Steps in Personal Selling Process and Techniques Explained
Learn about personal selling involving face-to-face interactions, steps in the sales process including prospecting, approach, presentation, objection handling, closing, and follow-up. Enhance your sales skills with Dr. Manish Kumar Srivastava's expert insights at Deen Dayal Upadhyaya Gorakhpur University.
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Presentation Transcript
Personal Selling DR. MANISH KUMAR SRIVASTAVA ASSOCIATE PROFESSOR DEPARTMENT OF COMMERCE, DEEN DAYAL UPADHYAYA GORAKHPUR UNIVERSITY, GORAKHPUR
Personal Selling Definition of Personal selling Steps in the sales process
Definition of Personal Selling Personal selling involves face-to-face conversations between salespersons and prospective customers. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
Steps in the Sales Process 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Handling objections and questions 6. Closing the sale 7. Follow-up after closing the sale
Steps in the Sales Process 1. Prospecting Suspect Prospect Lead 2. Pre-approach Do proper customer research 3. Approach Premium approach: Presenting a gift to the prospective client Question approach:Ask a question to get the prospect interested Product approach: Giving the prospect a sample to review
Steps in the Sales Process 4. Presentation Sales presentation Demonstration o o 5. Handling objections and questions Restate the objection and provide solution o
Steps in the Sales Process 6. Closing the sale 7. Following up after closing the sale
