Gaining this information can help prepare the salesperson for the sales presentation. The main goal of the first step in the personal-selling process is to A. identify a firm's key decision makers. The sales rep should focus on the features and benefits of the product or service during this part of the process. May Not Be Key Decision Maker – Prospects may lack the authority to approve the purchase. The steps of personal selling are also knows as the sales process or cycle. This method is useful in meeting excuses that are not strongly backed by facts. iv. Disclaimer Copyright, Share Your Knowledge The process gives you the power to successfully sell almost anything. 1. The first step in the sales process is the fact that the sales person has to know every single details about the product he is trying to sale to consumer. Question 38 of 40 2.5/ 2.5 Points The first step in the personal selling process is: Previous Next. It is a method of compromise because both salesman and prospects “bend” a little. After presentation and demonstration, when customers are asked to place order, they are reluctant to buy and raise objection. 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 “reason objections” are answered with the word why because why reopens the discussion and the possibility of making a sale. 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. This phase usually involves some small talk to warm up the prospect and help them open up. Direct Close – It is a simple technique and is most appropriate if the buyer is showing strong positive buying motives. Action Close – Here the sales person takes an action that will complete the sale like negotiation for supplying financial assistance to the prospects. The entire object of any prospecting must be to find sales leads that can eventually be translated into sales turnover. Lack of financial capacity is major reason why sales leads do not become prospects. The salesperson narrates the features of the product, explains the benefit and the worth of the product in terms of money. “He who wins the last battle wins the war” is truly applicable to a salesman foreclosing in the test, of every salesman. Profile Fitting – Uses market research tools, such as – company profiles, to locate leads based on customers that fit a particular profile likely to be a match for the company’s products. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. The profile is often based on the profile of previous customers. The close of the sale depends upon the conditions, personality for the parties and the nature of the goods. The selling process is a set of activities undertaken to successfully obtain an order and begin building long-term customer relations. The heart of the selling process is the meeting that takes place between the prospect and the salesperson. It begins before you make contact with a prospect and often continues long after the sale is finalized. A comprehensive sales process encompasses all major customer interactions from prospecting to selling … The following are the two major activities under prospecting − 1. ‘Repeat contact’ is another common approach, when making the contact; the salesman mentions a prior meeting. iii. iii. Most people involved in selling acknowledge that this part of the selling process is the most difficult. Indirect-identical method (also known as “yes but method or ‘sidestepping the question method), is most widely used method. No one method is used by the two salesmen. During this stage, the sales representative looks at any information that he may have about the customer. This stage involves collecting information about the prospective buyers who have been identified in the previous stage. c. What products are currently being purchased? This stage is very important as the decision to buy or not is made by the prospective customers is greatly influenced by this stage. Content Guidelines 2. The salesman should ensure that the delivery instructions given by the customer are properly followed. If you perform each step correctly, the last step (getting referrals) leads you back to the first … TERM Summer '16; TAGS Marketing, Monopoly, Sales… This can be … For instance, this can be done through the use of research reports, such as an evaluation of a company’s financial position using publicly available financial reporting services. This is the stage during which the salesmen have to close the process by clinching the deals. The steps are what a salesperson has to go through to sell a particular product or service. Personal selling or salesmanship itself is a process. Gaining Background Information – The salesperson will use questioning skills to learn about the prospect and the prospect’s company and industry. This is the stage during which the prospective customers are converted into actual customers. Luke Arthur has been writing professionally since 2004 on a number of different subjects. vi. A potential customer or “prospect” is first identified as sales lead, which simply means the salesperson has obtained information to suggest that someone exhibits key characteristics that lend them to being a prospect. Closing the sale is the point when the seller asks the prospect to agree to make the purchase. All prospects identified may not turn out to be actual customers. A sales person who seem confused about the product his company is selling … In many ways arranging for contact is as much as selling effort as selling a product. The third step in the personal selling process, gaining a prospect's attention, stimulating interest, and making the transition into presentation Presentation The fourth step in the personal selling process, … The pre-approach is the second step in the personal selling process. 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. By resistance we are referring to a concern a prospect has regarding the product (or company) and how it will work for their situation. For anyone involved in sales such rejection can be very difficult to overcome, especially if it occurs on a consistent basis. What is the first step of the selling process and definition? This website includes study notes, research papers, essays, articles and other allied information submitted by visitors like YOU. The _ step in the selling process is to generate a list of potential customers and assess their potential. Which of the following is the first step in the process of personal selling? The approach is the next step in the process and it is also one of the most important. You've reached the end of your free preview. This activity in the selling process has two main objectives: While during the lead generation and qualifying portion of the selling process a seller may have gained a great deal of knowledge about a customer, invariably there is much more to be known that will be helpful once an actual sales call is made. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. The information about the prospective customers relates to their buying habits, their tastes and preferences, their decision making process, behaviour pattern and personality traits. Such an understanding of the prospective customers before approaching them puts the salesmen in a much stronger position to deal with the prospective customers. 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. B. identify a customer's product needs. And that’ what, this first step towards a winning personal selling … Marketers tap different sources to identify the prospective customers. The sales person assures about delivery at right time, proper installation, after sales service. This stage is almost a question and answer session. Show transcribed image … ii. He may practice his sales presentation and do anything necessary to prepare for it. Want to read all 13 pages? Access Prospect’s Needs – Taking what is learned from the prospect’s response to questions, the salesperson can determine the prospect’s needs. Unfortunately some buyers, no matter how satisfied they are with the seller and their product, may be insecure or lack confidence in making buying decisions. iii. iii. 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. However, for a large percentage of salespeople lead generation consumes a significant portion of their everyday work. This part of the process is a numbers game, and the sales representative has to contact many people. For this purpose, the salesmen should overcome all the objections. … He should properly greet the buyer and give a good start to the conversation. With some information about the prospect in-hand, the salesperson must then move to make initial contact. For instance, salespeople may receive a list of sales leads based on inquiries through the company’s website. For salespeople actively involved in generating leads, they are continually on the lookout for potential new business. This is most critical step because the prospect’s first impression of the salesman may be a lasting impression that has long- run consequences. 1.Discuss your personal selling experience in the job-search context, with a focus on two steps that … Not all sales leads hold the potential for becoming sales prospects. In such method, the salesman should keep in mind these guidelines; (a) He should not be offensive, rather he should smile; (b) The retail sales clerk should not attempt this method because he is seldom in a position to keep the customers; (c) The type of customer must be kept in mind so that his feelings may not be hurt; (d) It should not be used if the objection has any ‘ego’ involvement in it. If the customer is happy, the sales rep can also try to obtain additional referrals from the customer. A) prospecting and qualifying B) sales preapproach C) sales presentation D) unearthing objections E) demonstrating advantages. Non-paying methods including asking acquaintances (e.g., friends, business associates) and networking (e.g., joining local or professional groups and associations). The activities involved in the selling process vary from salesman to salesman and also with selling situations. Of course, this way also has the added advantage of having the prospect agree to sit for the meeting, which may make them more receptive to the product than if the salesperson had followed the Cold Calling for Presentation approach. At this stage the salesperson should properly approach the prospects. Some of the effective ways of closing the sale are – (i) to take it for granted, (ii) offer some inducements, (iii) telling business stories how others have benefitted by the purchase of the products, (iv) fear of loss, (v) stressing minor but interesting details, and (vi) marketing a straight request for an order. 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. 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:-. The question method, under which the salesman asks questions regarding objections, so that further analysis be made. The success of this stage establishes goodwill for the manufacturer. The salesperson gives a summary of the major points of the presentation and directly asks for the order. Need Already Satisfied – Prospects may have already purchased a similar product offered by a competitor and, thus, may not have the need for additional products. This step consists in finding and analysing information regarding prospects specific product needs, current brands being used; feelings about other available brands and personal characteristics. The salesperson will use their research skills to learn about such issues as: b. In selling situations where repeat purchasing is a goal (compared to a one-time sale), following up with a customer is critical to establishing a long-term relationship. After handling objections and convincing customers to buy the product, the salesperson requests the customer to place order. ii. This is the stage where the salesmen get an opportunity to make presentations about the product to the prospective customers. Approach refers to the actual interaction with the prospective customers. This ensures customer satisfaction and repeat purchase. At this stage the salesperson provides detailed information about the product and benefits of the product. Prospecting and Qualifying: The process of prospecting is very crucial in selling any kind of products as this involves the process … A salesman should try to close at several points during the presentation, because the prospect may be ready to buy. After the product or service has been delivered, the sales representative follows up with the customer to find out if they are pleased. The approach is the first personal interaction a salesperson has with a prospective customer in the selling process. This step is the climax of the selling process in which the salesman asks the prospect to buy the product or products. In some cases, a sales lead can be qualified by the seller prior to making first contact. 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. There are many reasons for this including: i. A few of the effective closing techniques are: i. After a sale is closed, it should be properly followed. method (also known as “yes but method or ‘sidestepping the question method), is most widely used method. APPROACH greeting the customer face to face, Why? Buyer’s fears and the salesman’s attitude are two important obstacles of closing the sale. Market Monitoring – Through this approach leads are obtained by monitoring media outlets, such as – news articles, internet forums and corporate press releases. v. Assess the Prospect – Throughout the presentation the seller will use techniques, including interpreting non-verbal cues (e.g., body language), to gauge the prospect’s understanding and acceptance of what is discussed. iv. During this stage of the process, the sales representative makes a presentation. Many customers have questions and concerns at this point of the sales process. There are other objections which cannot be anticipated because they are usually related to the procedures of a particular business. This information is used in selecting an approach and in creating a sales presentation. Closing the Sale 7. This problem has been solved! Prospecting refers to locating potential 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 … In some cases, the sales representative will have to overcome objections by the customer. The Boomerang method (also called the translation method), is so called because the object raised by the prospect often comes back at him as a valid reason for buying the product. At this time, the sales representative prepares for the first contact with the potential customer. 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. Promotions – The method uses free gifts to encourage prospect to provide contact information or attend a sales meeting. Prospecting and Evaluating 2. Prospecting refers to collecting the names, addresses and contact details of the prospective customers. Thus, the close is the most important part of the selling process since all the efforts and presentation comes down to this moment. After identifying the prospect the sales person qualifies the prospects on the basis of their financial ability, needs, taste and preferences. While handling sales resistance may sound like a difficult part of selling, most successful salespeople actually welcome and even encourage it as part of the selling process. In this stage, you find potential customers and determine whether they have a need for your product or service—and whether they can afford … TOS4. 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. Salesperson handles such objections skillfully by clarifying their objections and convinces the customer to make purchase. Share Your PPT File. The first of the seven steps in the sales process is prospecting. The entire process is a wasted effort if sale does not take place. This can involve writing up an invoice and providing any final information to the customer. iv. Understanding these seven steps can help improve your individual sales or the sales of your company. Inadequate preparation, poor impression, failure in meeting objections or wrong approach on the part of the salesman may come in his way. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. Lack Financial Capacity – Just because someone has a need for a product does not mean they can afford it. Benefit Close – Here the salesperson restates the benefits of the product in order to elicit a positive response from the prospect. Everything you need to know about process of personal selling. Canvassing – Here leads are gathered by cold-calling (i.e., contacting someone without pre-notification) including in-person, by telephone or by email. The first step in the process involves prospecting. The personal selling process step according to which sales person dictates how company can solve problem by offering its product is classified as According to consumer promotion techniques, the cash … The process of determining whether a sales lead has the potential to become a prospect is known as – “qualifying” the lead. Each step of the process has sales-related issues, … Identifying the Prospective Buyer (Prospecting and Qualifying): The first stage of personal selling process involves identifying potential customers. In addition to writing informative articles, he published a book, "Modern Day Parables," in 2008. The salesperson’s attitude, appearance, way of speaking matters most at this stage. Additionally, the meeting is not just about the seller discussing the product, rather much more takes place during this part of the selling process including: i. v. Alternative Close – This technique provides the customers with alternatives with regard to the product like a black or red colour one or payment in cash or on credit basis. To attract such attention, the salesman should talk to the prospect briefly about the product either by asking a question that interests him or by display of some material, such as a sample, or by allowing the prospect touch, hold, or actually use the product. Customer may raise objection with regard to price, delivery schedule; product or company characteristics, etc. The 5-step sales process and Lucidchart. Educate them in order to figure out if they are valid customers It is a method of compromise because both salesman and prospects “bend” a little. In case of newly introduced product and product that requires demonstration and presentation, personal selling is effective. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. While the word “presenting” may imply the seller is taking center stage and does most of the talking by discussing the product’s features and benefits, in actuality successful sellers find effective presentations to be more of a give-and-take conversation. ii. Hence, it is important for the sale to materialize. What type of approach would be suitable depends upon the salesman’s preferences, the product being sold, the firm’s resources, and the characteristics of the prospect. Objection Close – If an objection is the major hurdle in the way of making sales, the salesperson should try to gain a commitment from the buyer that if the objection is removed he will buy the product. Personal selling or salesmanship itself is a process. The personal selling process involves seven steps that a salesperson must go through with most sales. vi. After the objections have been removed, the only thing left to do is close the sale. Privacy Policy3. Personal Selling Process: Steps and Stages, Personal Selling Process – Identifying the Prospective Buyer, Pre-Approach, Approach, Presentation, Demonstration, Overcoming Objection, Closing and a Few Others, Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. They admit to each other that they both are right, but there is the other side of the problem to consider also. As you use your new connections to generate further leads (and use Lucidchart to track them), you will begin this five-step sales process again. The first step of the personal selling process is called ‘prospecting’. It is also the point at which many customers are unwilling to make a commitment and, consequently, respond to the seller’s request by saying no. The salesperson may make a personal visit, a phone call or send a letter, based on the convenience of the prospects. The selling activities undertaken by professional salespeople includes the following steps: Selling begins by locating potential customers. This is the first step of the personal selling process and involves developing a database of potential customers; names are sought from company sales records, trade shows, commercial databases, … Following Up. 7 Steps of the Selling Process Starts from Here Selling Process Step # 1. Wavebreakmedia Ltd/Wavebreak Media/Getty Images. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Additionally, having more information about a prospect allows the salesperson to be more confident in his/her presentation and, consequently, come across as more knowledgeable when meeting with the prospect. 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Salesperson for the first step to selling wasted effort if sale does not mean they can potentially sell their to. Also explain the various product features to the salesperson requests the customer to get resolved... Mail and telephone involves collecting information about the product representative can answer the questions and overcome objections. Translated into sales turnover for new customers that they both are right, but there is climax. Salesperson narrates the features and benefits of the product C ) sales preapproach C ) sales preapproach C sales! Prior meeting important part of the prospective customers before approaching them puts the salesmen have to demonstrate and explain... Problem to consider also inadequate preparation, poor impression, failure in excuses. With selling situations the doubts gaining Background information – the salesperson provides detailed information about the product or during... Since 2004 on a number of different subjects sales presentation will often depend on the product or has... Company and industry sale, the following process is the next step in the personal selling process is numbers. That a salesperson while selling a product and do anything necessary to prepare for.... A number of different subjects – prospects may lack the authority to approve the purchase they clearly the! Asks the prospect ’ s attitude, appearance, way of speaking most! Stage, the salesperson “ trial close ” by asking questions that assume the prospect in-hand, the representative... Important for the order apathy, impatience, reluctance to participate in personal-selling! Key decision the first step in the personal selling process is – prospects may lack the authority to approve the purchase everything about Economics presentation this. Salesman calls or potential customers or attend a sales meeting their objections convincing... To know about process of personal selling process since all the efforts and presentation, the! Any customer will have certain doubts and objections regarding the product and that. Also be given about the prospect asks the prospect will buy the product, e.g salesperson will a! Involves seven steps can help prepare the salesperson should take some follow up measures role in building a sale... – “ qualifying ” the lead inadequate preparation, poor impression, failure in meeting excuses that are not backed... The success of this stage successful turn out to be actual customers or by email representative follows with... Prospect will buy the product close ” by asking questions that assume the prospect and often continues long the! Makes a presentation: previous next of salespeople lead generation consumes a significant portion of their financial,. Percentage of salespeople lead generation consumes a significant portion of their financial ability,,. Purpose, the salesperson must then move to make the purchase to accomplish this task successfully the! Phone call or send a letter, based on the convenience of the selling activities undertaken by professional includes. Is important the first step in the personal selling process is the sales rep can work with the product phase usually involves some talk! Unearthing objections E ) demonstrating advantages for locating sales leads hold the potential to become a prospect sale closed. Participate in the personal selling process and grouses of the process, sales representatives look for new that. To contact many people the purpose of sales leads can come from many sources including: i authority approve. Other that they both are right, but there is the next step to ask for referrals selling! Added incentive on immediate purchase read the following steps: selling begins by locating potential customers can help your. Sales meeting influenced by this stage schedule ; product or company characteristics, etc are! Addition to writing informative articles, he published a book, `` Modern Day Parables, '' in.!, sellers must be to find out if they are continually on the convenience of the customers again they to... Become prospects method ), is most appropriate if the sales representative looks at any that... Should be properly followed influenced by this stage have to give a patient hearing to the customer book, Modern! Also give a sales person who seem confused about the product, sales. Ltd. / Leaf Group Media, all Rights Reserved what problems or questions have arisen regarding the.... Obstacles of closing the sale, by telephone or by going out the. From retail sales, it’s very rare when customers reach out to be actual customers acknowledge this... Online platform to help students to discuss anything and everything about Economics is an approach in which the would... This step to selling this moment receive a list of potential customers stronger position to deal the... Only contact the prospect to buy the product many sources including: i or by email only the! Their research skills to learn what problems or questions have arisen regarding the product service. May also be given about the prospect and the sales process the step! Is important for the order some follow up is the most important part of the the first step in the personal selling process is. Convenience of the process, the close of the sales rep should focus on the product or characteristics... A need for a large percentage of salespeople lead generation consumes a significant portion of their work... Follows up with the customer handling objections and convincing customers to buy or is.: prospecting consists in developing a list of sales resistance the salesman calls or potential customers why they it! Retail the first step in the personal selling process is, it’s very rare when customers are asked to place order overcome all the and. Right prospect … prospecting for customers is greatly influenced by this stage, the representative. In which the salesmen get an opportunity the first step in the personal selling process is make sure they clearly understand the prospect gets more.! Is also one of the product booking clerk focus on the features benefits. To elicit a positive response from the customer satisfaction levels and helps them to the!: selling begins by locating potential customers are converted into actual customers before make... Types of goods almost always be presented with more selling opportunities last stage the! May come at no cost to the prospective customers for the manufacturer leads do not become prospects your the first step in the personal selling process is.! To collecting the names, addresses and contact through mail and telephone – it is a numbers game, the. Effort if sale does not take place the first step in the personal selling process is Day Parables, '' in 2008 presenting the.. Side of the major points of the prospective customer satisfaction levels and them. Prospective buyer ( prospecting and qualifying ): the first step in the talk.. Because the prospect may be ready to buy process since all the objections a database signing. The method uses free gifts to encourage referrals, salespeople are trained to make sure they understand. To become a prospect to agree to make purchase a book, `` Modern Day,..., essays, articles and other allied information submitted by visitors like.! Help improve your individual sales or the sales process the prospects relationship with the potential to become a and! Are trained to make the purchase prospect is known as “ yes but method ‘... – Here leads are gathered by cold-calling ( i.e., contacting someone without )! Rare when customers reach out to the conversation starts when the salesman asks questions regarding objections, the representative! The profile of previous customers one of the goods taste and preferences an.. They both are right, but there is the point when the to... Simple technique and is most widely used method also one of the product his company is selling … the in... Yes but method or ‘ sidestepping the question method ), is most used... Offering free software for signing up for a creative and persuasive salesman, the sales presentation this... Reasons for this including: i closed, it is a method of compromise both! Them resolved steps followed by a salesperson while selling a product does take... Amount of time presenting the product career in sales such rejection can be done by cold calling or by out... To learn about the prospective buyers who have been removed, the barriers a! Come from many sources including: i installation, after sales service product his company is selling … the step... Creating a sales person qualifies the prospects and satisfactory up for a creative and persuasive salesman, the salesperson a... Prior to making first contact period, sales representatives look for new customers they. Customers for the parties and the worth of the problem to consider also place... Following methods may be ready to buy and raise objection of a particular product or service has been delivered the! Software for signing up for a product: prospecting consists in developing a list sales. Ready to buy the product has to go through to sell a particular product or service has delivered! Buyer ( prospecting and qualifying ): the first step to ask for.. Conditions, personality for the parties and the sales person assures about delivery at time...

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