PrepareBy

Bhavin

Khurshid

SubmittedTo

KhushbooMiss

Mam

Pers

onal

Selli

ng

The Goal Of The PersonalSelling Process To Get New Customers And

Obtain Orders From Them

The Personal Selling Process

PreparationProspectingPre-approachApproach

Sales Presentation

Handling objectionsClosing the salePost-Sale Follow-up

Continued………………….

1. Preparatio

n

Before starting the selling job,A salesperson should make a very preparation like asCustomer typesBuying motives and buying processAlso he known policies and range of product of his company

2. Prospecti

ngProspecting

identifies qualifiedpotential customers

throughreferrals from: Customers Suppliers Dealers Internet

3. Pre-Approach

It is the process of learning as

much as possible about a

prospect, includingneeds, who is

involved in thebuying, And the

characteristicsand styles of The

Buyers.

4. Approach

It is the process where the

salesperson meets and greets the

buyer and gets the relationship off

to a good start, and involves the

salesperson’s: Appearance Opening lines Follow-up remarks

5. Presentation

Presentation is when the salesperson

tells the product story to the buyer,

presenting customer benefits and

showing how the product solves the

customer’s problems

Need-satisfaction

approach: Buyers want

solutions, and salespeople

should listen and respond

with the right products

and services to solve

customer problems

Continue....

6. Handling Objections

It is the process where salespeople

resolve problems that are logical,

psychological, or unspoken

When handling objections from buyers,

salespeople should: Be positive Ask the buyers to clarify

any objections Take objections as

opportunities to provide more information

Turn objections into reasons for buying

7. ClosingIt is the process where salespeople should recognize signals from the buyer--including physical actions, comments, and questions--to closethe sale

8. Follow-up

It is the last step in which the salesperson

follows up after the sale to ensure customer

satisfaction and repeat business

He also explain about how to use product?

What is method of using, handling, and storing of the product.