Reference no: EM132262154

Personal Selling and the Job Search

What are the six steps in the personal selling process? What happens during each step.

Prospecting- the search for and qualification of potential customers- start of the selling process, prospects produced through advertising, referrals, and cold canvassing

Preapproach- involves obtaining further information on the prospect and deciding on the best method of approach.- information sources include personal observation, other customers, and own salespeople

Approach- involves the initial meeting between the salesperson and the prospect, where the objectives are to gain the prospect’s attention, stimulate interest, and build the foundation for the sales presentation itself and the basis for a working relationship- first impression is critical, gain attention and interest through reference to common acquaintances, a referral, or product demonstration

Presentation- at the core of the order-getting selling process, and its objective is to convert a prospect into a customer by creating a desire for the product or service by creating a desire for the product or service.

Stimulus-response format- assumes that given the appropriate stimulus by a salesperson, the prospect will buy. o Formula selling format- based on the view that a presentation consists of information that must be provided in an accurate, thorough, and step by step manner to inform the prospect

Need satisfaction format- emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers

Close- stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and most difficult because the salesperson must determine when the prospect is ready to buy.- salesperson asks for the purchase; different approaches include the trial close and assumptive close

Follow up- includes making certain the customer’s purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed- resolve any problems faced by the customer to ensure customer satisfaction and future sales possibilities

Required:

Think about the personal selling process and apply it to your last job or internship interview or to a job or internship that you would like. Beyond Step 1, this process lines up nicely with the steps you should (or will) follow in seeking a job.

1. Discuss your personal selling experience in the job-search context, with a focus on two steps that you found to be most challenging. Write 100 words.

2. What you would do to minimize these challenges? Write 100 words

Please write in your own words and write appropriate answers.