But, sometimes you find people bring certain goods or products and make them available to you at your place. The process gives you the power to successfully sell almost anything. The personal selling process is a seven step approach. Personal selling is a major element in the marketing communication program of a business firm. Despite the importance that personal selling plays in the marketing and promotion mixes of many. Research is useful in planning the right sales presentation. Doc chapter 16 personal selling and sales promotion ejat.
The quality of selling is referred to as salesmanship. Prospecting, pre approach, approach, sales presentation, overcoming objections, closing the sale, and aftersale service. Pdf the sales process as a framework for witnessing. Prospecting is the first step, you must find a customer or prospect before you can plan a sales presentation. This chapter discusses personal selling and its importance in generating sales for an industrial marketer. Youre doing it on the spot so it doesnt need to be perfect and you can fill in the blanks later. There are many steps involved in the process of personal selling. Preapproach is an important stage in the sales process that means gathering and analyzing all important information about prospect before engaging him or her in the selling process. Advertisers typically expend time and money to send a mass message about a product to many people outside the target market.
Based on the belief that, as part of the marketing process, personal selling should share the same customeroriented philosophy and methodology, this article presents a new model of the personal selling process. Executives capable of applying the professional approach to sales management are in high demand today. Personal selling or salesmanship itself is a process. Gather information and decide how to approach the prospect. The next step in the personal selling process is called the approach. Preapproach definition in the cambridge english dictionary. Personal selling is also known as the door to door selling which is face to face communication between the buyer and the seller.
Over the years, sales people refine their techniques and methods until they find something that works best for them. Preapproach is an important phase in the sales procedure that means gathering and analyzing all important information about the prospect before appealing a person in the selling process. The pre approach step includes all the information gathering activities necessary to learn relevant facts about the prospect. The second step in the selling process is preapproach. Oct 09, 2012 strategic customer sales planning the pre approach presentation by.
Strategic resources at this time were capital and resources companies controlled. In simple words, it is an art of persuasion in which the salesperson tries to win the confidence of the customer and also tries to know the importance of marketing strategies however, personal selling has become consultative selling where the. A lead is the name of a person who may be a possible customer. The process of selling involves the following steps. Pp2a stages and objectives of the personal selling process 1. Physically chart out composed by jonathan goodman for the personal trainer development center. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. A properly developed sales approach is what sometimes differentiates an amateur salesman from an experienced salesman. Even if you have a methodology that works well, its a good idea to try a different approach now and then. Personal selling is also known as facetoface selling in which one person who is the salesman tries to convince the customer in buying a product. Final expense planning is a tremendously important business.
Develop an approach strategy that will effectively make a good first impression. The opportunity that you as an agent can provide to your clients, the opportunity to make their wishes known, will make you different than those just selling policies. Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. This article describes in a theoretical way the scope and significance of personal selling in marketing, it outlines the stages of the selling process. Second group who presented for my fundamentals of selling class. Also known as the pre approach stage the stage right after prospecting and just before the approach stage. The selling process varies a great deal depending on the product, the environment where. There are several stages involved in the process and a salesman has to understand all the stages in the process to make the process more effective.
Selling defined selling is a marketing function that involves determining client needs and wants and responding through planned, personalized communication that influences purchase decisions and enhances future business opportunities. Many sales representatives rely on a sequential sales process that typically includes nine steps. Building customer relationships and partnerships, 2nd edition by anderson, dubinsky, and mehta course description. Jan 22, 2018 select the best approach to meet the customer. Mar 19, 2017 in this video i try to explain the concept of personal selling with the help of white board animations. Role of personal selling as a tool of direct marketing. A study of the selling process with emphasis on the economic aspects of salesmanship and the role of the salesman in buyerseller relationships. So a salesman must have the ability to convince the customers so that an interest may be created in. Personal selling is a promotional method in which one party e. Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed.
The preapproach involves preparation for the sales presentation. Approach search for and qualify prospects start of the selling process. It uses structured questions and statements, which act as stimuli for the customer and sales person get the desired response in their favor. Using the sixstep selling process olivia misa blog. During the pre approach phase of the personal selling process, sales professionals try to understand the. Salesmen should be master of all trade he should be convincing and have a strategy to support his selling approach. Hard selling involves getting someone to buy a product even though he doesnt want or need it. The descriptivepurposive method of research was used. Outlining 10 steps in the personal selling processfrom prospecting for new business to closing a dealthis guide explains the art of the sale.
Explain the importance of using a strategic approach and provide example of approach. Pre approach is an important phase in the sales procedure that means gathering and analyzing all important information about the prospect before appealing a person in the selling process. Prospecting, preapproach, approach, demonstration, handling objection,closing and feedback. Personal selling can be defined as the process of persontoperson communication between a salesperson and a prospective customer, in which the former learns about the customers needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service. It is an effort to get details regarding the prospect such as his ability, need, authority, accessibility to buy. The third step in personal selling process after completion of pre approach step is to. As soon as the salesman is equipped with a list of prospective buyers or potential customers for the purpose of approaching them i. Jan 22, 2018 sales approach is the step by step proposition developed by a sales person or a company to make the process of selling more effective.
Personal selling begins with prospectingthe search for and qualification of potential customers. Once you know what the client hopes to achieve, give them an idea of a plan. Browse the definition and meaning of more terms similar to pre approach. Main steps in the personal selling process the marketing study. Preapproach is the second step of the selling process.
Because selling is planned and personalized, it goes beyond mere ordertaking or customer service. Preapproach gather information and decide how to approach the prospect. Concept of sales management, marketing and sales, sales approaches, emergence of sales management, sales management functions and role and responsibilities of salesperson unit ii. At this time, the sales representative prepares for the first contact with the potential customer. This study focuses on the use of strategies in motivation, approaches and good grooming in the personal selling of cosmetic products. The personal selling process steps in the personal selling process pre approach is the process of learning as much as possible about a prospect, including needs, who is involved in the buying, and the characteristics and styles of the buyers 1637. Prospecting and qualifying pre approach pre call planning approach presentation and demonstration overcoming objections closing the sale follow up and service prospecting a prospect is an individual, a family or an organization who needs the product or the service a salesperson is selling and also has the ability to buy. This is where all the research done in the pre approach pays off.
Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a sale. Strategic customer sales planning the preapproach presentation by. The preapproach investigation is carried out on new. Personal selling free download as powerpoint presentation. Consider that your company is using personal selling because customers want additional information or customization of the product or service in order to make.
During this stage, the sales representative looks at any information that he may have about the customer. The next step to prospecting and qualifying is pre. A simple exercise to start off at this point in time irregardless in the event of owing to the fact of due to the fact of close scrutiny at a later date in time terminated the scheduled on a daily basis engagements each and everyone refer back in my opinion, i think true facts in the majority of when and if instances for a period of two weeks in an intelligent. During the preapproach the salesperson may also plan and practice their sales presentation. The sevenstep selling process refers to the sequence of steps salespeople follow each time they make a sale. Each step of the process has salesrelated issues, skills, and training needs, as well as marketing solutions to improve each discrete step. Unit iv qualities of successful sales person with particular reference to consumer services selling as a career, advantages and difficulties, measure for making selling and. Approach is such a delicate and critical stage of the sales process that the sales are either won or lost. The evolution of selling had several distinct phases of development during the course of late 19 th and 20 th centuries. As sales people see the prospects reaction to a sales approach, they can immediately adjust as needed.
Today it may take place face to face, over the telephone or even through interactive computer links. Personal selling boundless marketing lumen learning. The first step of the selling process, prospecting and qualifying, involves searching for potential customers and deciding whether they have the ability and desire to. Personal selling approaches used in television request pdf. Personal selling philosophy adopt the marketing concept be a problem solver aim at doing consultative selling 10. This part describes the requirements associated with the two primary ways lenders transact business with fannie mae. One way analysis of variances statistic interpreted the correlates of personal selling strategies on motivation, approaches and good grooming. The personal selling process steps in the personal selling. Your personality and background will determine which type of sales technique is most effective for you. Pre approach is an important stage in the sales process that means gathering and analyzing all important information about prospect before engaging him or her in the 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 followup contact to ensure purchase satisfaction. No matter what we sell, what matter is how we sell 12. For example, you find persons selling vegetables or rice by carrying the same in a.
Supplement sales, annuity sales and sales to other members of the family. Sales approach is the step by step proposition developed by a sales person or a company to make the process of selling more effective. Choose from 500 different sets of marketing vocabulary personal selling flashcards on quizlet. Personal selling 99 lesson 22 personal selling when you want to buy something you usually go to a concerned shop and purchase it from there. Furthermore, he is trusting in you above all other people and companies to help him with his challenges. The preapproach planning your sales call and presentation. Information sources include personal observation, other customers, and own. Pp2a stages and objectives of the personal selling. However, some selling approaches work better than others. The step of personal selling process in which the sales person learns about potential buyer before making a call for sale is classified as. The implication of personal selling strategies in motivation.
Before engaging in the actual personal selling process, sales professionals first analyze all the information they have available to them about a prospect to understand as much about the prospect as possible. This preparation involves research about the potential customers, such as market research. Personal selling is a facetoface selling technique by which a salesperson uses his or her. Unit iii process of effective selling, prospecting, pre approach, approach, presentation and demonstration, handling and objection, closing the sale, post sale activities. Jun 25, 2019 best described as scare the prospect into buying, the hard sell approach is what gives salespeople a bad reputation. Chris john lim don marco luy patrick edrozo matthew abas krishna loquinte bella militante 2. Main steps in the personal selling process the marketing.
For some products that are onetime purchases such as encyclopedias, continual prospecting is necessary to maintain sales. Table 2 stages and objectives of the personal selling process. Industrial revolution of late 19 th century caused a tremendous amount of exchange of goods between people and nations all over the world. Weber pre approach of the 12 steps of the selling process.
Your background and personality, as well as your clients and offerings, will help determine the different kinds of sales approaches you should be using in any given selling situation. Words and statements of sales person furnish a stimulus if they are well planned and hit the nail on the head. The salesperson should try to obtain as much available information about the prospect and his or her needs as possible before contacting the potential client. Personal selling steps from study guide 2nd method prospecting pre approach planning. The management dictionary covers over 7000 business concepts from 6 categories. The personal selling process consists of six stages. A factor analytic study of the personal selling process.
Webber international university professional selling spring 2014 with mr. Some sales representatives develop scripts for all or part of the sales process. Learn marketing vocabulary personal selling with free interactive flashcards. Personal selling, the process of persontoperson communication between a salesperson and a prospective customer, is an ageold art. Personal selling has an important role to play before the buyer makes the purchase, during the purchase, and after the purchase. The seven steps of the personal selling process bizfluent. The major characteristic of personal selling is that it facilitates onetoone communication with the customer and hence has ample scope for.
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