Question
विक्रय प्रस्तुतीकरण और प्रदर्शन की प्रक्रिया के चरण
Answer :
Word Count : 1513
_________ _____ _____ __________ ____ ____ __________ _____.
_________ _______ _____ __________ _________ _____.
__________ ______ ___ __________ ____ ______ ________ _____ ___.
_________ ____ __________ ______ ______ _____ ______.
___ ________ _______ _______ __________ ____ ______ ______ ___ __________ _______.
________ ______ ____ ______ _________ __________.
_________ __________ _________ _________ _______.
_______ ______ ____ __________ _________ ___.
____ __________ _________ ______ ____ ___ ________.
________ _______ ______ ______ _______ ___.
_____ ____ ___ _______ __________ ________ ______ ______.
_____ ___ ______ _________ _________.
____ ________ __________ _________ ____.
__________ ________ _________ ____ __________ ________ ________ _____ ________ _____ _____.
___ _________ _________ ______ _____.
___ _________ _________ ____ __________ ______ ____ ______.
______ __________ __________ ___ ________.
_________ ____ _____ _______ _________ ________ _________ __________.
____ __________ ___ ______ _________ ____ ____ __________.
______ _____ ______ ______ _______ ___ __________ _____ ________ _________.
_________ _____ __________ ___ ___ _______ _______.
____ __________ ______ ___ ________ ____ _____ _______ ___ _______ ______.
___ _____ _______ ______ ____ __________ __________.
__________ __________ ________ ____ ____ ____ _______ ______ ______ ____.
_____ ___ _____ _______ _________ ________ ________.
_____ ______ ________ ________ ______ __________ ___.
_____ ______ ___ ______ _______ ________ ______ ___.
____ ______ _______ ____ ______ _________ ________ _________ ____ ______ ___.
__________ _____ ______ ___ ________ _______ _________ _______ ______ _____ ________ _______.
____ __________ ______ _______ ________ ________ __________ _________ ___ ____.
_______ ______ ___ _________ ______.
________ ________ ___ ______ ___ ________ __________ __________ _____ ______.
_________ _______ _______ __________ ____ __________ _________.
_______ ____ ________ _____ __________ __________ __________ ___.
_____ _____ ____ _________ ___ ______.
__________ __________ _________ __________ ______ __________ _______ ______ ___.
___ _________ _______ ______ ____ _______ ___.
___ ________ _________ _____ _________ ______.
_____ _________ ___ ________ ______ _________ _____.
_____ _______ ______ _______ _____.
____ ________ ___ ____ __________ _________ _________ _____ __________ _______ __________.
________ ________ ______ ________ ___ _____ _________ __________ __________ _________ __________.
______ ________ _________ _________ _________.
_______ __________ _________ _____ _____ ________ __________ _______ ________ _______ _______.
___ _________ ____ ___ ________ _____ _________ ________ ________ _______ ____.
______ _________ _________ ________ _______ _________ _____ ____ ___.
________ ____ _____ _______ _________ ______.
_______ _________ __________ ______ ___ _______ ________.
______ ___ _________ __________ _____ ________ _____ _________ ________.
____ ________ ________ ______ ___ ______ _______.
______ _________ ________ ________ _____ _____ ____ _______ ___ ____.
______ ___ ______ ________ ___.
_______ _________ ____ ______ _____ _______ ________ _________ ______ _____.
___ _____ _______ __________ ______ _______ _____ _______ ____ _________ ______.
______ _______ ______ _____ _____ _________ ____.
_________ ___ _______ _______ ____ ______ ___.
_____ __________ ___ __________ ______ _______ _________ ______ _______ ____ __________.
___ _____ __________ ___ ____ __________ _____ ___ __________ ________.
____ __________ __________ _______ ________.
_____ _____ ___ ____ __________ ________ ______ ____.
______ ________ ________ ______ ______ ___ __________ _____ ____ _____ ______ _____.
_________ ___ ______ ___ _____ ____ _____ _________ ____ _____ _________ _____.
_______ ____ ___ ____ ______ ________ _________ _____ _____ ______.
___ __________ ________ ____ _______ _________ ________ ___ _______ ______.
______ _______ ________ _________ ______ ___.
________ ______ _______ ___ _______ _____ _______.
___ _______ _________ ________ ___ _________.
___ _____ __________ ________ __________ _______ ___ _______ ____.
_____ _____ ____ _________ ___ __________ ________ ______ ___.
___ ___ ________ ___ _________ ________ ______ ___.
_________ _________ ____ _____ _________ ____ _______ _______ ________.
_______ __________ ___ _______ ___ _____ ________ ______ ______ _____ _________ ___.
______ ___ ___ _________ ______ _________ _______.
____ ___ _____ ______ __________.
_________ _____ _________ ____ ________ _________ _______.
__________ ________ __________ ___ _______ _____ ______ ______.
____ _________ _________ ______ ______ ______ ____ _______.
__________ _________ _________ ________ _______ ___ ______ _____ _____ _________.
_______ ____ ____ ___ _______ ________ ______ _______.
_______ _______ ________ _________ _____ ___ _________ ________ ____.
__________ ________ ___ ___ ________ ____ _____ ___ _____ ____.
___ ______ ________ ____ _________ __________.
_________ ___ _____ _______ ________ ____ _____ ________ ________ ____ _____.
_____ __________ ________ ___ ___ ________ _______ _________ _____.
_____ _______ ____ ________ ____ __________ _______.
__________ ____ ____ _____ ________ _______ _____ ______ ____ _________ _________ __________.
_____ ________ __________ ________ ________.
____ ________ _________ _______ _____ ________ ________ _______.
____ ________ ___ ______ _______ ______ ______ _____.
_____ __________ ___ ______ ___ _____ ______ __________ ________ _______.
________ ____ ______ ________ ____ ______ ___ _________ __________ ____.
_____ ______ _________ ________ ____ _________ ___ _____.
_________ ________ _______ _____ ________ ________ ____.
___ _________ _______ __________ _______ ________ ____ _________.
___ ________ _______ __________ __________ _____ ______ __________ ____ _____ ___.
_____ _____ _____ _____ _______.
__________ __________ ________ ____ ________ ____ ______ _____ ____ __________ _____.
________ _______ _______ __________ _____ ______ ______ ___ ________ ___.
______ _________ _______ _________ ______ ______ ___ _________ ________.
______ _______ __________ ___ ________ ____ _____ ____ ____ ________ _____.
___ _____ __________ _______ __________ ____ ______ ________ ______ _________ ___.
_____ __________ ________ _____ _____ _________ ___ _______.
__________ _____ ________ ____ _______ _________ ___ ___ ________ _______ _____.
__________ _____ _________ _______ _______ ____ __________.
_______ _____ ____ _____ ______ __________ _______ ___ ____ __________ __________.
____ ___ ____ _______ _________ ______ __________ _________.
_________ _____ ________ ___ __________ _____.
__________ ____ _______ ________ ___ _________ ________ ______.
_______ ___ ____ _______ _________ ______ ___ ______.
_______ __________ ________ ____ _____ _____ _________.
__________ _____ ___ _____ ____ _________ ________.
__________ _____ ___ _____ _______ _____ _____ ________ _____ _______ ______ ____.
_______ _____ _________ _______ ________ __________ ____ ____ ______ _______ ___.
_______ _________ _______ _____ ___ _________.
___ __________ ________ __________ _______ ____ _________ _______.
_________ _____ __________ ________ ____ __________ ______ ____ _____ _________.
__________ __________ ______ _______ _________ _________ _______ __________ _________ ___ _______.
_________ _________ ________ _____ ___.
_______ ____ _________ _____ _________ ____ __________.
___ ________ ________ __________ _______ _________ ______ _____ ________ _________ _______ ______.
____ ______ ______ ____ ______ __________ _________ ________ _______ ______ ______.
___ _______ ________ _________ ___ _________.
____ _________ ____ ________ ___ ________ _________.
________ _________ ______ __________ _________ ____ _______ _________ _________.
___ __________ _____ ____ ___ ____.
_____ ________ ______ _____ __________ ___ ______ ____ _______.
_____ __________ ______ _______ ________ ___ ___.
________ __________ _________ ________ _________ ___ _______ ____.
_____ ___ _______ ______ _________ ___ _____ _______ ______ ___ _________.
_____ ___ ___ ___ ____ ________ __________ __________ ___.
_____ ______ _________ ___ __________ ____ _______.
_______ __________ _____ ______ ____ _____.
________ ___ ____ ______ ____ ________ ______ __________ _____ ________ ___.
___ ____ _________ __________ ________ _________ _______.
_________ __________ _________ ____ ______ _________ __________ _____ _______ __________.
_____ ______ _________ _______ _____ _______ _______ _________ ___ ________ ________ ___.
______ ________ ____ ____ ________ __________ ___ _______ _________ _______.
_____ ___ ________ ___ ________ _____ ____ ___ __________ ___.
__________ ________ ________ ______ __________ _________ _________ ___ ____ ____ _____.
_____ _________ ______ _____ __________ ______ ____.
_______ __________ _________.
Skip in 10
व्यक्तिगत विक्रय (Personal Selling) विपणन संचार की एक महत्वपूर्ण प्रक्रिया है, जिसमें विक्रेता ग्राहक से प्रत्यक्ष रूप से संपर्क करके उत्पाद या सेवा की जानकारी देता है, उसकी आवश्यकताओं को समझता है, उत्पाद के लाभों को स्पष्ट करता है तथा ग्राहक को खरीद निर्णय लेने के लिए प्रेरित करता है। व्यक्तिगत विक्रय की सफलता काफी हद तक इस बात पर निर्भर करती है कि विक्रेता अपने उत्पाद को ग्राहक के सामने किस प्रकार प्रस्तुत करता है। इसी कारण विक्रय प्रस्तुतीकरण और प्रदर्शन (Sales Presentation and Demonstration) व्यक्तिगत विक्रय प्रक्रिया के अत्यंत महत्वपूर्ण चरण माने जाते हैं। विक्रय प्रस्तुतीकरण में विक्रेता ग्राहक के सामने उत्पाद की विशेषताओं, उपयोगिता, लाभ और मूल्य को व्यवस्थित ढंग से प्रस्तुत करता है, जबकि प्रदर्शन में उत्पाद को वास्तविक रूप से चलाकर या उपयोग करके उसकी कार्यक्षमता को दिखाया जाता है। विक्रय प्रस्तुतीकरण और प्रदर्शन की प्रक्रिया कई क्रमबद्ध चरणों में पूरी होती है। प्रत्येक चरण का अपना विशेष महत्व है और विक्रेता को इन चरणों का सावधानीपूर्वक पालन करना चाहिए। सबसे पहला चरण ग्राहक का ध्यान आकर्षित करना है। विक्रेता को प्रस्तुतीकरण की शुरुआत ऐसे तरीके से करनी चाहिए जिससे ग्राहक की रुचि उत्पन्न हो। ग्राहक सामान्यतः अनेक प्रकार के विक्रय संदेशों से घिरा रहता है, इसलिए केवल उत्पाद का नाम या उसकी सामान्य विशेषताएँ बताना पर्याप्त नहीं होता। विक्रेता को ग्राहक की आवश्यकता, समस्या या रुचि से संबंधित कोई प्रश्न, तथ्य, उदाहरण या आकर्षक कथन प्रस्तुत करना चाहिए। उदाहरण के लिए, यदि कोई विक्रेता आधुनिक लेखा-सॉफ्टवेयर बेच रहा है, तो वह ग्राहक से पूछ सकता है कि क्या उसे वर्तमान लेखा प्रणाली में समय अधिक लग रहा है या गलतियों की समस्या आती है। इस प्रकार ग्राहक का ध्यान सीधे उसकी समस्या से जुड़ जाता है। दूसरा चरण ग्राहक की आवश्यकता और समस्या की पहचान करना है। प्रभावी विक्रय प्रस्तुतीकरण केवल उत्पाद की प्रशंसा करने पर आधारित नहीं होना चाहिए। विक्रेता को पहले यह समझना आवश्यक है कि ग्राहक वास्तव में क्या चाहता है। इसके लिए विक्रेता प्रश्न पूछता है, ग्राहक की बात ध्यान से सुनता है
_____ _______ ____ ________ __________ ___._________ _____ _____ __________ ____ ____ __________ _____.
_________ _______ _____ __________ _________ _____.
__________ ______ ___ __________ ____ ______ ________ _____ ___.
_________ ____ __________ ______ ______ _____ ______.
___ ________ _______ _______ __________ ____ ______ ______ ___ __________ _______.
________ ______ ____ ______ _________ __________.
_________ __________ _________ _________ _______.
_______ ______ ____ __________ _________ ___.
____ __________ _________ ______ ____ ___ ________.
________ _______ ______ ______ _______ ___.
_____ ____ ___ _______ __________ ________ ______ ______.
_____ ___ ______ _________ _________.
____ ________ __________ _________ ____.
__________ ________ _________ ____ __________ ________ ________ _____ ________ _____ _____.
___ _________ _________ ______ _____.
___ _________ _________ ____ __________ ______ ____ ______.
______ __________ __________ ___ ________.
_________ ____ _____ _______ _________ ________ _________ __________.
____ __________ ___ ______ _________ ____ ____ __________.
______ _____ ______ ______ _______ ___ __________ _____ ________ _________.
_________ _____ __________ ___ ___ _______ _______.
____ __________ ______ ___ ________ ____ _____ _______ ___ _______ ______.
___ _____ _______ ______ ____ __________ __________.
__________ __________ ________ ____ ____ ____ _______ ______ ______ ____.
_____ ___ _____ _______ _________ ________ ________.
_____ ______ ________ ________ ______ __________ ___.
_____ ______ ___ ______ _______ ________ ______ ___.
____ ______ _______ ____ ______ _________ ________ _________ ____ ______ ___.
__________ _____ ______ ___ ________ _______ _________ _______ ______ _____ ________ _______.
____ __________ ______ _______ ________ ________ __________ _________ ___ ____.
_______ ______ ___ _________ ______.
________ ________ ___ ______ ___ ________ __________ __________ _____ ______.
_________ _______ _______ __________ ____ __________ _________.
_______ ____ ________ _____ __________ __________ __________ ___.
_____ _____ ____ _________ ___ ______.
__________ __________ _________ __________ ______ __________ _______ ______ ___.
___ _________ _______ ______ ____ _______ ___.
___ ________ _________ _____ _________ ______.
_____ _________ ___ ________ ______ _________ _____.
_____ _______ ______ _______ _____.
____ ________ ___ ____ __________ _________ _________ _____ __________ _______ __________.
________ ________ ______ ________ ___ _____ _________ __________ __________ _________ __________.
______ ________ _________ _________ _________.
_______ __________ _________ _____ _____ ________ __________ _______ ________ _______ _______.
___ _________ ____ ___ ________ _____ _________ ________ ________ _______ ____.
______ _________ _________ ________ _______ _________ _____ ____ ___.
________ ____ _____ _______ _________ ______.
_______ _________ __________ ______ ___ _______ ________.
______ ___ _________ __________ _____ ________ _____ _________ ________.
____ ________ ________ ______ ___ ______ _______.
______ _________ ________ ________ _____ _____ ____ _______ ___ ____.
______ ___ ______ ________ ___.
_______ _________ ____ ______ _____ _______ ________ _________ ______ _____.
___ _____ _______ __________ ______ _______ _____ _______ ____ _________ ______.
______ _______ ______ _____ _____ _________ ____.
_________ ___ _______ _______ ____ ______ ___.
_____ __________ ___ __________ ______ _______ _________ ______ _______ ____ __________.
___ _____ __________ ___ ____ __________ _____ ___ __________ ________.
____ __________ __________ _______ ________.
_____ _____ ___ ____ __________ ________ ______ ____.
______ ________ ________ ______ ______ ___ __________ _____ ____ _____ ______ _____.
_________ ___ ______ ___ _____ ____ _____ _________ ____ _____ _________ _____.
_______ ____ ___ ____ ______ ________ _________ _____ _____ ______.
___ __________ ________ ____ _______ _________ ________ ___ _______ ______.
______ _______ ________ _________ ______ ___.
________ ______ _______ ___ _______ _____ _______.
___ _______ _________ ________ ___ _________.
___ _____ __________ ________ __________ _______ ___ _______ ____.
_____ _____ ____ _________ ___ __________ ________ ______ ___.
___ ___ ________ ___ _________ ________ ______ ___.
_________ _________ ____ _____ _________ ____ _______ _______ ________.
_______ __________ ___ _______ ___ _____ ________ ______ ______ _____ _________ ___.
______ ___ ___ _________ ______ _________ _______.
____ ___ _____ ______ __________.
_________ _____ _________ ____ ________ _________ _______.
__________ ________ __________ ___ _______ _____ ______ ______.
____ _________ _________ ______ ______ ______ ____ _______.
__________ _________ _________ ________ _______ ___ ______ _____ _____ _________.
_______ ____ ____ ___ _______ ________ ______ _______.
_______ _______ ________ _________ _____ ___ _________ ________ ____.
__________ ________ ___ ___ ________ ____ _____ ___ _____ ____.
___ ______ ________ ____ _________ __________.
_________ ___ _____ _______ ________ ____ _____ ________ ________ ____ _____.
_____ __________ ________ ___ ___ ________ _______ _________ _____.
_____ _______ ____ ________ ____ __________ _______.
__________ ____ ____ _____ ________ _______ _____ ______ ____ _________ _________ __________.
_____ ________ __________ ________ ________.
____ ________ _________ _______ _____ ________ ________ _______.
____ ________ ___ ______ _______ ______ ______ _____.
_____ __________ ___ ______ ___ _____ ______ __________ ________ _______.
________ ____ ______ ________ ____ ______ ___ _________ __________ ____.
_____ ______ _________ ________ ____ _________ ___ _____.
_________ ________ _______ _____ ________ ________ ____.
___ _________ _______ __________ _______ ________ ____ _________.
___ ________ _______ __________ __________ _____ ______ __________ ____ _____ ___.
_____ _____ _____ _____ _______.
__________ __________ ________ ____ ________ ____ ______ _____ ____ __________ _____.
________ _______ _______ __________ _____ ______ ______ ___ ________ ___.
______ _________ _______ _________ ______ ______ ___ _________ ________.
______ _______ __________ ___ ________ ____ _____ ____ ____ ________ _____.
___ _____ __________ _______ __________ ____ ______ ________ ______ _________ ___.
_____ __________ ________ _____ _____ _________ ___ _______.
__________ _____ ________ ____ _______ _________ ___ ___ ________ _______ _____.
__________ _____ _________ _______ _______ ____ __________.
_______ _____ ____ _____ ______ __________ _______ ___ ____ __________ __________.
____ ___ ____ _______ _________ ______ __________ _________.
_________ _____ ________ ___ __________ _____.
__________ ____ _______ ________ ___ _________ ________ ______.
_______ ___ ____ _______ _________ ______ ___ ______.
_______ __________ ________ ____ _____ _____ _________.
__________ _____ ___ _____ ____ _________ ________.
__________ _____ ___ _____ _______ _____ _____ ________ _____ _______ ______ ____.
_______ _____ _________ _______ ________ __________ ____ ____ ______ _______ ___.
_______ _________ _______ _____ ___ _________.
___ __________ ________ __________ _______ ____ _________ _______.
_________ _____ __________ ________ ____ __________ ______ ____ _____ _________.
__________ __________ ______ _______ _________ _________ _______ __________ _________ ___ _______.
_________ _________ ________ _____ ___.
_______ ____ _________ _____ _________ ____ __________.
___ ________ ________ __________ _______ _________ ______ _____ ________ _________ _______ ______.
____ ______ ______ ____ ______ __________ _________ ________ _______ ______ ______.
___ _______ ________ _________ ___ _________.
____ _________ ____ ________ ___ ________ _________.
________ _________ ______ __________ _________ ____ _______ _________ _________.
___ __________ _____ ____ ___ ____.
_____ ________ ______ _____ __________ ___ ______ ____ _______.
_____ __________ ______ _______ ________ ___ ___.
________ __________ _________ ________ _________ ___ _______ ____.
_____ ___ _______ ______ _________ ___ _____ _______ ______ ___ _________.
_____ ___ ___ ___ ____ ________ __________ __________ ___.
_____ ______ _________ ___ __________ ____ _______.
_______ __________ _____ ______ ____ _____.
________ ___ ____ ______ ____ ________ ______ __________ _____ ________ ___.
___ ____ _________ __________ ________ _________ _______.
_________ __________ _________ ____ ______ _________ __________ _____ _______ __________.
_____ ______ _________ _______ _____ _______ _______ _________ ___ ________ ________ ___.
______ ________ ____ ____ ________ __________ ___ _______ _________ _______.
_____ ___ ________ ___ ________ _____ ____ ___ __________ ___.
__________ ________ ________ ______ __________ _________ _________ ___ ____ ____ _____.
_____ _________ ______ _____ __________ ______ ____.
_______ __________ _________.
IGNOU ACADEMY
Your IGNOU journey, made easier.
- Solved Assignments
- Study Notes
- Guess Papers
- Question Papers
Continue Reading — It's Free
Sign in with Google to unlock more of this answer.
✓ Free access
✓ Unlock up to 60% of the answer
✓ No payment required
✓ Unlock up to 60% of the answer
✓ No payment required
Quick Google sign-in. No separate registration form.