The personal selling process is a continuously revolving cycle of stages that assist the professional sales person of today in developing basic selling strategies and tactics that help them improve and prefect their own personal selling styles. As listed in the text, “there are countless small tasks in the personal selling process that are generally organized into seven major stages that overlap and interact which are:
1. Prospecting and Qualifying
2. Planning the sales call (pre-approach)
3. Approaching the prospect
4. Making the sales presentation and demonstration
5. Negotiating resistance and objections
6. Confirming and closing the sale
7. Following up and servicing customers.” (Personal Selling, pg102)
The first and initial stage of the selling process is the prospecting and qualifying of leads and potential customers who may be in need of or in search of your company’s product and/or services. This is the initial task that will hopefully payoff in sales for the company to potential customers making this a very essential step in the personal selling process. The second half of this initial step of the selling process is the actual qualifying of a possible buyer or lead. According to the text, a sales representative should always seek to reduce time wasted on consumers who do not possess the potential of actually buying the product and/or service by simply using the N.A.M.E. criteria. N.A.M.E. is a cleaver abbreviation that stands for Need or want for a product or service, Authority to buy said product/services, Money to actually pay for product(s) or services rendered, and Eligibility to buy. (Personal Selling, pg 124) There are several crucial reasons for this step to which I believe maintaining and increasin...
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...the sell through of said goods. (Personal Selling, pg 303) Customer service is crucial, and should always be an important part of a sales representative’s selling strategy and process.
Any professional sales representative that follows these key principle stages of the sales process should feel confident with the knowledge and guidance this cycle has to offer, and open the door for long-lasting, loyal customer/sales person relationships.
Works Cited
• Weingartner, S. (2011, July 2). Marketing. Dr-FDTC. Retrieved from http://www.Dr-FDTC.com
• Weingartner, S. (2011, July 2). Real Selling DVD. MKT120 Personal Selling Retrieved from Florence Darlington Technical College Library.
• Anderson, R. E., Dubinsky, A.J., & Mehta, R. (2007). Personal Selling: Building Customer Relationships and Partnerships. Boston, MA: Houghton Mifflin Company.
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