Prospecting is all about finding prospects, or potential new customers. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. The salesmen aim to inform and encourage the customer to buy, or at least try the product. The stages in personal selling are briefly explained below. How to Piss People Off: The Opposite of Personal Selling . 5. The personal selling process consists of a series of steps. Exogenous Variables: 3 He should know how to greet the buyer before starting his conversation. Challenges in Personal Selling Personal selling involves face-to-face contact with a customer. Overcoming objections: Customers when pressed for orders, voice their objections known as customer’s resistance. 2. As listed in the text, “there are countless small tasks in the personal selling process that are generally organized into seven major stages that overlap and interact which are: Personal selling to consumers takes place through retail and direct-to-consumer channels. Relationships to management practice and implications for future research efforts are also noted. A Five Stage Personal Selling Process.Stage One - Prospecting.Prospecting is all about finding prospects, or potential new customers. For example, 'You need product X in blue, by Friday, packaged accordingly, and delivered to your wife 's office. ' The 5 Basic Stages of Selling. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. This is a “features, advantages, benefits and value” approach. Advantages & Disadvantages of direct distribution method of services, Customer Relationship Management | Meaning | Objectives, Indirect Distribution | Roles of service intermediaries, Challenges in distributing services through electronic channels, Weaknesses of Trade Union Movement in India and Suggestion to Strengthen, Audit Planning & Developing an Active Audit Plan – Considerations, Advantages, Good and evil effects of Inflation on Economy, Vouching of Cash Receipts | General Guidelines to Auditors, Audit of Clubs, Hotels & Cinemas in India | Guidelines to Auditors, Depreciation – Meaning, Characteristics, Causes, Objectives, Factors Affecting Depreciation Calculation, Inequality of Income – Causes, Evils or Consequences, Accountlearning | Contents for Management Studies |. 4. establishing a booth at trade shows and exhibitions, getting the names of the prospects from existing customers. If the buyers remain undecided, they may be guided in making the choice of the product. Features narrate physical characteristics of a market. It is the personal selling process that allows marketers the greatest freedom to adjust a message to satisfy customers' information needs. Consider the target market Personal Selling Process: Steps and Stages. Prospecting and Qualifying This is to identify and qualify prospects in order to help sales people in the process of selling. A Five Stage Personal Selling Process. Thus, follow up is necessary if the salesperson wants to ensure repeat purchase. The Nature of Personal SellingTo integrate the PS effort into the overall promotional program, we must understand the nature of this tool.Wotruba has identified five distinct stages of personal selling evolution:1. Handling and overcoming objections are the most important part of sales process. Explain the marketing concept 1. To what extent are the ‚Äòself‚Äô and ‚Äòidentity‚Äô separate from society? 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