The follow-up contributes to the customer’s perception of value purchased. The objective of the customer is to get the product at the lowest possible price while that of the salesperson would be to get as much profit as possible out of the deal. bennyf17. b. During the ‘closing the sale’ step, prices and payment options may be negotiated. The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. For example, an inbound lead takes care of the prospecting step. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. A presentation can be classified into the following categories − 1. The stages in personal selling are briefly explained below. Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. Product/Service Delivered & Payment Received. In the former case, it is the duty of the salesperson to follow up with the customer in accordance with the sales process to provide after-sales service while in the latter case the salesperson can focus on other customers. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. Leads can be developed in the following ways: 1. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. The next step in the personal selling process is called the ‘sales presentation’. Personal Selling Process Steps. Costs can be controlled by adjusting the size of the sales force. The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems and prescribe a suitable solution. 4. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. This value safeguards the minimum expected profits per product. Personal Selling Process. In this step, the salesperson has to give the presentation regarding the product to the customer. Once the business model is understood then the salesperson can proceed individually with the following steps of the sales process: The salesperson person works on all the prospects that he has been given. Terms in this set (10) Step 1 identifying the customers. I am currently taking a suppy chain/logistics course and I thank you for all of the meaningful information your website has provided. Work with an actionable definition of value. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. The objections could be about the features, the benefits, the pricing or any other aspect of the product. The salesperson discusses all the possible pros and cons of the product. Pre-approach: 3. The 10 Steps of the Sales Process Explained July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles The sales process is a combination of reproducible and repeatable steps that any sales team can formulate and follow in order to convert a prospect into a substantial customer. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales org's unique needs. 4. It is very essential that everybody on the team has understood the objective and are on the same page in accordance with it. The approach should be formal and the salesperson should ensure that he carries all the necessary to is Sales-aid, brochures, information leaflets and everything else that would be necessary for the discussion with the customer. Think of the front wheel as the buying cycle and the back wheel as the selling … Write. Alternatively, the organization can also look into the sales numbers which will give a clear idea of whether the process is a success or not. Presence of competition would also be an objection to the salesperson and he should ensure that all the objections are handled correctly at his end as mentioned in the sales process. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. Sales forecast become easier because of the predictable outcome from a standardized sales process. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. At a high level, here is the 10-step process to objective selling. The salespeople will be the best source to check the success of the process. Research is useful in planning the right sales presentation. The first step of the personal selling process is called ‘prospecting’. The salesperson now approaches the customer at a pre-decided time. Typically, a sales process consists of 5-7 steps: Prospecting , Preparation , Approach , Presentation , Handling objections, Closing, and … Prospecting: Searching for prospects is prospecting. STUDY. Here are the 10 best tips for successful selling. The sales process is a combination of reproducible and repeatable steps that any sales team can formulate and follow in order to convert a prospect into a substantial customer. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. But it seems the same 7 step selling process, originally developed some one hundred years ago, still applies today regardless of the product or service being sold! Unstructured Gravity. The nature of the product, the nature of the customer, industry and the objective should be in sync with each other. 10. Having an organized set of sales processes is necessary for the sales team so that they can get sales to achieve their targets. The personal selling process consists of a series of steps. Here, prospect is a person or an institution who is likely to be benefited by the product the ... 2. Steps of Sales Audit. The 8 step personal selling process. process of selling 1. selling process mapping AIDA selling system Definition Save to FavoritesSee Examples The complete set of steps that must take place in order to execute a salestransaction from start to finish. Salesperson notes down all the objections by the customer and addresses them one by one. 1. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. Flashcards. First, payment is collected, and the work begins. The objective should be achievable and time-bound rather than being unrealistic and unachievable. The nest step in the personal selling process is called the ‘pre-approach’. The personal selling process involves seven steps that a … Your email address will not be published. Step 2 Planning. Who customers the sales representative is the face of the company and if the salesperson is not trained properly and professionally, it represents the organization very poorly. The first step in the selling process is to identify prospects. The next step in the personal selling process is called the ‘approach’. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. PROSPECT Deﬁne the target audience you want to a2ract and use channels such as social media to ﬁnd them. Discovery: Finding out What Customer’s Need ... Identify the basis for and the importance of follow up as part of the personal selling process and sales promotion. The language used for each step may differ, and there will sometimes be an internally devised acronym somewhere in the mix, but essentially this is the most common framework of behaviours forming the sales process. before approaching the customers, it is necessary that the salesperson studies the history of the customer. The following fictional story recounts how llya Rastova landed the biggest client of her career. If the negotiation turns out to be positive, the sale is realized and if the negotiation turns out to be negative the customer is lost and the deal is closed. The 8 Step Personal Selling Process The Personal Selling Process Step One Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight Presentation and demonstration: 5. In the case of businesses where customer approaches the salesperson or the organization, the same process should be followed. Let's stay in touch :). She/he should explain the features of the product and how it will fulfill the needs. The salesperson asks all the necessary questions to the customer about us current usage to confirm his customer history. Overcoming objections: The primary objective of chalking out a sales process is to achieve and exceed sales targets. A successful follow up stage of personal selling can be very effective in ensuring repeat sales, evaluating the effectiveness of the salesperson, and obtaining additional referrals from the satisfied customer. Personal selling is an effective way to promote and sell high priced and/or complex products. As the negotiation phases complete, the deal is closed. Personal selling can be defined as: direct person-to-person communication between sellers and potential customers, with the aim of persuading potential customers to purchase products. Step 3: Approach. The 5-Step Selling Model is fairly standard in big-ticket retail. The 7 steps of selling process are explained below in detail: 1. The salesperson should also form SMART objectives for converting the customer. Arguments against personal selling. c. Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. The Seven Steps of Selling Step 1: Prospecting and Qualifying. This ultimately benefits the organization in terms of. Memorized 4. Formulating a sales process varies from industry to industry but here are general steps : Since sales are the revenue generator for the organization, the very obvious objective for a sales team would be to achieve sales targets. The steps of personal selling are also knows as the sales process or cycle. 1. Nothing will create more success than consistently taking one step forward each day. It also helps to obtain necessary information about the market and pass on the same to the producer. It should also be interesting to keep the customer involved in the conversation. The approach refers to the initial contact between the salesperson and the prospective customer. Standardizing a sales process helps in proper implementation in the market. All material copyright (2015-2020) and for educational purposes only. Three Step Process to Develop a Market Orientation. Key Takeaways Key Points. During the pre-approach the salesperson may also plan and practice their sales presentation. With this step in the process, sales representatives... Pre-Approach. Focus on the types of customers you wish to a2ract. Personal selling provides a detailed explanation or demonstration of the product. The steps are what a salesperson has to go through to sell a particular product or service. The pre-approach involves preparation for the sales presentation. The sales process is also useful to train new salespeople in the team. Your email address will not be published. Be consistent. The organization provides a minimum value which can be negotiated with the customer and below which, the sale cannot be done. Not following a sales process map, you are leaving the outcome to chance. Once the objective is in place it is to be divided amongst the team on an individual level so that every salesperson has his own target to work on. Personal selling is one of the forms of promotion or marketing communications used by organizations to communicate with the marketplace and drive purchases of their products. Some people condense them into a 7 steps car sales process and some sales trainers stretch it out to twelve steps for selling a car, but after years of being in the car sales business I feel that this 10 step car sales process covers the procedure quite well. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. Approach: 4. The salesperson uses all the necessary tools, provided by the organization in the sales process, which are used for the conversion of the customer. I love writing about the latest in marketing & advertising. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them? TM econnexx 10 STEP SALES PROCESS 2. 2. Engaging in speaking and writing of activities that will draw attention. The next step in the personal selling process is referred to as ‘closing the sale’. Imagine you are about to ride a bicycle. ‘Closing the sale’ refers to finalizing the sale and persuading the potential customer to make the purchase. The Steps in completing the Sale. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. a. 10 step sales process 1. The sales process acts as a guide to the sales team. 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