Question

What are the six stages of the personal selling process? What is the objective of each stage? Would you like a career in sales?  Why or why not?

Describe the key elements of the communication process and draw a diagram. Why does the model fail to work sometimes?

Answer 1

Six stages of personal selling process with their objectives are as follows-

1. Prospecting- the objective of this stage is locating potential customers

2. Approach- the objective of this stage is develop initial contact with prospective customers and gets to know them, their specific needs and wants.

3. Sales presentation- the objective of this stage is presenting the sales presentation in an effective way so that it will match the needs and wants of the potential customer.

4. Handling objectives- the objective of this sale is to address the customer’s questions or concerns effectively, so that they get convince for making purchase decision

5. Closing the sale- the objective of this stage is finalize the sale and persuade the potential customer to make the purchase.

If you have convincing power and you are good at sales then it is a great career option because if you perform well, you will earn more than any other career option at same level. As a good salesperson you always have a job in your hand because every company is looking for good salespersons.

The key elements of communication process are-

1. Sender- a person who sends message, idea or information to another person.

2. Message- it includes feelings, ideas, orders, suggestions or any content which intended to be communicated

3. Encoding- it is process of converting message into symbols, words, diagram, etc.

4. Channel- it is a medium through which encoded message is passed to reach the receiver. There can be many channels like letters, television, radio, telephone, email, etc.

5. Decoding- at this stage the encoded message translates into the understandable language which receiver can understand.

6. Receiver- a person to whom the message has been sent or who receives the message.

7. Feedback- it is the response given by the receiver to the sender

8. Noise- any hindrance in the process of communication called noise. It can take place at any step in the entire communication process.

Diagram of communication process-

Sender

Encoding

Message

Decoding

Receiver

Noise

                                                                                                                      

Response

Feedback

The model fails to work sometimes because of noise. Noise creates hindrance to the communication process and receiver not receive the exact message which sender wants to send.