Salesperson notes down all the objections by the customer and addresses them one by one. The objections could be about the features, the benefits, the pricing or any other aspect of the product. As the negotiation phases complete, the deal is closed. 6. 1. The stages in personal selling are briefly explained below. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. It is very essential that everybody on the team has understood the objective and are on the same page in accordance with it. The steps are what a salesperson has to go through to sell a particular product or service. 1. 10 steps really aren’t much when you consider the fact that several of those steps are usually grouped together. Although the company may provide leads, sales representativesneed skills in developing their own leads. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. TM econnexx 10 STEP SALES PROCESS 2. The salesperson now approaches the customer at a pre-decided time. Having an organized set of sales processes is necessary for the sales team so that they can get sales to achieve their targets. 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. Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. Personal selling becomes necessary for a firm to achieve quick sales. Your email address will not be published. If the customer has any existing issues with the product, the salesperson will address them. Table 2 Stages and objectives of the personal selling process 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. Learn. Created by. 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. Here, prospect is a person or an institution who is likely to be benefited by the product the ... 2. The objective should be achievable and time-bound rather than being unrealistic and unachievable. Flashcards. 1. 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! The following fictional story recounts how llya Rastova landed the biggest client of her career. 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. Match. Changes if necessary, are to be done immediately and the sales team is to be upgraded on priority. The management can take feedback from any salesperson. 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. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. 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. In the case of businesses where customer approaches the salesperson or the organization, the same process should be followed. The first step in the selling process is to identify prospects. Steps of Sales Audit. Step 3: Approach. Each stage of the process should be undertaken by the salesperson with utmost care. 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 sales process acts as a guide to the sales team. In the end, it comes down to these ten: 1. 5. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. 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. use the bank computer database, ask friends, ask family. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. Pre-approach: 3. In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. Personal Selling Process. The salesperson discusses all the possible pros and cons of the product. 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. There could be a lot of leads who would never be customers and it is essential that the salesperson separates these non-customers from the prospects and focus on the prospects rather than wasting visits on the non-customers. 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. At a high level, here is the 10-step process to objective selling. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. Sales growth Explained in Detail, What is Sales Funnel? 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 The steps of personal selling are also knows as the sales process or cycle. Unstructured Approach: 4. Asking current customers for the names of prospects. The presentation should be clear and understandable by the customer. 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. 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. Step 2: Preapproach. The approach refers to the initial contact between the salesperson and the prospective customer. Prospecting: Searching for prospects is prospecting. The 5-Step Selling Model is fairly standard in big-ticket retail. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them? The next step in the personal selling process is called the ‘sales presentation’. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. Prospecting refers to locating potential customers. Write. The personal selling process involves seven steps that a … 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. During the pre-approach the salesperson may also plan and practice their sales presentation. The next step would be to understand the working model of the business in the sales process. The personal selling process consists of a series of steps. The Selling Process 10 Steps. Key Takeaways Key Points. The Seven Steps of Selling Step 1: Prospecting and Qualifying. Spell. Fully automated 2. Costs can be controlled by adjusting the size of the sales force. Leads can be developed in the following ways: 1. Personal selling provides a detailed explanation or demonstration of the product. 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. A presentation can be classified into the following categories − 1. The salesperson asks all the necessary questions to the customer about us current usage to confirm his customer history. Step 2 Planning. It also helps to obtain necessary information about the market and pass on the same to the producer. 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. Let's stay in touch :). 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. 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. Product/Service Delivered & Payment Received. Test. 4. However, a value proposition can be defined by the salesperson and the prospect together. 6: Overcome Resistance and Handle Objections, Importance of Sales Process and Sales Cycle, Peer Mediation | Purpose, Process, Types and Characteristics, Human Resource Planning or HRP – Objectives, Importance and Steps, Delegation | Difference between Delegation and Work Direction. Standardizing a sales process helps in proper implementation in the market. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. The pre-approach involves preparation for the sales presentation. Organized 5. Another objective of the sales process is to equip the sales team with the necessary knowledge to convert the customer. The first step of the personal selling process is called ‘prospecting’. This ultimately benefits the organization in terms of. a. All material copyright (2015-2020) and for educational purposes only. The step to determine whether the customer is going to be a regular customer or a one-time customer. 10. Once the salesperson has a confirmed prospect list, he can start approaching them one by one according to the sales process. Nothing will create more success than consistently taking one step forward each day. PROSPECT Define the target audience you want to a2ract and use channels such as social media to find them. This is a very important step in the entire sales process as the deal can either break or close at this step. The usage pattern of the customer in the sales process also tells the salesperson about the probable business the customer can give. Personal Selling Process Steps. 6 Steps in Negotiation which occur in the Negotiation Process. bennyf17. 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. It should also be interesting to keep the customer involved in the conversation. Research is useful in planning the right sales presentation. 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. 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