Steps In Personal Selling

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Steps in Personal SellingName of Student:Name of Institution:

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Summary of Steps in Personal Selling1.Prospecting and qualifyingThis helps to know if the selected customer qualifies for the product or serviceon sale2. Planning the sales call (pre-approach)The pre-approach is important in selection of the prospective buyers includingtheir analysis (Rapp & Panagopoulos, 2012)3. Approaching the prospectThis involves the necessary tips on how to approach the prospective buyer topersuade them buy the product

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Summary of Steps in Personal Selling4. Making the sales presentation and demonstrationThe step involves presenting the goods to the consumers to convince them buythe product5. Negotiating sales resistance or buyer objectionNegotiating is setting the terms of sale to the buyer after making the rightpresentation for the commodity under sale6. Confirming and closing the saleConfirming and closing is important since it concludes with payments from thebuyers after negotiations have taken place7. Following up and servicing the account (Rapp & Panagopoulos, 2012)Following up refers to reaching the customer some days after the final purchaseis made by the consumer

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Summary of the Overall Sales StrategyThe different strategies in personal selling are importantThey help to achieve set goals that are increasing sales and profitsThe strategies are supposed to define how personnel in personal selling can win morecustomersThose undertaking personal selling should have developed tactics to attract and win morecustomers(VanHeerden&Drotsky, 2011)The sales strategy applicable in this case is good communication with customers making iteasy to persuade them buy the goods

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