Step One 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. It only becomes a prospect if it is determined that the person or company can benefit from the service or product offered.
Refers to the benefits for the prospect. A qualified prospect has a need, can benefit from the product and has the authority to make the decision. The prospect is in fact requesting additional information to help him to justify a decision to buy. Tips for Printing and Marketing Materials The 8 Step Personal Selling Process Personal selling is the most expensive form of advertising and to be effective one should use a step by step process to gain the most benefit.
Systematic collection of information requires a decision about applicability, usefulness and how to organise the information for easy access and effective use. Step Four The Sales Presentation After the prospects interest has been grasped, the sales presentation is delivered.
Follow-up activities are very important and are useful for the establishment of long-term business relationships. Step Two The Pre-approach This stage involves the collecting of as much relevant information as possible prior to the sales presentation.
A lead is a name on a list.
Some small talk may be necessary to reduce tension but the purpose always remains business. They can ask questions to discover the First steps in using a perosnal need of the customer and can get feedback and adjust the presentation as it progresses.
A steadily growing list of qualified prospects is important for reaching the sales targets. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach.
Step Six Handling Objections Objections are often indications of interest by the prospect and should not be viewed with misgiving by salespeople. Step Five The Trial Close The trial close is a part of the presentation and is an important step in the selling process.
Step Three The Approach The salesperson should always focus on the benefits for the customer. The prospect may not be fully convinced and the issues raised are thus very important. The pre-approach investigation is carried out on new customers but also on regular customers. Known as a temperature question - technique to establish the attitude of the prospect towards the presentation and the product.
This involves a "persuasive vocal and visual explanation of a business proposition". Many salespeople fear the closing of a sale. It should be done in a relaxed atmosphere to encourage the prospect to share information in order to establish requirements.
Step Seven Closing the Sale This is the last part of the presentation. Refers to the physical characteristics such as size, taste etc.
Refers to the performance provided by the physical characteristics eg it does not stain. Fear will disappear if the salesperson truly believes that the prospect will enjoy benefits after the purchase of the product. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction.First Steps' mission is to provide a safe, warm and nurturing environment in which children are free to develop self esteem, self expression and self reliance.
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The first step on becoming X is the first thing you do after you become X. The first step to becoming X is the first thing you do in order to become X (i.e, before, not afterwards).
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