To attract such attention, the salesman should talk to the prospect briefly about the product either by asking a question that interests him or by display of some material, such as a sample, or by allowing the prospect touch, hold, or actually use the product. The third step in the personal selling process, gaining a prospect's attention, stimulating interest, and making the transition into presentation Presentation The fourth step in the personal selling process, â¦ It is a rare instance when a salesperson does not receive resistance from a prospect. To accomplish this task successfully, sellers must be skilled at listening and understanding responses. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. The entire process is a wasted effort if sale does not take place. The initial step of selling process starts with prospecting or searching for potential customers. 1) prospecting and qualifying, 2) pre-approach, 3) approach, 4) presentation and demonstration, 5) NULL The activities apply to all forms of selling and can be adapted to most selling situations (including non-product selling such as – selling an idea). Such referrals may come at no cost to the salesperson or, to encourage referrals, salespeople may offer payment for referrals. 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. Understanding these seven steps can help improve your individual sales or the sales of your company. A few of the effective closing techniques are: i. This part of the process is a numbers game, and the sales representative has to contact many people. Beyond Step 1, this process lines up nicely with the steps you should (or will) follow in seeking a job. Sales leads can come from many sources including: i. v. Alternative Close – This technique provides the customers with alternatives with regard to the product like a black or red colour one or payment in cash or on credit basis. To overcome resistance, salespeople are trained to make sure they clearly understand the prospect’s concern. The salesperson may make a personal visit, a phone call or send a letter, based on the convenience of the prospects. Products like toothpaste, soap or hair-oil can be offered to â¦ Selling Process is a complete cycle which starts from identifying the customers to closing the â¦ Promotions – The method uses free gifts to encourage prospect to provide contact information or attend a sales meeting. ii. At this stage the salesperson needs to decide as to how to approach the prospective customer. At this time, the sales representative prepares for the first contact with the potential customer. At this stage of the process, you may need to negotiate the final sales price and any payment terms. The salesperson gives a summary of the major points of the presentation and directly asks for the order. If the sales representative can answer the questions and overcome any objections successfully, the barriers for a successful sale will be removed. A comprehensive sales process encompasses all major customer interactions from prospecting to selling â¦ One type of approach is based on referrals; the salesman approaches the prospects and explains that an acquaintance as associate or a relative has suggested the call. This method is useful in meeting excuses that are not strongly backed by facts. Why? vi. After developing the prospect list, a salesman evaluates each prospect to determine whether the prospect is able, willing, and authorized to buy the product. Making the Presentation 5. Following Up. This is the stage during which the salesmen have to close the process by clinching the deals. What is the customer’s organizational structure? The selling process is a set of activities undertaken to successfully obtain an order and begin building long-term customer relations. The selling activities undertaken by professional salespeople includes the following steps: Selling begins by locating potential customers. With this knowledge the salesperson will almost always be presented with more selling opportunities. What type of approach would be suitable depends upon the salesman’s preferences, the product being sold, the firm’s resources, and the characteristics of the prospect. The sales person assures about delivery at right time, proper installation, after sales service. The 5-step sales process and Lucidchart. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. More likely, sellers will not be in a position to qualify leads until they establish contact with a lead, which may occur in activities associated with either Preparation for the Sales Call or The Sales Meeting. 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. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. The salesmen would like to visit these prospective customers for the purpose of sales. Personal selling or salesmanship itself is a process. Overcoming the Objections 6. For a creative and persuasive salesman, the process of selling really starts when the prospect raises objections. The salesperson assists the buyer to place order. Itâs the salesperson who reaches out to customers in order to sell the product. Such an understanding of the prospective customers before approaching them puts the salesmen in a much stronger position to deal with the prospective customers. The salesman must visit the customer often to learn what problems or questions have arisen regarding the product. It is also the point at which many customers are unwilling to make a commitment and, consequently, respond to the seller’s request by saying no. 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. This ensures customer satisfaction and repeat purchase. However, for a large percentage of salespeople lead generation consumes a significant portion of their everyday work. 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. v. Assess the Prospect – Throughout the presentation the seller will use techniques, including interpreting non-verbal cues (e.g., body language), to gauge the prospect’s understanding and acceptance of what is discussed. 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. All prospects identified may not turn out to be actual customers. Question: Question 2 (2 Points) The First Step In Personal Selling Process Is Prospecting Approach Preapproach Presentation. iii. The first step of the personal selling process is called âprospectingâ. “After sales service” should be punctual, quick and satisfactory. During the sales presentation, the salesman must attract and hold attention of the prospect in order to stimulate interest and convince and arouse desire for the product. All prospects identified may not turn out to be actual customers. The heart of the selling process is the meeting that takes place between the prospect and the salesperson. Marketing, Products, Process, Personal Selling, Process of Personal Selling. TOS4. A potential customer or “prospect” is first identified as sales lead, which simply means the salesperson has obtained information to suggest that someone exhibits key characteristics that lend them to being a prospect. After presentation and demonstration, when customers are asked to place order, they are reluctant to buy and raise objection. During this stage, the sales representative looks at any information that he may have about the customer. In this approach the intention is to not only contact the prospect but to also give a sales presentation during this first contact period. This step is the climax of the selling process in which the salesman asks the prospect to buy the product or products. Certain products cannot be sold without demonstration. In case of newly introduced product and product that requires demonstration and presentation, personal selling is effective. For this purpose, the salesmen should overcome all the objections. In this stage, you find potential customers and determine whether they have a need for your product or serviceâand whether they can afford â¦ Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. it sets the â¦ By resistance we are referring to a concern a prospect has regarding the product (or company) and how it will work for their situation. Prospecting refers to locating potential customers. The personal selling process involves seven steps that a salesperson must go through with most sales. During this step, the sales representative takes a minute or two to try to get to know the prospect. After handling objections and convincing customers to buy the product, the salesperson requests the customer to place order. Action Close – Here the sales person takes an action that will complete the sale like negotiation for supplying financial assistance to the prospects. This can involve demonstrating the product or service and showing the customer why they need it. Immediately after closing the sale, the salesperson should take some follow up measures. You've reached the end of your free preview. 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. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling â¦ The salesperson will use their research skills to learn about such issues as: b. 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