1. Prospecting and Evaluating 2. Approaching the Consumer 3. Preparing for the Sale 4.
What is the fourth stage of personal selling?
The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation , (5) close, and (6) follow-up (Table 2).
What are the main contents of personal selling?
- Prospecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements. ...
- Preapproach (Preparing) Review key decision makers esp. ...
- Approaching the Customer. ...
- Making the Presentation. ...
- Closing. ...
- Following Up.
What are the types of personal selling?
According to David Jobber, there are three types of personal selling: order-takers, order-creators, and order-getters .
What are the stages of personal selling process?
The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up . Personal Sales Meeting: Meeting the customer face-to-face to makes the sales process more personalized.
What are the personal selling objectives?
The purpose of personal selling is to bring the right products into contact with the right customers , and to make certain that ownership transfers take place. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc.
What are the personal selling strategies?
- Be natural and personable.
- Remember your buyer personas.
- Ask the customer plenty of questions.
- Focus on end benefits, not product features.
- Personally address any customer concerns.
- Ask for the sale.
- Follow-up after a purchase.
- Consider an email tracking software.
What are the four most common types of questions used in the field of personal selling?
In summary, the sequence of asking these 4 types of questions is meant to 1) understand the current situation, 2) uncover the problems and/or pain points from the current situation, 3) enable the buyer to understand the impact of the problems, and 4) help the customer see the value in your solutions.
What are four types of documents or forms used in the selling process?
- Invoice. If you don’t collect payment at the time customers receive their goods or services, you’ll need to provide them with an invoice. ...
- Estimate or Quote. ...
- Sales Receipt.
What is the most critical part of the personal selling process?
The Probe step is probably the single most important step in the selling process and the one that’s done the poorest by many salespeople.
What are the three types of prospects in personal selling?
- Acknowledge and convert the objection.
- Postpone.
- Agree and neutralize.
- Accept the objection.
- Denial.
- Ignore the objection.
What is indoor personal selling?
The act of selling goods by establishing a stall or shop at a certain place is called indoor sale and the person operating such act is called Indoor salesperson. Such type of salesperson does not go to customer’s house rather than stays at his / her shop and sells goods to customers.
What is personal selling and examples?
Products with relatively high prices , or with complex features, are often sold using personal selling. Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers.
What are the 7 steps of selling?
These seven steps present the typical sales scenario as composed of the following: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) overcoming objections, (6) close, and (7) follow-up .
What are the 6 steps of selling?
- Prospect for your next potential client or customer. ...
- Make initial contact. ...
- Qualify the prospective clients or customers. ...
- Win over the prospects with your presentation. ...
- Address the prospective client’s or customer’s concerns. ...
- Close the sale.
The fourth one emphasizes the buyer’s decision process but also takes the salesperson’s influence process into account. ADVERTISEMENTS: AIDAS Theory of Selling : This theory, popularly known as AIDAS theory (attention, interest, desire, action and satisfaction), is based on experimental knowledge.
