Outline the steps involved in personal selling.
• Identify the prospective customers. These are the potential customers and can be identified through interviews and meetings, analyzing the organization past customer’s records and reading of newspapers.
• Preparing the presentation. The sales person should gather the appropriate information of a product. information about the prospects such as address , social status and how he or she uses the product. He or she should design the appropriate method of presentation.
• Establishing customer contacts. The sales person should choose an appropriate time when the prospect is likely to be receptive.
• Arousing interst in the product. The salesperson should attract the prospects attention, create interest in the product and arouse the desire for the prospect to make a purchase.
• Dealing with objections. The salespertson should be able to handle objections in a systematic way.
• Closing the sale. The salesperson should ask the prospect to make firm commitment to purchase.
• After sale service. After the sale is made, the salesperson should follow up any terms or conditions promised such as delivery installation and repairs.
Githiari answered the question on September 21, 2017 at 11:59
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