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Steps In Personal Selling

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    Steps in Personal Selling Name of Student: Name of Institution:

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    Summary of Steps in Personal Selling 1. Prospecting and qualifying This helps to know if the selected customer qualifies for the product or service on sale 2. Planning the sales call (pre - approach) The pre - approach is important in selection of the prospective buyers including their analysis (Rapp & Panagopoulos, 2012) 3. Approaching the prospect This involves the necessary tips on how to approach the prospective buyer to persuade them buy the product

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    Summary of Steps in Personal Selling 4. Making the sales presentation and demonstration The step involves presenting the goods to the consumers to convince them buy the product 5. Negotiating sales resistance or buyer objection Negotiating is setting the terms of sale to the buyer after making the right presentation for the commodity under sale 6. Confirming and closing the sale Confirming and closing is important since it concludes with payments from the buyers after negotiations have taken place 7. Following up and servicing the account (Rapp & Panagopoulos, 2012) Following up refers to reaching the customer some days after the final purchase is 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 more customers  Those undertaking personal selling should have developed tactics to attract and win more customers(Van Heerden & Drotsky , 2011)  The sales strategy applicable in this case is good communication with customers making it easy to persuade them buy the goods 

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