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    The Personal Selling Process

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    Khayla Raymundo
    The personal selling process document outlines the key steps a salesperson takes which include prospecting and qualifying potential customers, preparing for sales calls by researching customers, making initial contact and presenting to the customer, addressing any objections from the customer, closing the sale by obtaining an order, and following up after the sale to ensure customer satisfaction.

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    The Personal Selling Process

    Uploaded by

    Khayla Raymundo
    111 views8 pages
    The personal selling process document outlines the key steps a salesperson takes which include prospecting and qualifying potential customers, preparing for sales calls by researching customers, making initial contact and presenting to the customer, addressing any objections from the customer, closing the sale by obtaining an order, and following up after the sale to ensure customer satisfaction.

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    pERSONAL sELLING

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    The personal selling process document outlines the key steps a salesperson takes which include prospecting and qualifying potential customers, preparing for sales calls by researching customers, making initial contact and presenting to the customer, addressing any objections from the customer, closing the sale by obtaining an order, and following up after the sale to ensure customer satisfaction.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    111 views8 pages

    The Personal Selling Process

    Uploaded by

    Khayla Raymundo
    The personal selling process document outlines the key steps a salesperson takes which include prospecting and qualifying potential customers, preparing for sales calls by researching customers, making initial contact and presenting to the customer, addressing any objections from the customer, closing the sale by obtaining an order, and following up after the sale to ensure customer satisfaction.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    You are on page 1of 8

    THE PERSONAL

    SELLING PROCESS

    Prospecting & Qualifying

    The first step in the selling process.

    Identifying qualified potential custotmers.

    Determining which firms or individuals could become customers.

    Preapproach

    A salesperson learn as much as possible about a customer before


    making sales call.

    Collecting of relevant information to the sales reprensentation.

    Approach

    A sales person meets the customer for the first time.

    This step involves the sales person appearance, open lines and
    follow up remarks.

    Presentation and Demonstration

    A salespersons tells the value story to the buyer.

    This involves vocal and visual explanation of a business


    proposition.

    Handling objections

    A salespersons seeks-out clarifies and overcomes any customers


    objections to buy.

    Customers almost always have objections during the


    presentation or when asked to place an order.

    Closing

    A salesperson ask the customer for an order.

    Follow-up

    A salesperson follows up after the sale to ensure customer


    satisfaction and repeat business.

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