You’ve just hired a new sales rep for your Car Dealership, Graham’s AutoMart. Your job is...

You’ve just hired a new sales rep for your Car Dealership, Graham’s AutoMart. Your job is to train the new person on how to sell cars. Describe each of the steps in personal selling process and how these steps would apply to selling cars so that your new employee will understand how to do their job.

Expert Solution

Steps involved in Personal selling are as follows -

1) Propecting - this step involves finding the potential customer for the purchase of the good.

For the car company, this step can be performed by the salesman by comercially available databases, cold calling etc.

2) Pre- approach - this step involves collecting yhe information about the customer and practicing their sales presentation.

For the car company, the salesman can gather information about the potential customers through market research.

3) Approach - This step involves interaction between the potential customer and the salesman at this step the salesman observe the customer and starts a small conversation.

There step is also similar for the car company. At this step, salesman will lookafter the interest of the customer regarding cars and its features.

4) Presentation - At this time, the salesman shows the product or services they are selling along with the quality and features of the product.

For the car company, the salesman must show his best available impressive cars according to the interest of the customer and convince the customer to buy by showing the features of the car.

5) Handling objective - At this steps the salesman has to answer the questions of the potential customer regarding the product and solve their queries.

This step is also similar for the car company. The salesman should answer all the queries of the customer and make him feel no doubt to buy the product.

6) Closing the sale - at this step the salesman finalize the sale and persuade for the potential customer to buy the product.

For the car company, while finalizing the sale, salesman should negotiate the price and payment options available.

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keosha answered 3 months ago

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