In most cases, the resistance is expressed verbally (e.g., “I don’t see how this can help us.”) but other times the resistance presents itself in a non-verbal fashion (e.g., prospect facial expression shows puzzlement). The salesperson narrates the features of the product, explains the benefit and the worth of the product in terms of money. This ensures customer satisfaction and repeat purchase. The initial step of selling process starts with prospecting or searching for potential customers. The selling activities undertaken by professional salespeople includes the following steps: Selling begins by locating potential customers. There are several stages involved in the process and a salesman has to understand all the stages in the process to make the process more effective. 1.Discuss your personal selling experience in the job-search context, with a focus on two steps that … Because it is an indication the prospect is paying attention to the presentation and may even have an interest in the product if the resistance can be effectively addressed. Personal selling or salesmanship itself is a process. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. There are several stages involved in the process and a salesman has to understand all the stages in the process to make the process more effective:-. Share Your PPT File. For salespeople actively involved in generating leads, they are continually on the lookout for potential new business. The entire object of any prospecting must be to find sales leads that can eventually be translated into sales turnover. Prospecting and Evaluating 2. The next step to prospecting and qualifying is pre-approach. ii. A sales person who seem confused about the product his company is selling … Disclaimer Copyright, Share Your Knowledge Benefit Close – Here the salesperson restates the benefits of the product in order to elicit a positive response from the prospect. There are two main approaches to arranging contact: A challenging way to contact a prospect is to attempt to conduct a sales meeting through a straight cold call. “He who wins the last battle wins the war” is truly applicable to a salesman foreclosing in the test, of every salesman. Personal Selling Process Steps. 1. Profile Fitting – Uses market research tools, such as – company profiles, to locate leads based on customers that fit a particular profile likely to be a match for the company’s products. This stage also enables the salesmen to secure information about the customer satisfaction levels and helps them to approach the customers again. v. The Pass-up method, is one where the salesman smiles and tries to pass over the objection especially when the objection is of trivial nature that it does not deserve a careful or thoughtful answer. The salesmen require a high degree of patience to make this stage successful. The heart of the selling process is the meeting that takes place between the prospect and the salesperson. See the answer. The personal selling process step according to which sales person dictates how company can solve problem by offering its product is classified as According to consumer promotion techniques, the cash … After the product or service has been delivered, the sales representative follows up with the customer to find out if they are pleased. Prospecting refers to collecting the names, addresses and contact details of the prospective customers. This method is useful in meeting excuses that are not strongly backed by facts. The activities involved in the selling process vary from salesman to salesman and also with selling situations. The approach is the first personal interaction a salesperson has with a prospective customer in the selling process. The salesperson’s attitude, appearance, way of speaking matters most at this stage. After getting the order, the salesmen still have to be in touch with the customers to ensure that the goods are supplied properly and the goods have reached the customers. Overcoming the Objections 6. For example, offering free software for signing up for a demonstration of another product. Buyer’s fears and the salesman’s attitude are two important obstacles of closing the sale. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Personal Selling Process – Generating Sales Leads, Qualifying Sales Lead, Preparation for the Sales Call, Sales Meeting, Handling Buyer Resistance and a Few Others, Personal Selling Process – 7 Important Stages: Prospecting, Pre-Approach, Approach, Demonstration, Handling Objection,Closing and Feedback. to begin the conversation and establish a relationship with the customer. The steps are what a salesperson has to go through to sell a particular product or service. This can be done by cold calling or by going out into the market and talking to people. Hence, it is important for the sale to materialize. Educate them in order to figure out if they are valid customers What is the first step of the selling process and definition? C. find qualified prospects. iv. This information is used in selecting an approach and in creating a sales presentation. After a sale is closed, it should be properly followed. iii. This is the stage during which the prospective customers are converted into actual customers. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. The steps of personal selling are also knows as the sales process or cycle. If you perform each step correctly, the last step (getting referrals) leads you back to the first … Effective prospecting requires a … It is a method of compromise because both salesman and prospects “bend” a little. Expensive, complex purchases that require installation and training may result in the salesperson spending considerable time with the customer after the sale while smaller purchases may have the seller follow-up with simple email correspondence. While handling sales resistance may sound like a difficult part of selling, most successful salespeople actually welcome and even encourage it as part of the selling process. Canvassing – Here leads are gathered by cold-calling (i.e., contacting someone without pre-notification) including in-person, by telephone or by email. Prospecting for customers is the first step to selling. It’s the salesperson who reaches out to customers in order to sell the product. At this stage the salesperson should properly approach the prospects. Hence identifying the right prospect … The salesperson may make a personal visit, a phone call or send a letter, based on the convenience of the prospects. At this stage the salesperson needs to decide as to how to approach the prospective customer. : prospecting consists in developing a list of potential customers sale to materialize is important for the first of... Their research skills to learn about the prospect “ after sales service the. Sales of your free preview payment terms, after sales service ” be... 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