Personal Selling Process

The selling procedure consists of several steps that the salesperson has to be master. These steps focus on the aim of getting new customers and getting orders from them. Most of the salespeople spend much of their time in maintaining present accounts and   building long-term customer relationship. These steps are following:

1). Prospecting and qualifying. In this step the salesperson recognize qualified potential customers.

2). Qualifying lead is the procedure of identifying good ones and screening out weak ones. Prospects can be qualified by following:

1.   Volume of business.
2.   Financial ability.
3.   Location.
4.   Special needs.
5.   Possibilities for growth.

3). Reproach is the step in which the salesperson studies as much as possible regarding a prospective customer before making a sales call.

1.   Consider timing.
2.   Set call objectives.
3.   Have a sales strategy.

4)  During the approach step, the salesperson should know how to meet the purchaser, make him satisfied and obtain the relationship off to a good beginning.

5) The demonstrationand presentationis the step in which the salesperson tells the product "story" to the purchaser, showing how the product will prepared or save money for the purchaser. A need- satisfaction schema where the salesperson investigates the buyer's requirement and then matches the product to those requirements is advised.

6) Handling objections is the step inthe  selling  procedure  in  which  the  salesperson  seeks  out,  illuminates,  and  overcomes customer objections regarding buying.

7) Closing occurs while the salesperson asks the customer for an order.  The techniques for closing include following:

1.   Ask for the order.
2.   Re-evaluate points of agreement.
3.   Offer to help in writing the order.
4.   Ask whether the buyer wants this model or that one.

Note down that the buyer will lose out if the order is not placed now.

8). The follow-up take place after the sale and ensures customer satisfaction.