The Personal Selling Process

week 14

Personal selling can be very useful to create a relationship with the consumer, and be on a one on one basis. personal selling take place face to face between consumer and buyer, can be phone calls, in person, or video chat. There are six stages to the personal selling process, the step are; prospecting, preapproach, approach, presentation, close, and follow up.  

Here are the 6 stages:

 prospecting:  

In prospecting, sale people look for prospect consumer that will buy their product or service. This stage can be produced through advertisement, referrals, and cold canvassing. 

preapproach:  

Next stage is gathering information and using information from stage 1 on prospect consumer and decide how to approach. Information can be sourced from consumer, other salesperson, and personal observations. 

approach: 

Stage 3 is getting consumer attention and stimulating their interest into product or service. This is a transition stage into presentation.  

presentation:  

This stage begins to convert the prospect customer into a potential buyer by making the product or service seem desirable. Present why they need this product or service and the usefulness. 

close:  

This is the stage where the customer commit to the purchase and salesperson closes the sale. by closing a purchase they can use many approach sch as trial close or assumptive close. 

follow up: 

The last stage come after the salesperson has successfully closed a sale. This stage is where the salesperson follows up on the customer their likes and dislikes and how the product or service is going.