The salesperson selling the product to existing customers asks to provide referral to friends or relatives and the salesperson reaches the new customers. Example: Pharmaceutical products. The stages in personal selling are briefly explained below. Personal Selling:Preparation and Process objective: to understand the psychology in selling, buying decision process, and buying situations: to know the importance of effective communication skills, sales knowledge, and sales related marketing policies: to understand in details Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it. The personal selling process consists of a series of steps. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. Selling: Personal Preparation, Persuasion, Strategy by by Richard F. Wendel This Selling: Personal Preparation, Persuasion, Strategy book is not really ordinary book, you have it then the world is in your hands. The observation gained by experience and mixing with the knowledge of the prospects. Each stage of the process should be undertaken by the salesperson with utmost care. The presentation should be clear and understandable by the customer. Here, if the customer has made a purchase of Rs.2500, he will check out to buy something else to reach 3000. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. A presentation can be classified into the following categories −. Each step in a sales process may consist of several separate selling activities. The Importance of Preparation in Your Selling Process. STEPS IN PERSONAL SELLING PROCESS Personal Selling consists of the following steps. The salesperson should be very careful while checking the background of the customers and obtaining details. The salesperson can make changes in the presentation as required but based on the company’s pre-defined outline. The selling process consists of several steps; there are few basic steps, which need to be followed for all types of products. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in selling, Moving step by step from preparation to presentation can help a salesperson to close a sale early and quickly. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. 1. It’s the salesperson who reaches out to customers in order to sell the product. This helps in reducing any doubt by the customer regarding the product or service. 3. Selling is a process with distinct steps that should be followed in order to achieve success. A salesperson must know some of the personal selling strategies to make a sale. Call Planning includes a particular planning sequence. This helps the company to improve in terms of product or service. Existing Customers − One of the good sources of prospects is an existing customer. From personal experience, when I build a training set I spend most of my time in the Data, Statistics, and Chart views. Locating prospective customers2. This chain goes on and on. The following are some effective techniques to close the sale −. The initial step of selling process starts with prospecting or searching for potential customers. The personal selling process. Though the prospect will undoubtedly have specifics and company details to share with you, coming into your meeting with a solid foundational understanding and well-planned strategy prove your professionalism while helping to build a … 1. Chapter 2 - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. The nest step in the personal selling process is called the ‘pre-approach’. 7 Sales responsibilities and preparation 225 8 Personal selling skills 247 9 Key account management 281 10 Relationship selling 307 11 Direct marketing 330 12 Internet and IT applications in selling and sales management 352 Part four Sales management 381 13 Recruitment and selection 383 14 Motivation and training 404 15 Organisation and control 436 Brief contents … Personal selling is just one of many skills you should have in your sales toolbox. Similarly, car buyers are often acutely aware of the personal pressures associated with their car purchase (e.g., their urgent need for transportation) and know little or nothing of the pressures lacing the seller. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. Explain tools used in evaluating customer needs. The rep asks questions, listens to buyer concerns and recommends the right product or service solution. Find out the need of the customer and link with the features of product. SDM-Ch.2 Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. Subscribe Me - https://goo.gl/jyMzgW Amazon Deal of the Day- https://amzn.to/2CwZ69j Equipment I use for … Pre-approach 2. 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