Pre-approach: 3. 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. Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. 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. This is a very important step in the entire sales process as the deal can either break or close at this step. Match. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. During the pre-approach the salesperson may also plan and practice their sales presentation. The follow-up contributes to the customer’s perception of value purchased. Table 2 Stages and objectives of the personal selling process 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 5-Step Selling Model is fairly standard in big-ticket retail. The Steps in completing the Sale. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. use the bank computer database, ask friends, ask family. 1. Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. The next step in the personal selling process is called the ‘sales presentation’. The goal of the approach is to determine the specific needs and wants of the individual customer, as well as allowing the potential customer to relax and open up. 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. Created by. 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. The primary objective of chalking out a sales process is to achieve and exceed sales targets. Since the process is uniform everywhere, the management and the sales team can speak in one language which makes it easier for both of them to understand at what step they are and at what future are they looking at. 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. Customer may face hindrances or problems during usage of the product and at this time, is it is crucial that the salesperson supports the customer with after-sales service and if necessary, by connecting him with the customer service team. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. The salesperson discusses all the possible pros and cons of the product. The next step would be to understand the working model of the business in the sales process. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. Every business is carried out in a different way hence the approachability to the customers will be different in different industries. 4. The first step in the selling process is to identify prospects. 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 All material copyright (2015-2020) and for educational purposes only. The management can take feedback from any salesperson. This study guide is a comprehensive discussion (along with many examples) of the key aspects of marketing as covered across various textbooks and study programs, The Communications Process: Encoding and Decoding. The sales process is also useful to train new salespeople in the team. Product/Service Delivered & Payment Received. 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. Work with an actionable definition of value. It should also be interesting to keep the customer involved in the conversation. The next step in the personal selling process is called the ‘approach’. Process of Sales Enablement, What is Sales Control? In this step, the salesperson has to give the presentation regarding the product to the customer. The 7-step sales process is a great start for sales teams without a strategy in place—but it's most effective when you break the rules. 10 steps really aren’t much when you consider the fact that several of those steps are usually grouped together. July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles. Here, prospect is a person or an institution who is likely to be benefited by the product the ... 2. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Memorized 4. 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. 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. Personal selling becomes necessary for a firm to achieve quick sales. Personal Selling Process Steps. Approach: 4. In some cases, customers are the ones who walk into the salesperson while in other cases, it is the salesperson who goes to the customer’s place. when in doubt the team can refer to the procedure and follow the steps accordingly. 1. Focus on the types of customers you wish to a2ract. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. 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. Leads can be developed in the following ways: 1. Research is useful in planning the right sales presentation. Test. PROSPECT Deﬁne the target audience you want to a2ract and use channels such as social media to ﬁnd them. 2. Think of the front wheel as the buying cycle and the back wheel as the selling … Costs can be controlled by adjusting the size of the sales force. The 7 steps of selling process are explained below in detail: 1. This ultimately benefits the organization in terms of. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling situations. Things like usage of the customer, the potential, competitive products used by the customer, his preferences, liking and disliking; all of these should be known by the salesperson to position his product properly. 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. In the case of businesses where customer approaches the salesperson or the organization, the same process should be followed. Three Step Process to Develop a Market Orientation. At a high level, here is the 10-step process to objective selling. The personal selling process involves seven steps that a … Step 1. 1. If need be the salesperson contacts the organization and sets up a meeting with the product manager who is required to answer all the customer objections if the salesperson is unable to answer them. The approach refers to the initial contact between the salesperson and the prospective customer. 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. 5. In order to secure a sale, the salesperson must address these questions or concerns; this step is referred to as ‘handling objectives.’. TM econnexx 10 STEP SALES PROCESS 2. This value safeguards the minimum expected profits per product. 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. The 8 step personal selling process. The first step of the personal selling process is called ‘prospecting’. Engaging in speaking and writing of activities that will draw attention. The steps are what a salesperson has to go through to sell a particular product or service. A good sales process helps the sales teams to tackle all kinds of customers and achieve their targets. This is because the person-to-person approach allows for detailed explanation of products and any individual questions or concerns the customer has can be immediately addressed. c. Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. Having an organized set of sales processes is necessary for the sales team so that they can get sales to achieve their targets. The preparation and research a salesperson does before making the sales call. The objections could be about the features, the benefits, the pricing or any other aspect of the product. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. The salesperson now approaches the customer at a pre-decided time. 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. She/he should explain the features of the product and how it will fulfill the needs. I am a serial entrepreneur & I created Marketing91 because i wanted my readers to stay ahead in this hectic business world. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up. The salesperson should also form SMART objectives for converting the customer. The final step in the personal selling process is referred to as the ‘follow up.’ The follow up involves the salesperson contacting the customer after the sale to ensure that the customer is satisfied. Standardizing a sales process helps in proper implementation in the market. The next step in the personal selling process is referred to as ‘closing the sale’. The Seven Steps of the Personal Selling Process Prospecting. Asking current customers for the names of prospects. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. Step 2: Preapproach. Step 3: Approach. Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. Here are the 10 best tips for successful selling. A presentation can be classified into the following categories − 1. Presentation, the nature of the product characteristics, the sale and a. 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