4. Meaning of Personal Selling Process
The personal selling
process is an eight step approach
that has been found to be beneficial
in sales. The eight steps are:
prospecting, preapproach, approach,
need assessment, presentation,
meeting objections, gaining
commitment, and following up.
5. Prospecting and qualifying
Planning and laying a foundation is
a little like prospecting and qualifying.
Finding leads (or people who might be
prospects) is the most vital part of the
selling process—you can't make a sale
without identifying the people to whom
you'll be selling.Charles M. Futrell, The
ABC's of Relationship Selling,
6. Preapproach
MARKETING a range of
marketing activities that happen
before a sales person meets or
phones a customer: Once the
prospect has been identified the next
step in the selling process is the pre-
approach
7. Approach
Method of arriving at the appraisal
value of an asset, instrument, or interest
on the basis of the prices at which similar
items are available or were sold within
the last three to six months, and making
appropriate adjustments for differences
in quality, quantity, or size. Also called
market based approach or market
comparison approach.
8. Presentation and demonstration
Presentation Formal submission or delivery of a document or
negotiable instrument for the appropriate notice or action (acceptance,
negotiation, payment, etc.) of the named entity. For example, a check is
presented to a payee bank for payment, and (in documentary credit)
collection documents are presented to a buyer for acceptance or payment.
Also called presentment.
Demonstration Sales promotion method that (1)
shows the performance of a product in actual use
conditions, or (2) encourages trial purchase and use of
the product for evaluation by the customer.
9. Handling Objections.
It is one of the stages of salesperson
during his personal selling where he has
to handle certain objection and
resistance of the customers. There are
certain times when the customer argues
and differs from the demonstration and
explanation given by the sales person to
him.
10. Closing
Accounting: Transfer of account balances
from subsidiary ledgers (containing nominal or
temporary accounts) to income summary
account at the end of an accounting period.
Also called closing the accounts or closing the
books.
11. Salesmanship
Practice of investigating
and satisfying customer needs
through a process that is
efficient, fair, sincere, mutually
beneficial, and aimed at long-
term productive relationship.
13. Qualities of Salesman
• Personality:
• A good salesman should possess a good
personality. What fragrance is to a flower is
personality to an individual. It is the ability to
impress others. A charming personality always
creates a good impression. He should possess
good health, attractive appearance and
impressive voice. He should not suffer from
physical handicaps like stammering and limping
etc.
14. • Cheerful Disposition:
• He should have a smiling face. It is rightly said
that ‘a man without a smiling face must not
open a shop. In order to impress upon the
customers he should always be cheerful and
sweet tempered. He should be properly
dressed as the dress greatly enhances the
personality.
15. • Mental Ingredients:
• An individual cannot be a successful salesman unless
he possesses certain mental qualities like imagination,
sound judgment, presence of mind, foresightedness,
initiative and strong memory. These qualities are of
great help to a salesman in dealing with customers
having different nature and temperament. He can
successfully tackle the customers. The mental qualities
are very helpful in creating permanent customers for
the product.
•
16. • Courtesy:
• A salesman should always be polite and
courteous towards his customers. It costs
nothing but wins permanent customers for
the product. He should help the customers in
making the right choice or in selecting the
products. This will definitely help in winning
over the confidence of the customers.
17. • Patience and Perseverance:
• A salesman comes across different type of
customers. Some of them purchase nothing
but waste time by asking irrelevant questions
about the products. Under such
circumstances, he should not loose temper
but give patient hearing to the customers.
18. • Complete Knowledge About The Self, Product,
Company And The Customer:
• A salesman should clearly know about himself.
He should try to find out his limitations and make
constant efforts to overcome them. At the same
time, he should know his strong points. While
dealing with the customers he should exhibit his
plus points and avoid displaying the weaknesses.
He can remove his weaknesses by undergoing
proper training. There is no denying the fact that
salesmen are made and not born.
19. Effective selling Process
• selling process
The selling process is essentially the series
of steps followed by a salesperson
while selling a product. It includes the
following steps: ... Selling Price. 1.
Prospecting: The step in which potential
customers are identified by the salesperson is
called prospecting.
