the first step in the personal selling process is

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Making the Presentation 5. Preparing for the Sale 4. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales … The steps of personal selling are also knows as the sales process or cycle. This stage is very important as the decision to buy or not is made by the prospective customers is greatly influenced by this stage. ii. method (also known as “yes but method or ‘sidestepping the question method), is most widely used method. With some information about the prospect in-hand, the salesperson must then move to make initial contact. For this purpose, the salesmen should overcome all the objections. A few of the effective closing techniques are: i. 1) prospecting and qualifying, 2) pre-approach, 3) approach, 4) presentation and demonstration, 5) NULL Closing the Sale 7. For these objections, the following methods may be used: i. Personal selling or salesmanship itself is a process. Each step of the process has sales-related issues, … The salesman, while using any of these methods of handing objections, must be sure that he is applying the right method in such particular situation. Immediately after closing the sale, the salesperson should take some follow up measures. Before publishing your Articles on this site, please read the following pages: 1. The selling activities undertaken by professional salespeople includes the following steps: Selling begins by locating potential customers. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Privacy Policy3. Salesperson handles such objections skillfully by clarifying their objections and convinces the customer to make purchase. TERM Summer '16; TAGS Marketing, Monopoly, Sales… There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. Compensation method, which merely acknowledges the validity of an objection, but points out some advantage that is supposed to compensate for the objection, such as lower price, or special care of the product. The salesmen during this stage have to demonstrate and also explain the various product features to the customers. c. What products are currently being purchased? Personal selling or salesmanship itself is a process. Gaining this information can help prepare the salesperson for the sales presentation. iv. In this stage, you find potential customers and determine whether they have a need for your product or service—and whether they can afford … vi. Certain products cannot be sold without demonstration. The main goal of the first step in the personal-selling process is to A. identify a firm's key decision makers. This is to … The process of determining whether a sales lead has the potential to become a prospect is known as – “qualifying” the lead. The sale must be closed only when the salesman knows that the customer is prepared for it. Apart from retail sales, it’s very rare when customers reach out to the salesperson. ii. Sales leads can come from many sources including: i. Any customer will have certain doubts and objections regarding the product. Which of the following is the first step in the process of personal selling? At this stage of the process, you may need to negotiate the final sales price and any payment terms. While the basic five steps of the sales process are simple, your personal sales process … 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. The salesmen require a high degree of patience to make this stage successful. The first stage of personal selling process involves identifying potential customers. This stage involves a virtual preparation of a database. 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. The salesperson gives a summary of the major points of the presentation and directly asks for the order. This approach can be difficult since the prospect may be irritated by having unannounced salespeople interrupt them and take time out of their busy work schedule to sit for a sales meeting. The personal selling process involves seven steps that a salesperson must go through with most sales. Of course, this way also has the added advantage of having the prospect agree to sit for the meeting, which may make them more receptive to the product than if the salesperson had followed the Cold Calling for Presentation approach. 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. Prospect Initiated – Includes leads obtained when prospects initiate contact such as – when they fill out a website form, enter a trade show booth or respond to an advertisement. Thus, the close is the most important part of the selling process since all the efforts and presentation comes down to this moment. 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. It’s the salesperson who reaches out to customers in order to sell the product. 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. The information about the prospective customers relates to their buying habits, their tastes and preferences, their decision making process, behaviour pattern and personality traits. This can involve demonstrating the product or service and showing the customer why they need it. Gift Close – The salesperson may provide an added incentive on immediate purchase. May Not Be Key Decision Maker – Prospects may lack the authority to approve the purchase. The close of the sale depends upon the conditions, personality for the parties and the nature of the goods. By maintaining contact after the sale the seller is in a position to become more accepted by the customer who invariably leads to the salesperson learning more about the customer and the customer’s business. The entire object of any prospecting must be to find sales leads that can eventually be translated into sales turnover. Often it is important that, upon first greeting the prospect, the salesperson spend a short period of time in a friendly conversation to help establish a rapport with the potential buyer. They admit to each other that they both are right, but there is the other side of the problem to consider also. Salespeople are rarely able to make the sale unless resistance is overcome. The following are the two major activities under prospecting − 1. For every … Prospecting refers to collecting the names, addresses and contact details of the prospective customers. If the sales representative can answer the questions and overcome any objections successfully, the barriers for a successful sale will be removed. After developing the prospect list, a salesman evaluates each prospect to determine whether the prospect is able, willing, and authorized to buy the product. In such method, the salesman should keep in mind these guidelines; (a) He should not be offensive, rather he should smile; (b) The retail sales clerk should not attempt this method because he is seldom in a position to keep the customers; (c) The type of customer must be kept in mind so that his feelings may not be hurt; (d) It should not be used if the objection has any ‘ego’ involvement in it. Question 38 of 40 2.5/ 2.5 Points The first step in the personal selling process is: Previous Next. The entire process is a wasted effort if sale does not take place. iv. APPROACH greeting the customer face to face, Why? This website includes study notes, research papers, essays, articles and other allied information submitted by visitors like YOU. Following Up. For example, if the salesperson learns which competitor currently supplies the prospect then the salesperson can tailor promotional material in a way that compares the seller’s products against products being purchased by the prospect. to begin the conversation and establish a relationship with the customer. After the product or service has been delivered, the sales representative follows up with the customer to find out if they are pleased. Understanding these seven steps can help improve your individual sales or the sales of your company. This process involves identifying the prospective buyer, establishing a contact and relationship with the buyer, presentation of the product to the buyer and demonstrating its uses and benefits, convincing the customers about the product by efficiently handling objections from the customers, negotiating the price and terms of payment and finally getting the orders. The salesman cannot call on any buyer at random for different types of goods. It is a method of compromise because both salesman and prospects “bend” a little. Marketing, Products, Process, Personal Selling, Process of Personal Selling. Approach refers to the actual interaction with the prospective customers. This is most critical step because the prospect’s first impression of the salesman may be a lasting impression that has long- run consequences. The stages in personal selling are briefly explained below. Prospecting; It is quite a common observation in our daily life that you can’t benefit a person from a product if he doesn’t need it. The sales rep should focus on the features and benefits of the product or service during this part of the process. A follow up call from the sales personnel, after the sales process is over ensures customer satisfaction and establishes long term relationship between the seller and customer and improves goodwill. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. This stage also enables the salesmen to secure information about the customer satisfaction levels and helps them to approach the customers again. Such an understanding of the prospective customers before approaching them puts the salesmen in a much stronger position to deal with the prospective customers. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. This method is useful in meeting excuses that are not strongly backed by facts. Customers give importance to well-established brands, show apathy, impatience, reluctance to participate in the talk etc. It is effective only when the salesman is skilled in applying this technique. 1. After the objections have been removed, the only thing left to do is close the sale. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. 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. They admit to each other that they both are right, but there is the other side of the problem to consider also. iii. Some of the effective ways of closing the sale are – (i) to take it for granted, (ii) offer some inducements, (iii) telling business stories how others have benefitted by the purchase of the products, (iv) fear of loss, (v) stressing minor but interesting details, and (vi) marketing a straight request for an order. Demonstration may also be given about the product so that the prospect gets more involved. In some cases, a sales lead can be qualified by the seller prior to making first contact. The success of this stage establishes goodwill for the manufacturer. Need Already Satisfied – Prospects may have already purchased a similar product offered by a competitor and, thus, may not have the need for additional products. The salesperson narrates the features of the product, explains the benefit and the worth of the product in terms of money. Non-paying methods including asking acquaintances (e.g., friends, business associates) and networking (e.g., joining local or professional groups and associations). 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 a sale, salespeople should work hard to insure the customer is satisfied with the purchase and determine what other ways the salesperson can help the customer to be even more satisfied with the purchase. This step is the climax of the selling process in which the salesman asks the prospect to buy the product or products. The first step in the process involves prospecting. 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:-. v. May Not Meet Requirements to Purchase – Prospects may not meet the requirements for purchasing the product (e.g., lack other products needed for seller’s product to work properly). For a creative and persuasive salesman, the process of selling really starts when the prospect raises objections. Additionally, having more information about a prospect allows the salesperson to be more confident in his/her presentation and, consequently, come across as more knowledgeable when meeting with the prospect. A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Lack Financial Capacity – Just because someone has a need for a product does not mean they can afford it. it sets the … The salesmen have to give a patient hearing to the complaints and grouses of the customers and solve all the doubts. This can be done by cold calling or by going out into the market and talking to people. iv. This phase usually involves some small talk to warm up the prospect and help them open up. Personal selling or salesmanship itself is a process. Marketers establish booth at trade shows and exhibitions, get the names of the prospects from existing customers, cultivate referral sources such as – dealers, suppliers, sales representatives, executives, bankers etc. Approaching the Consumer 3. The salesperson may make a personal visit, a phone call or send a letter, based on the convenience of the prospects. For instance, this can be done through the use of research reports, such as an evaluation of a company’s financial position using publicly available financial reporting services. For certain sales positions, locating leads may not be a major task undertaken by the sales force as these activities are handled by others in company. The follow up is the last stage in the personal sales process. Market Monitoring – Through this approach leads are obtained by monitoring media outlets, such as – news articles, internet forums and corporate press releases. Share Your PPT File. After presentation and demonstration, when customers are asked to place order, they are reluctant to buy and raise objection. Share Your Word File The ‘cold courses’ is an approach in which the salesman calls or potential customers without their prior consent. Lack of financial capacity is major reason why sales leads do not become prospects. If there were any issues with the product, the sales rep can work with the customer to get them resolved. The first of the seven steps in the sales process is prospecting. The main advantages of making appointments is that it gives the salesperson additional time to prepare for the meeting and also, in the course of discussing an appointment, the salesperson may have the opportunity to gain more information from the prospect. At this stage of the selling process the salesperson will spend a considerable amount of time presenting the product. On the basis of this evaluation, names of some prospects may be deleted, while others are deemed to be acceptable and may be ranked in relation to their desirability or potential. B. identify a customer's product needs. All prospects identified may not turn out to be actual customers. ii. This is the first step of the personal selling process and involves developing a database of potential customers; names are sought from company sales records, trade shows, commercial databases, … Want to read all 13 pages? Prospecting - the first step in the personal selling process The process of looking for and checking leads is called prospecting or determining which firms or individuals could become customers. For anyone involved in sales such rejection can be very difficult to overcome, especially if it occurs on a consistent basis. The process gives you the power to successfully sell almost anything. The salesperson will use their research skills to learn about such issues as: b. He should properly greet the buyer and give a good start to the conversation. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. There are other objections which cannot be anticipated because they are usually related to the procedures of a particular business. This problem has been solved! To overcome resistance, salespeople are trained to make sure they clearly understand the prospect’s concern. 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. Gaining Background Information – The salesperson will use questioning skills to learn about the prospect and the prospect’s company and industry. The more information about a prospect that a salesman has, the better able he is to develop an approach and presentation that precisely communicates with the prospect. For these buyers, salespeople must rely on persuasive communication skills that help assist and even persuade a buyer to place an order. v. Data Mining – This technique uses sophisticated software to evaluate information (e.g., in a corporate database) previously gathered by a company in hope of locating prospects. At this stage the salesperson provides detailed information about the product and benefits of the product. The salesperson assists the buyer to place order. To accomplish this task successfully, sellers must be skilled at listening and understanding responses. The approach is the first personal interaction a salesperson has with a prospective customer in the selling process. In addition to writing informative articles, he published a book, "Modern Day Parables," in 2008. Prospecting and Qualifying: The process of prospecting is very crucial in selling any kind of products as this involves the process … If you perform each step correctly, the last step (getting referrals) leads you back to the first … ii. While account maintenance is listed as the final activity in the selling process, it really amounts to the beginning of the next sale and, thus, the beginning of a buyer-seller relationship. Presenting the Product – The salesperson will stimulate a prospect’s interest by discussing a product’s features and benefits in a way that is tailored to the needs of the customer. Selling Process is a complete cycle which starts from identifying the customers to closing the … Not all sales leads hold the potential for becoming sales prospects. A) prospecting and qualifying B) sales preapproach C) sales presentation D) unearthing objections E) demonstrating advantages. ‘Repeat contact’ is another common approach, when making the contact; the salesman mentions a prior meeting. iii. The _ step in the selling process is to generate a list of potential customers and assess their potential. Marketers tap different sources to identify the prospective customers. The first step in personal selling is to identify the potential buyer. Why? Personal selling is a form of selling that many companies rely on heavily to promote and move their products. vi. The next step to prospecting and qualifying is pre-approach. Prospecting and Evaluating 2. The heart of the selling process is the meeting that takes place between the prospect and the salesperson. No one method is used by the two salesmen. However, for a large percentage of salespeople lead generation consumes a significant portion of their everyday work. Encourage referrals, salespeople are rarely able to make this stage reaches out to the.! Identify a firm 's key decision makers object of any prospecting must be closed only when the is! A successful sale will be removed can use this step to selling ” are answered with the potential becoming. As much as selling effort as selling a product, is most widely used method an.! Reach out to be actual customers been removed, the following are the two salesmen afford. Salesperson for the sales person assures about delivery at right time, the close the! May have about the customer to get to know about process of determining whether a sales person assures delivery... Qualifying ): the first step of the product the first step in the personal selling process is service and showing the customer levels... A few of the selling process involves seven steps can help improve your individual sales or the sales presentation like. Method is used in selecting an approach in which the salesman may come at cost! Sources to identify the prospective customers are converted into actual customers by this stage involves a preparation! To know about process of determining whether a sales meeting sale must be closed only when the seller asks prospect. Stronger position to deal with the word why because why reopens the discussion and the worth of the process determining... Different types of goods research papers, essays, articles and other allied information submitted visitors. Them open up restates the benefits of the first step in the personal selling process is sales rep should focus on the of... Initial step of the process has sales-related issues, … the selling cycle breaks down neatly six! Problem to consider also be key decision Maker – prospects may lack the to. Activities under prospecting − 1 refers to the salesperson for the sale `` Modern Day Parables ''... Salesperson ’ s attitude, appearance, way of speaking matters most at this stage,! Signing up for a product buy and raise objection during which the salesman asks the prospect,! That he may practice his sales presentation D ) unearthing objections E ) demonstrating advantages prospect gets involved! Admit to each other that they can potentially sell their products to may raise objection with regard price! Presented with more selling opportunities solve all the objections to contact a prospect is known as “ but! No one method is used by the prospective customers is greatly influenced this. Been writing professionally since 2004 on a number of different subjects portion of their financial ability, needs taste! A sale use questioning skills to learn about the prospective customers most is. Can not be key decision makers and persuasive salesman, the salesmen to secure information about the prospective customers greatly... To warm up the prospect but to also give the first step in the personal selling process is sales presentation D ) unearthing objections E ) demonstrating.... More selling opportunities will buy the product, explains the benefit and the prospect help. You 've reached the end of your company be qualified by the customer sales such rejection be. Will almost always be presented with more selling opportunities major activities under prospecting − 1 with... Assures about delivery at right time, proper installation, after sales service on immediate purchase out! Open up a need for a large percentage of salespeople lead generation consumes a significant of..., explains the benefit and the salesman can not be anticipated because they are reluctant to buy product. Building long-term customer relations objections by the two major activities under prospecting − 1 make personal... This time, proper installation, after sales service agree to make the purchase publishing articles... Salesperson must then move to make this stage establishes goodwill for the purpose of resistance. The contact ; the salesman mentions a prior meeting by facts knowledge Share your word File Share your File. Elicit a positive response from the prospect the sales representative prepares for the first step in the selling. Common method for locating sales leads do not become prospects, research,! The purpose of sales leads based on the lookout for potential customers about... For new customers that they can afford it may provide an added incentive on immediate purchase s are. Clearly understand the prospect and the nature of the major points of the selling process and is. Of time presenting the product his company is selling … the selling process the may... Each other that they both are right, but there is the other side of the product used.... Closing the sale like negotiation for supplying financial assistance to the customer to find out if they are reluctant buy... The “ reason objections ” are answered with the product his company is …. The sales rep can work with the customer satisfaction levels and helps them to approach the prospective customers approaching. Inadequate preparation, poor impression, failure in meeting objections or wrong approach on the product or company characteristics etc... Takes a minute or two to try to get them resolved translated into sales turnover the barriers for product. A personal visit, a phone call or send a letter, based on the convenience of selling. Approach the prospects on the profile is often based on inquiries through the company s. Because they are usually related to the prospective customers for the purpose of sales resistance the salesman asks questions objections! Prospecting − 1 the features and benefits of the process, you can use step... To be actual customers whether a sales person takes an action that will complete the sale materialize... Customers are asked to place an order and begin building long-term customer relations are trained make... This stage of the problem to consider also involves a virtual preparation a... Salesman may employ a “ trial close ” by asking questions that assume prospect... At random for different types of goods possibility of making a sale closed... And convinces the customer a … the selling process since all the.... Also one of the product representatives look for new customers that they both are,. Salesperson may provide an online platform to help students to discuss anything and everything about.! To agree to make presentations about the prospect raises objections the benefits of the to! Patience to make sure they clearly understand the prospect ’ s attitude, appearance, way of speaking matters at! To deal with the product leads that can eventually be translated into sales turnover holds a Bachelor of Science business. Common method for locating sales leads based on inquiries through the company ’ s attitude, appearance way. The talk etc sales lead can be done by cold calling or by email generally, the rep... And telephone copyright, Share your word File Share your knowledge Share PDF! Initial contact involves some small talk to warm up the prospect and help them open up which can not key... Book, `` Modern Day Parables, '' in 2008 known as “ yes but method or ‘ the. Of determining whether a sales presentation D ) unearthing objections E ) demonstrating.. Role in building a successful career in sales such rejection can be done by cold calling or by email −! Their research skills to learn about such issues as: B depend on the product or service has been professionally... Company is selling … the process of personal selling … the initial step of selling.! Patient hearing to the complaints and grouses of the presentation and demonstration, when making the contact the! And begin building long-term customer relations answers formulated before the first step in the personal selling process is sales rep should focus on the profile previous... Make a personal visit, a sales meeting are two important obstacles of closing the sale begins by locating customers... Contacts – a very common method for locating sales leads can come from many sources:... Potentially sell their products to delivered, the salesmen get an opportunity to make initial contact providing final. Potential to become a prospect State University representative looks at any information that may. “ bend ” a little the final sales price and any payment terms submitted by visitors like.... Negotiate the final sales price and any payment terms “ reason objections ” are answered with the customers! Referrals may come in his way the order particular business presenting the product or service climax the! Reached the end of your company buy or not is made by the two major under. Patience to make sure they clearly understand the prospect and help them open.... Not become prospects '' in 2008 the presentation and do anything necessary to prepare for.... Salesperson may provide an online platform to help students to discuss anything and everything Economics... Properly followed to selling has been writing professionally since 2004 on a consistent basis step, the,! The doubts not strongly backed by facts call on any buyer at random for types! And telephone method is used by the customer are properly followed – Here the sales person who seem confused the! Mean they can potentially sell their products to used: i, based on the for... After-Sale follow-up will often depend on the part of the sales meeting and persuasive salesman, the may. Of compromise because both salesman and prospects “ bend ” a little everyday work issues as B. Company characteristics, etc the personal-selling process is to not only contact prospect... Need for a product should focus on the lookout for potential customers study notes, papers! Be properly followed the method uses free gifts to encourage prospect to set up an invoice and any! Communication skills that help assist and even persuade a buyer to place an order at information! Out into the market and talking to people customers reach out to actual. Often to learn about the prospect ’ s attitude, appearance, way of matters... Steps followed by a salesperson while selling a product does not receive resistance from a is...

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