The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Personal Sales Meeting: Meeting the customer face-to-face to makes the sales process more personalized.

When did personal selling begin?

The earliest references to selling, involving coin-based exchange, comes from Herodotus who noted that "The Lydians were the first people we know of to use a gold and silver coinage and to introduce the retail trade." This implies that selling and buying, originated in the 7th century BCE, in the area now known as ...

When can personal selling be used?

Market situation: Personal selling is effective when a firm serves a small number of large-size buyers or a small/local market. Also, it can be used effectively when an indirect channel of distribution is used for selling to agents or middlemen.

What is the first step in personal selling process?

The first step of the personal selling process is called 'prospecting'. Prospecting refers to locating potential customers. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling.

What are the 7 steps in the sales process?

The 7-step sales process

1. Prospecting.
2. Preparation.
3. Approach.
4. Presentation.
5. Handling objections.
6. Closing.
7. Follow-up.

"Sell Me This Pen” - Best 2 Answers (Part 1)

27 related questions found

What is a selling process?

The selling process is defined as a process by which a salesperson identifies and locates the prospects, separates the prospects from the suspects, approaches them and makes a sales presentation, handles their objections, and closes a sale. ... Pre-Sale Preparation 2.

What are the six stages of the personal selling process?

The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2).

What are the steps of selling process?

Steps to selling

1. Find customers. Research your potential customer base. ...
2. Plan your approach. ...
3. Make initial contact. ...
4. Confirm specific customer needs. ...
5. Select the appropriate product or service. ...
6. Make the sales presentation. ...
7. Handle objections. ...
8. Close the sale.

What is an example of personal selling?

Personal selling is where businesses use people (the "sales force") to sell the product after meeting face-to-face with the customer. ... Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers.

What is the role of personal selling?

They locate and develop new customers and communicate information about the company, its products, and services. They perform selling task by approaching customers, presenting their products, answering objections, negotiating prices and terms, and closing sales.

Is personal selling a two way communication?

Personal selling refers to oral presentation in conversation (by a salesperson) with one or more prospective customers for the purpose of marketing sales. Hence, in personal selling we have direct face-to-face communication (Two-way communication) between two parties.

What is personal selling strategy?

Personal selling strategies involve meeting with the customer for a face-to-face interaction that serves to inform and persuade them into making a purchase. ... Personal selling strategies play a part in business-to-business transactions, such as demonstrating automated equipment for a factory.

How personal selling is important to society?

Personal selling converts latent demand into effective demand which leads to economic activity in the society, leading to more jobs, more income and more products and services. This cycle leads to economic progress of the society.

During which step of the personal selling process does the salesperson establish a rapport?

The preparation and research a salesperson does before making the sales call. The first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport.

What is the process of setting personal selling objectives?

Objectives of Personal Selling

1. To do the complete selling job when there are no other components in promotional mix.
2. To provide service to the existing customers and try to maintain contacts with the present customers.
3. Identify and find new prospective customers.
4. Promote the products to increase sales.

What are the 5 steps of the sales process?

What are the 5 steps of the sales process?

• Approach the client. ...
• Discover client needs. ...
• Provide a solution. ...
• Close the sale. ...
• Complete the sale and follow up.

How do you effectively make personal selling?

Personal Selling Strategies

1. Be natural and personable.
2. Remember your buyer personas.
3. Ask the customer plenty of questions.
4. Focus on end benefits, not product features.
5. Personally address any customer concerns.
6. Ask for the sale.
7. Follow-up after a purchase.
8. Consider an email tracking software.

What is personal selling and its importance?

Personal Selling means the performance of actual selling activity. It involves oral conversation between seller and buyer for the purpose of making sales. The main purpose of personal selling is to sell the goods to their ultimate buyers by bringing right goods and services into contact with right customers.

Why is personal selling important in business?

Personal selling is important to companies marketing products that require a long sales cycle. ... They also ensure that prospects receive the product, pricing and technical information they need to make a decision, and they maintain contact with the important decision-makers throughout the sales cycle.

What are the 10 steps of the selling process?

10-Step Ultimate Sales Presentation

• Prospecting. Prospecting is the first step in the selling process. ...
• Pre-approach/Planning. Planning is the second step in the selling process. ...
• Approach. The approach is the third step in the selling process. ...
• Presentation. ...
• Trial Close. ...
• Determine Objections. ...
• Handle Objections. ...
• Trial Close.

What is the most important step in the selling process?

The Probe step is probably the single most important step in the selling process and the one that's done the poorest by many salespeople.

How do you answer what is your sales process?

A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.

What are the 8 steps of selling?

The 8-Step Sales Process

• Step 1: Prospecting. Before you can sell anything, you need someone to sell to. ...
• Step 2: Connecting. ...
• Step 3: Qualifying. ...
• Step 4: Demonstrating Value. ...
• Step 5: Addressing Objections. ...
• Step 6: Closing the Deal. ...
• Step 7: Onboarding. ...
• Step 8: Following Up.

Which of the Seven 7 steps is the most important step in the personal selling process?

Follow-up. The follow-up, which takes place after the sale, is one of the most important steps in the selling process. It is a continuation of the relationship between the seller and the buyer that ensures customer satisfaction, retains customer loyalty and helps prospect for new customers.

What are the 6 stages in the selling process what role does each stage play which stage do you believe is most important why?

The six steps are the pre-approach, the approach, the presentation, the objection, the close, and the follow-up. Before a salesperson shows a customer a product, he or she must carefully prepare for the interaction with the customer.