Question

Describe the steps involved in personal selling process.

Answer 1

Personal selling is a form of selling that many companies rely on heavily to promote and move their products. The personal selling process involves seven steps-

Prespecting- With this step in the process, sales representatives look for new customers that they can potentially sell their products to.

Pre-approach- At this time, the sales representative prepares for the first contact with the potential customer.

Approach- During this step, the sales representative takes a minute or two to try to get to know the prospect.

Presentation- During this stage of the process, the sales representative makes a presentation.

Closing- After the objections have been removed, the only thing left to do is close the sale.

Follow up- The follow up is the last stage in the personal sales process. After the product or service has been delivered, the sales representative follows up with the customer to find out if they are pleased.

Answer 2

The personal selling process consists of six stages:
(1) prospecting

(2) preapproach

(3) approach

(4) presentation

(5) close

(6) follow-up

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