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.