customer ke saath relationship build karna hai, theek hai. Sale people jab aayega to wo ek person hai, sales force aayega to samajh lena bahut saare employee hain organization ke andar jo product aur service ko bechne pe dhyaan dete hain. People oriented hai, goal oriented, dynamic wahi saare points aap bana ke likh sakte ho. Kuch naya nahi hai jo ki main aapko samjhaun aur easy-easy hain. Function of sale force mein aata hai selling product hai, market feedback lena hota hai, customer relationship ko maintain karna hota hai. Aapne do question bhi padh loge na achhe se samajh loge to baki saare apne aap ho jayenge. After sale service hai, supporting marketing strategies hain, theek hai. Ye bhi maine aapko bata diya tha good sale person ki kuch quality kya honi chahiye product ki knowledge honi chahiye, upar maine karaya tha aapko, same wahi hain. Next aata hai motivational techniques kya hoti hain? To dekho motivational technique mein aati hain, motivational techniques are strategies and methods used by organizations to encourage, inspire, and energize sale people to perform at their best. Yaani jo hamari sanstha hai, hamari jo company hai, organization hai wo kuch method aur strategy lagaati hai taaki jo hamara company mein jaise ki organization to encourage, inspire, sell people to perform the best. Yaani jo hamara salesperson hai usko encourage karna hai, inspire karna hai tak ki wo apna best kare, agar wo best karega to customer bhi satisfy hoga. Uske doubts clear honge, fir wo samaan kharidega, kharidega to sale hogi, sale hogi to growth hogi, theek hai. Wahi saare points hain, continuous process hai, influence behavior hai, goal oriented wahi saare points aap likh sakte ho.
[33:55]Motivational technique ke kuch yahan pe types bataye gaye hain jaise ki financial incentives hote hain. Haan, ye ye question thoda sa different hai, isko achhe se samjho. Jaise ki motivational technique, yaani ki hame salesperson ko kis tarike se motivate karna hai, usko achhi sahi time pe fixed salary deni hai aur usko commission bhi dena hai. Yaani incentive bhi dena hai tak ki wo encourage ho, yaani wo motivate ho. Jab wo motivate hoga to customer pe zyada dhyaan dega. Aur jab zyada dhyaan dega to aapko pata hi hai fir sale hogi, sale hogi to growth hogi. To bonus vagerah bhi rewards bhi dete rehna hai kisko dena hai, sale people ko dena hai. Kaun degi company degi. Company kisko degi sale people ko. To aap is tarike se yaad rakhna, company to sale people. To ye pura question yaad rahega. To iske andar aata hai profit bhi share karna hota hai kabhi-kabhi sale ke dhyaan dena hai. Cash prize vagerah de diya is tarike se. Non-financial kaise madad kar rahi hain sale people ki. To isme aata hai awards vagerah ho gaya, kabhi humne koi party, get-together rakh diya, promotion ki opportunity de di, training de di. Is tarike se. Psychological motivation hum kaise de sakte hain usko target karna hai, clear-cut baat batani hai, is tarike se sales karni hai, is tarike se kaam karna hai. Motivational technique ke kuch importance hain, sale productivity bhi isse boost ho jayegi, boost hogi to achha motivation milta hai employee ko bhi. Employee turnover bhi reduce hoga aur customer service jo hai wo bhi improve hoti hai. Aur innovation encourage hota hai, assign goals hote hain. Ye saare points aate hain isme. Next aata hai documents. Document ek written aur ek printed record hota hai jisme provide kiya jaata hai evidence hoti hai transaction ki ek saboot hota hai ki ye-ye transaction hui hai, ye agreement hua hai, ye communication hua hai business ke andar, theek hai, to wo ek document hota hai. Theek hai, iske kuch fayde hain kya business mein? Haan ji bilkul hain kyuki kai baar kya hota hai provide proof in case of dispute. Koi dispute ho jaata hai to hamare paas ek saboot rehta hai. Record bhi rehta hai to usse sale history nikal aati hai aur communication mein kya hota hai facilitate clear communication rehta hai buyer ke beech mein seller other stakeholders, ye saari cheeze bhi isse clear communication rehti hain buyer ke beech mein. Seller ke beech mein, control and monitoring hota hai jo ki hamare management jo hamare orders ja rahe hain, delivery ho rahi hai, payment ho rahi hai usko control karta hai, manage karta hai, ye saare points aate hain. Sale documents ke type kya hain, sabse pehla to quotation. Jaise price list hoti hai na ki ek product ke bare mein detail di jaati hai ki itna price hai, itne rupee ka hai, itne ka humne offer kiya, before sale kitna tha fir order hota hai. Theek hai, written confirmation di jaati hai from the buyer requesting goods or services from the seller. Next aata hai invoice, yaani ki bill. Bill mein aata hai lists the product sold, humne kitna product becha, kitni quantity mein becha, kitne rupee ka becha, ye invoice mein sab mention hota hai. Delivery note hota hai ki company ne jo hai wo goods kab deliver kare, kab ship kare, ye saari cheez ki information hoti hai. Credit note aur debit note bhi yahan pe tayar kiya jaata hai ki samaan koi wapas aaya hai ya wapas jaana hai ya payment ruki hui hai. Payment voucher bhi tayar kiye jaate hain. Ek saboot rehta hai ki yahan paisa aa gaya, kal ko customer ye nahi keh sakta ki maine paise nahi diye hain ya fir wapas aa jaye samaan to exchange karke kaise dena hai. Sale contract banta hai, sale report banti hai, waybill banta hai jisme consignment ki cheeze information hoti hai. Ki indicating goods shipped ho gaya, destination ho gaya, receiver ki acknowledgement hoti hai basically. Letter of credit aata hai bank issue karta hai document guaranteeing payment to the seller under the agreed condition ki is condition mein kaun paise pay karega. Next aata hai interpersonal skills kya hoti hain. Interpersonal skills are the ability that help a person interact, communicate, and build relationship effectively with others. In sales, these skills are crucial for dealing with customer, colleague, and manager successfully. Hota kya hai na ki jo hamari skills hoti hain, jo sale people ki skills hoti hain wo deal karti hai customer ke saath, colleague ke saath, manager ke saath, unko kaise interact karna hai, kaise unke saath achhe relationship build karne hain tak ki company ka samaan bike, samaan bike to growth, growth hai to again chalta rahega. Interpersonal skill jo hoti hai people-oriented hoti hai ye, yaani hum focus karte hain communication pe, relationship pe. Two-way communication rehta hai yaani speaking and listening dono hi chahiye hoti hai. Ye nahi ki sirf koi bol bol raha hai, sun nahi raha, sunna aur bolna dono rehta hai. Behaviour ko influence kar deta hai aur teamwork bhi isse fayda milta hai. Sales ki importance kya hai, customer relationship build hota hai, aapko pata hi hai long-term loyalty bani rehti hai, communication enhance hota hai, conflict resolution bhi isse madad milti hai. Yaani customer ki complaint ko agar hum handle karenge to customer tika rahega aur dobara-dobara product leta rahega. Teamwork bhi boost hoti hai aur hamari sale ki efficiency bhi isse badh jaati hai. Wahi saare points aap bana ke likh sakte ho. Interpersonal skill for sale people mein aata hai communication skill, aapko pata hi hai kaisi hoti hai, ek bolne ki hoti hai aur ek non-verbal hoti hai. Listening mein kya hota hai customer ki need ko pehchano, feedback, concern vagerah wahi saare points hain. Bas ghuma-fira ke yahan pe diya hua hai aap likh sakte ho bana-bana ke. Next aata hai prospective and qualifying kya hota hai. Prospective and qualifying. Ab bahut saare bachhe aise bolenge mam aap to yahi keh rahe ho kabse ki ye sab to bata diye. Dekho wahi saare points hain. Main baar-baar fir wahi explain karungi jo naya hai wo main explain kar rahi hoon. Prospective and qualifying mein kya hota hai prospecting is the process of searching for potential customer, prospect who is likely to buy a company's product or service. Prospecting mein aata hai ek aisa process hai jisme kya hota hai. Hame hum dhundhte hain ki potential customer kaun sa hai. Ye cheez bhi maine aapko thodi der pehle samjhayi thi jaise main example deti hoon ki agar aap let's suppose sale people ban jao apne upar lekar. To main na abhi ye batane ke baad na aapko do topic samjhaungi aise apne example deke to aapko puri cheeze samajh mein aa jaayengi, theek hai. To hota kya hai ki hum jab koi product ya service dene lagte hain to hum sabse pehle dhundhte hain ki hamara potential customer kaun sa hai, hai na? To agar humne uspe kaam kar liya, uske bare mein soch liya to samajh lo hamara sara kaam ho gaya aur wahi hamara prospective hai aur wahi hamari qualifying hai. Yaani ki humne karna kya hai, identify people who need the product ki humne jo cord-set banaya hai ya humne jo service deni hai, humne jo product dena hai wo kis person ke liye hai. To save sale time and effort. Isse kya hota hai hamari sale time save hoti hai, efforts bach jaate hain aur pipeline jo hoti hai wo build hoti hai, future sale opportunity bhi khadi ho jaati hai kyuki hum direct customer pe kaam kar rahe hain. Next aata hai prospect sources kya hain referral hai, theek hai. Networking hai, advertisement response, leads generated from ads or promotion. Company records, past customers or inquiries, yaani ki hum us product ko kaise pahuchaenge, online ad chala ke, trade fair mein usko jo network banaenge, social events kara ke, company ke records bana ke yaani past customer jo honge unse inquiry leke. Ye saari cheezon se kya hai hame pata lagta hai ki hamara product kahan lie kar raha hai aur hum aage kitni sale kar payenge. Prospecting ki ke techniques kya hain jaise ki cold calling hoti hai, direct mail campaigns chala diye jaate hain, online social media prospecting, door-to-door selling bhi hoti hai, har tarike se hoti hai. Wo depend karta hai company kitna kharcha kar rahi hai. Qualifying mein aata hai qualifying is the process of evaluating prospect to determine whether they are likely to become actual buyers. Wo hai ya nahi hai, wo qualify kar pa raha hai ya nahi kar pa raha. Jaise ki budget, theek hai, budget ho gaya, can the prospect afford the product. Agar hum jo product bana rahe hain hame ye bhi dekhna padta hai ki hamara ye product kaun kharidne wala hai, kis category ke log kharidenge, authority mein aata hai does the prospect have the power to make the purchase decision. Wo lene ke bare mein sochenge ya fir sochenge to aage kharidenge ya nahi kharidenge ya fir sochenge hi nahi, need unki hai ya nahi, timing kya rahegi, kab wo buy kharidenge, agar ek baar kharidte hain to dobara kharidenge ya nahi kharidenge ya fir sochenge hi nahi. Ye company kafi gehrayi mein jaake cheeze sochti hai. Tabhi ye book banayi gayi hai jab in future aaj aap padh rahe ho to apne business mein ye saari technique apnaoge to definitely aage aap badh paoge. theek hai. Ye difference diya hua hai baki aapko upar wala difficult lage to aap ye padh sakte ho. Agar aapko iska PDF chahiye bahut hi reasonable se price pe combo chal raha hai, notes aur important question ka to aapko achhe se ho jaayega. To maine pura ka pura one-shot complete kara diya aapke most important question. Guess paper bhi maine discuss karaya tha wo bhi aap dekh sakte ho aur ye bhi maine kara diya hai. Jo ki aapke 2025 mein kaam karega aur 2026 mein yahi question aayenge. Aap bas achhe se ratta maar lo inko ya samajh lo. Saath hi saath jo-jo example diye hain wo bhi aapko note down kar lene the. To ab milenge next video mein, apni attendance zaroor lagana comment mein aur milte hain next
