Preliminary steps in selling process chapter 4
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The document summarizes the key steps in the sales process: 1) The selling process begins with identifying potential customers and qualifying them to determine if they are valid prospects. Common sources of prospects include present, former and referral customers, as well as cold calling, directories, and trade shows. 2) Once potential customers are identified, sales representatives must qualify them by determining if they have a need, are willing to buy, and are ready to buy now. 3) Preparing for a sales call involves gathering information on the prospect's needs through the gatekeeper, developing a call plan with objectives and strategy, and setting an appointment.
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The document outlines the personal selling process used by Ms. Saher Sayed for her BCOM students. The 8-step process includes prospecting, pre-approach, approach, presentation, demonstration, handling objections, closing the sale, and follow up. It then provides details on prospecting such as identifying good prospects, qualifying prospects using money, authority and need, and various prospecting methods. The importance of pre-approach, approach, presentation and demonstration stages are also discussed.
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The document outlines the key steps in the personal selling process, including prospecting, pre-approach, approach, presentation, demonstration, handling objections, closing the sale, and follow-up. It provides details on each step, such as ways to find and qualify prospects, importance of preparation before making contact, effective methods for initial approaches, essentials of good presentations and demonstrations, techniques for addressing objections, important considerations for closing the sale, and significance of post-sale follow up. The overall personal selling process is described as critical for generating revenue and building long-term customer relationships.
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This Presentation is made by Toran Lal Verma. the presentation deals with all the stages of Selling Process namely Prospecting and qualifying, Pre-approach; Approach; Presentation and
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- 2. The selling Process begins with identifying potential customers and qualifying them to determine if they are valid prospects. A solid network grows from continuous investments of time and resources .It is a combination of new acquaintances and developing them into lasting friendship.
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- 4. sales representatives have identified potential customers ,they must qualify them to determine if they are valid prospects. Qualifying Checklist. 1WIll they buy ? y/n 2.Will they buy from me ? y/n 3.Will they buy from me now? y/n
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