The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up .
What should a salesperson do during the fifth step of the personal selling process?
The fifth step in the personal selling process, meaning obtaining a purchase commitmnt from the prospect and creating a customer . The sixth step in the personal selling process, meaning ensuring a customer is satisfied with the product or service.
In which step of the personal selling process would you identify key decision makers review account histories and prepare a sales presentation quizlet?
Pre-Approach : the salesperson does research and preparation before contacting the customer. They should identify key decision makers, review account histories, ascertain customer needs, and prepare sales presentations.
What are the 8 steps of personal selling?
- Step 1: Prospecting. Before you can sell anything, you need someone to sell to. ...
- Step 2: Connecting. ...
- Step 3: Qualifying. ...
- Step 4: Demonstrating Value. ...
- Step 5: Addressing Objections. ...
- Step 6: Closing the Deal. ...
- Step 7: Onboarding. ...
- Step 8: Following Up.
What are the steps in the personal selling process quizlet?
What are the steps in the personal selling process? Generate and qualify leads, preapproach, sales presentation and overcoming reservations, closing the sale, follow-up .
What is first step in selling process?
- Find customers. Research your potential customer base. ...
- Plan your approach. ...
- Make initial contact. ...
- Confirm specific customer needs. ...
- Select the appropriate product or service. ...
- Make the sales presentation. ...
- Handle objections. ...
- Close the sale.
What is the 5 step selling process?
A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up .
In which of the following steps in the personal selling process does the salesperson ask the prospect to buy the product?
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. Process # 6. Closing the Sale : This step is the climax of the selling process in which the salesman asks the prospect to buy the product or products.
Which of the following is the first step in the personal selling process quizlet?
The first step in the selling process is prospecting , researching potential buyers and choosing those most likely to buy.
Which step of the personal selling process is often the most difficult?
Close . The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy.
What is the final step of the selling process?
The last step in personal selling process. The salesperson must follow up the sale . The salesperson should determine if the order was delivered on time and was installed properly; should learn whether the customer has problems or question about the product; and should determines the customer’s future product needs.
What are the 10 steps of the selling process?
- Prospecting. Prospecting is the first step in the selling process. ...
- Pre-approach/Planning. Planning is the second step in the selling process. ...
- Approach. The approach is the third step in the selling process. ...
- Presentation. ...
- Trial Close. ...
- Determine Objections. ...
- Handle Objections. ...
- Trial Close.
Which step of the personal selling process is difficult because it requires the sales person to overcome the fear of being rejected?
serving the needs of the customer. Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected? it should refute any complaints or objections about the product.
How many basic steps are involved in personal selling quizlet?
7 step personal selling process.
How does personal selling add value quizlet?
Describe the value added by personal selling. Salespeople provide information and advice : customers see the value and are willing to pay indirectly for the education and advice salespeople provide. -Salespeople save time and simplify buying: customers perceive value in time and labor savings.
Which of the following is an example of personal selling?
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.
At which step in the personal selling process does a salesperson meet the customer for the first time?
Pre-approach–Refers to the process of preparing for the presentation. This consists of customer research, goal planning, scheduling an appointment and any other tasks necessary to prepare for the sales presentation. Approach –Refers to the stage when the salesperson initially meets with the customer.
What are the 3 phases of the sales process?
- 1 – Qualification.
- 2 – Collaboration.
- 3 – Negotiation.
What are the 4 steps of the sales process?
- STEP 1: PREPARATION. STEP 2: LAUNCH. ...
- STEP 1: PREPARATION. Aligning our Sales Team for Major Account Selling. ...
- STEP 2: LAUNCH. Contact existing leads, utilize our network. ...
- STEP 3: BUSINESS DEVELOPMENT. ...
- STEP 4: ACCOUNT MANAGEMENT.
In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?
118) The first step in the selling process is prospecting —identifying qualified potential customers. 119) During the preapproach step of the selling process, the salesperson meets the customer for the first time.
What is a selling process?
The selling process is defined as a process by which a salesperson identifies and locates the prospects , separates the prospects from the suspects, approaches them and makes a sales presentation, handles their objections, and closes a sale. ... Pre-Sale Preparation 2.
What are the 7 steps in the sales process?
- Prospecting.
- Preparation.
- Approach.
- Presentation.
- Handling objections.
- Closing.
- Follow-up.
What step in the personal selling process is associated with asking a prospect to buy a product quizlet?
During the sales presentation, the salesperson must attract and hold the prospect’s attention, stimulate interest, and spark a desire for the product. Closing is the stage in the personal selling process when the salesperson asks the prospect to buy the product.
Which of the Seven 7 steps is the most important step in the personal selling process?
Follow-up . The follow-up, which takes place after the sale, is one of the most important steps in the selling process. It is a continuation of the relationship between the seller and the buyer that ensures customer satisfaction, retains customer loyalty and helps prospect for new customers.
Which step in the selling process usually follows establishing relationships with customers?
Follow-up calls or letters are part of the step in the selling process known as: Reaffirming the buyer-seller relationships. The most important reason for salespeople to follow up a sale is to: Reassure the customer.
What step follows after negotiation in personal selling process?
Follow up . The final step in the personal selling process is referred to as the ‘follow up. ‘ The follow up involves the salesperson contacting the customer after the sale to ensure that the customer is satisfied.
What are the 6 steps in the sales process?
- 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.
Is the sales step in which a salesperson asks the customer for an order?
refers to analyzing, planning, implementing, and controlling sales force activities. ... an _____ is a sales force organization in which salespeople specialize in selling only a portion of the company’s products or line. closing . is the sales step in which a salesperson asks the customer for an order.
What is the next step after pre sale preparation in personal selling process?
- (i) Pre-Sale Preparation:
- (ii) Prospecting or Identifying the Potential Buyers:
- (iii) Approaching:
- (iv) Presentation and Demonstration:
- (v) Handling Queries and Objections:
- (vi) Closing the Sale:
- (vii) Post-Sale Activity:
- Step-1 – Prospecting:
Why customer follow up is important stage in personal selling?
The follow-up adds value to the service or product the customer purchased from you and gives you an opportunity to build a relationship that could lead to additional sales from the same consumer and referrals to more potential clients.
