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In: Operations Management

Personal Selling Assignment: The objective for this exercise is for you to better understand and apply...

Personal Selling

Assignment:

The objective for this exercise is for you to better understand and apply the steps used in personal selling. This is an individual assignment.

Please explain how you can use the seven steps of personal selling in the activity of getting a new job. For each step, write 1-2 sentences on how the step relates to job search, interviewing, etc.

The seven steps are:

  1. PROSPECTING: The salesperson must develop a list of customers.
  2. PREAPPROACH: The salesperson must find and analyze information about each prospect’s specific product needs, current use of brands, feelings about available brands, and personal characteristics.
  3. APPROACH: The salesperson adopts a certain manner in contacting a potential customer. The first contact is generally to assess the buyer’s needs and objectives. The prospect’s first impression is usually a lasting one.
  4. MAKING THE PRESENTATION: The salesperson must attract and hold the prospect’s attention to stimulate interest. Product demonstrations, listening to comments, and observing responses are important.
  5. OVERCOMING OBJECTIONS: One of the best ways to do this is to anticipate and counter objections before the prospect has an opportunity to raise them. Otherwise, deal with objections when they occur.
  6. CLOSING: The salesperson asks the prospect to buy the product. Attempt a “trial close” by asking questions that assume the prospect will buy the product. A salesperson should try to close at several points during the presentation.
  7. FOLLOW-UP: The salesperson contacts the customer to learn what problems or questions have arisen. This may also be used to determine future needs.

Solutions

Expert Solution

"Personal selling" is a highly popular selling method used by companies to be able to target the right customers and promote themselves/their products. The primary idea behind the seven-step process of personal selling is to outline the sales journey that any salesperson needs to go through to be able to convert a client from a lead. This basic idea can also be applied towards securing a new job from prospecting it. In the draft mentioned below, I will be outlining each of the seven steps with it's perceived meaning and how it can apply to the process of securing a new job.

  1. Prospecting:
    • Idea - this is the first step in the sales process where sales representatives go out into the market to prospect new clients via cold calling, meetings, etc.
    • Application - in order to get a new job, the first step would be to identify the vacancies in companies that match your qualifications/interests, which will enable one to prospect the right companies to send in the job applications.
  2. Pre-approach:
    • Idea - this is the second step in the selling process in which the sales representative spends time preparing him/herself for the first interaction with a potential customer which includes research about the prospect, market conditions, need for the products, etc.
    • Application - after narrowing down the list of companies and sending the job applications, in this step, the applicant needs to focus on gathering information about those prospective companies, which includes understanding their requirements, their culture at work, etc.
  3. Approach:
    • Idea - this is one of the most important steps in the selling process, as this is the first contact between the salesperson and the prospective clients, through which the salesperson is able to assess the buyer's needs, wants and also a chance to make a positive first impression.
    • Application - this step is one of the most crucial ones as the job applicant gets to make the first impression on the interviewer highlighting personal elements that would contribute towards making a positive first impression.
  4. Making the presentation:
    • Idea - in this stage, the salesperson demonstrates the product, makes a presentation of its uses and focuses on drawing the customer's interest in the product by communicating the necessary details.
    • Application - this is the primary step in the process to be able to generate interest amongst the interviewers to hire the applicant by demonstrating the needed skills, the mindset and showcasing the ways the applicant is suitable for a position by quoting problem-solving analysis based on the research conducted earlier.
  5. Overcoming Objections:
    • Idea - in this step, the salesperson needs to be able to respond to the objections, questions and other concerns by the customers to be able to convince them further to make the purchase.
    • Application - the interviewer might have questions about the applicant's skills, fit in the company, etc. which the applicant should be able to deal with in the best possible way to be able to convince them further to entrust the opportunity in him/her.
  6. Closing:
    • Idea - after showcasing all the objectives, this is the stage where the final decisions will be made and it's required to be able to address any last-minute issues before closing the sale, this step also accounts for finalizing payment terms and negotiating cost, etc.
    • Application - in this step, the interviewer will end up making the decision if they are interested in the applicant to take forward the process, in return, the applicant should be able to derive the appropriate value for his/her services and be able to give required reasoning if/when asked.
  7. Follow up
    • Idea - this is the final step in the process in which the salesperson follows up with the customer after the purchase and the products have been delivered to be able to take feedback and build a relationship for the future.
    • Application - this is the final step in the job application process once the decision has been made by the interviewer, the applicant should always end the interview with appropriate follow up questions about the process further and ways to be in touch to be able to establish a working relationship with the organization.

These are the ways that I believe the seven steps of personal selling can be utilized towards seeking, applying and securing a new job!


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