Question

The personal-selling process includes all of the following except:

A. approaching the prospect.

B. Making the presentation

C. Prospecting

D. Answering objections

E. Providing a product sample.

Answer 1

Personal Selling Process

Personal selling is often face to face encounter designed to influence a person’s group’s purchase decision. It is a marketing process with which consumers are personally persuaded to buy goods and services offered by manufacturers.

It involves following steps

1. Prospecting – a prospect means a probable buyer. Prospecting means searching for a person to whom sales can be affected. Prospect is a person who wants to be satisfied and had ability and willingness to buy. Therefore this is a first step in identifying and locating of prospects, either from company’s past records or customers or advertisements. A list of prospect is prepared and this helps in planning the whole selling effort so as to avoid waste calls

2. Approaching the Prospect – This involves developing an understanding about the perspective buyers or qualified buyers as to their needs, problems, buying motives, preferences, personal characters. This is the stepping stone for presentation.

3. Making the Presentation – This is sales interview. It is the first impression about the product and company to the probable customer. It also involves demonstration (if needed). The buyer is made to understand the benefits of the product. He may also be informed about some special features, merits, benefits of the product. The sales presentation can cover the survey report, field data, various examples.

4. Answering the objections – Generally it is noted that, when one shows interest in buying the product raises questions or seek more information. The process of selling starts only when objections are raised. Each objection has its root in the buying decision. Objection can be genuine or mere excuse and overcoming these objection is really delicate stage that makes or breaks the selling process. Each objection should be answered sincerely and un-hurriedly.

5. Closing – the stage aims to take the order for the product from the prospective buyer. Success of all above stages will lead to last stage of closing the sale and clinch the deal. Though it sounds easy stage but it is the most difficult task. The most important aspect is the trust building during the above stages, if that is done rightly closing the sale is easy.

6. Follow-up and Maintenance – this is an optional stage in case of non-closure of sale deal. Sometime due to some unavoidable circumstances buyer could not close the deal instantly and needs a follow-up. This also helps to create a long term relation with the customer / buyer for future sales.