By Saddam hussain
(Aligarh muslim university)
The complete set of steps that must take
place in order to
execute a sales transactions from start
to finish. The selling process may include
such events as the initial contact , product
Periods, bidding, price
negotiations, signing of contracts,
and delivery of the product
or service being sold.
Steps in selling process
The step in which potential customers
are identified by the salesperson is
Prospecting just as the word implies is
about searching for new customers.
Prospecting can be done through nnumbers ways out of which some
important are as
Current customers/ present customers
Through referral /Delphi method
Interacting with the influenced people
Through the cold calling
Using mailing list
Through the trade shows& exhibitions
The stage where the salesperson collects
information about the potential customers
and understands them before making the
sales call is called pre-approach.
the sales person should learn every
possible thing about prospecting .
Once the sales person has know about the
prospect and adequate ,pre-approach
The next step is the actual approach A good
approach makes a favorable expression and
establishes some degree of support between
the sales persons and the buyers like hand
sake , introduction of sales people , sample
of the product , feature of the product.
Need assessment ( discuss , clarify &
understand the buyer needs and wants )
After knowing the need and want of the
prospect . The sales person moves into main
body of the sales presentation .
Presentation is preliminarily of a discussion of
those product and service feature
advantages and benefits to the customers
has indicated are important
it may be oral ,the often include written
proposal and supporting document materials
as well as visual aids.
In this step, the salesperson clarifies all the
doubts and questions that the customer has
and eliminates all his objections to buying the
salesperson need to
(a) listen to buyer
(b) clarify the objection
( c) respect the buyer concern
(d) respond to the objection
Objection are like as: price or volume objection
product or services objection
Closing the sales is the goal in any selling
process for sales persons which comes
after the objection effectively handling and
the customer is satisfying with the
presentation and is ready to placed order.
This is the final step in the selling process
where the salesperson follows up with the
customers to ensure satisfaction and
builds the relationship in order to repeat
business with them.