A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Overcoming the Objections 6. This ensures customer satisfaction and repeat purchase. Effective prospecting requires a … It’s the salesperson who reaches out to customers in order to sell the product. Question: Question 2 (2 Points) The First Step In Personal Selling Process Is Prospecting Approach Preapproach Presentation. 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 sale must be closed only when the salesman knows that the customer is prepared for it. The stages in personal selling are briefly explained below. Products like toothpaste, soap or hair-oil can be offered to … During this stage of the process, the sales representative makes a presentation. The selling cycle breaks down neatly into six steps. Approaching the Consumer 3. c. What products are currently being purchased? With this step in the process, sales representatives look for new customers that they can potentially sell their products to. Prospecting refers to locating potential customers. 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. Non-paying methods including asking acquaintances (e.g., friends, business associates) and networking (e.g., joining local or professional groups and associations). Prospecting for customers is the first step to selling. 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. 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. Not all sales leads hold the potential for becoming sales prospects. The sales rep should focus on the features and benefits of the product or service during this part of the process. The initial step of selling process starts with prospecting or searching for potential customers. 1.Discuss your personal selling experience in the job-search context, with a focus on two steps that … 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. The first step in the process involves prospecting. iv. 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 approach is the next step in the process and it is also one of the most important. And that’ what, this first step towards a winning personal selling … This information is used in selecting an approach and in creating a sales presentation. 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. Luke Arthur has been writing professionally since 2004 on a number of different subjects. Salespeople can attempt to gather this information through several sources including- corporate research reports, information on the prospect’s website, conversations with non-competitive salespeople who have dealt with the prospect, website forums where industry information is discussed, and by asking questions when setting up sales meetings. The salesperson assists the buyer to place order. Yet the most successful salespeople will say that closing the sale is actually fairly easy if the salesperson has worked hard in developing a relationship with the customer. 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. 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. The approach is the first personal interaction a salesperson has with a prospective customer in the selling process. Such an understanding of the prospective customers before approaching them puts the salesmen in a much stronger position to deal with the prospective customers. 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 … At this stage the salesperson should properly approach the prospects. It is a method of compromise because both salesman and prospects “bend” a little. Promotions – The method uses free gifts to encourage prospect to provide contact information or attend a sales meeting. Direct Close – It is a simple technique and is most appropriate if the buyer is showing strong positive buying motives. 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. After the objections have been removed, the only thing left to do is close the sale. The salesmen during this stage have to demonstrate and also explain the various product features to the customers. After identifying the prospect the sales person qualifies the prospects on the basis of their financial ability, needs, taste and preferences. ii. iv. This stage involves collecting information about the prospective buyers who have been identified in the previous stage. 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:-. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. 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. No one method is used by the two salesmen. This step entails making a favorable impression with the prospect, gaining the pros- pect’s … iv. Hence identifying the right prospect is essential as it determines the future selling process. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. The follow up is the last stage in the personal sales process. Copyright 2021 Leaf Group Ltd. / Leaf Group Media, All Rights Reserved. Inadequate preparation, poor impression, failure in meeting objections or wrong approach on the part of the salesman may come in his way. The salesperson will use their research skills to learn about such issues as: b. The salesman should ensure that the delivery instructions given by the customer are properly followed. Gaining Background Information – The salesperson will use questioning skills to learn about the prospect and the prospect’s company and industry. 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. The process of determining whether a sales lead has the potential to become a prospect is known as – “qualifying” the lead. 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. 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. This is to … Approach refers to the actual interaction with the prospective customers. Certain products cannot be sold without demonstration. Establishing Rapport with the Prospect – Successful salespeople know that jumping right into a discussion of their product is not the best way to build relationships. The next step to prospecting and qualifying is pre-approach. Share Your Word File D. have the salesperson … “After sales service” should be punctual, quick and satisfactory. The salesmen require a high degree of patience to make this stage successful. Part of this discussion may include a demonstration of the product. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. This stage involves a virtual preparation of a database. Share Your PPT File. After handling objections and convincing customers to buy the product, the salesperson requests the customer to place order. If the customer is happy, the sales rep can also try to obtain additional referrals from 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. Before publishing your Articles on this site, please read the following pages: 1. Indirect-identical method (also known as “yes but method or ‘sidestepping the question method), is most widely used method. If a prospect has been qualified or if qualifying cannot take place until additional information is obtained (e.g., when first talking to the prospect), a salesperson’s next task is to prepare for an eventual sales call. The first step of the selling process, prospecting and qualifying, involves searching for potential customers and deciding whether … 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. The first step in personal selling is to identify the potential buyer. For every … ii. The salesperson’s attitude, appearance, way of speaking matters most at this stage. Customer may raise objection with regard to price, delivery schedule; product or company characteristics, etc. 1. 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. 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. 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). iii. This is the stage during which the prospective customers are converted into actual customers. 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