The document discusses the 7 steps in the personal selling process: 1) Prospecting and qualifying potential customers, 2) Pre-approach research and preparation, 3) Making initial contact and approach, 4) Presenting and demonstrating the product, 5) Handling objections, 6) Closing the sale, 7) Following up after the sale. The personal selling process involves identifying prospects, researching them, making a sales pitch, addressing concerns, getting the customer to purchase, and following up to ensure satisfaction.

1. Rajiv Academy For Technology And Management ,MATHURA

2. Personal Selling According to AMA,
“Personal Selling is an oral presentation in a conversation with one
or more prospective purchaser for the purpose of making sales”
WHAT IS PERSONAL SELLING

3.  In primitive days, demand preceded the supply and therefore, there was no
need to do any effort to sell one's own products.
 But as there is progress in society, production is no longer carried on, on a
small scale but on a large scale.
 Even one product is produced not by one producer but by several producers
 It results in overproduction and competition among the producers.
 The consumer is considered as the King of market.
 The producer follows different steps, one by one so as to persuade the
consumer to buy his product that will give him satisfaction.
 The steps taken by the salesman to perform his function of selling
successfully are included in selling process.
MEANING OF SELLING PROCESS

4. STEPS IN SELLING PROCESS
• Approach

5. Prospect or a potential customer is
someone who needs a product and
has an ability to buy
 Search for new markets /
customers
 Methods:
i. Referrals from existing
customers
ii. Internal company sources
iii. Sales people networking
Qualifying means the prospect is
qualified to meet necessary
standards and receive further
attention
Have the need for the product
 Can afford the product
1) PROSPECTING & QUALIFYING
 It helps in planning the whole selling efforts so that
there is no or minimum of wasted calls.

6.  Pre-approach is the 2nd stage of the selling process.
 The salesman is to acquire enough information about such
prospects in order to approach each one in the most effective
manner.
 Pre-approach involves developing an understanding about those prospective
buyers who have been identified and on whom the salesman proposes to call.
 This understanding may relate to buyers' needs , personality drafts and
behavior patterns which are critical to their buying decision.
 Pre - approach prepares effective background of making approach and
ascertains the best and the most effective method of approaching the prospect.
2) PRE-APPROACH

7.  When the salesman comes in actual contact with the prospect or
likely customer, the next stage, namely, the 'approach' is reached.
 The face-to-face contact with the prospect is termed as approach.
 Favourable first impression
 Appearance, dressing sense, attitude, opening lines, greetings with smile
 Get the attention of prospects
 Make them feel at home
3) APPROACH

8.  It is the 4th stage of the selling process.
 In this step, the salesman demonstrates to the customer the need-satisfying
characteristics of the products being offered for sale.
 The objective of presentation and demonstration is to help in convincing the
customer that the salesman's product is the best one for satisfying his needs
 Demonstration
 Important selling tool
 Prove benefits
 Reduce risk of wrong buying
 Potential to clear buyer’s doubt
 Potential to suit specific customer needs
4) PRESENTATION AND DEMONSTRATION

9.  It is the 5th step in the selling process.
 Under this step the salesman is required to handle and over come objections
arising during or as a result of presentation and demonstration, it is just
natural for the customer to ask questions, raise objections and seek
explanation.
 It is the most difficult situation that a salesman is required to
face.
 The salesman's job is to effectively meet, handle and answer them in a
most convincing and systematic manner
5) MEETING OR HANDLING OBJECTIONS

10. Types of objections
i. Psychological – predetermined beliefs, preferences, decision-making, anxiety.
ii. Logical – quicker delivery, high price, quality
Methods of handling objections:
i. Asking questions
ii. Focus on benefits
iii. Denial
iv. Third – party certificate

11.  It is the 6th stage of the selling process.
 Closing the sale is making the customer say 'yes' to your
preparation.
 The whole object of the entire selling process is to induce the
buying decision of the prospect and thereby close the sale.
 Unless the salesman gets the prospect to agree to buy the product,
the entire efforts are wasted.
6) CLOSING THE SALES

12. 1. Alternative choice close – Choice between two or more items
2. Minor points close – Choice on variants, Options on delivery; payment, etc.
3. Assumption close
5. Special offer – Irresistible offer to custom
CLOSING TECHNIQUES

13.  It is the 7th and last stage of the selling process.
 Sales personnel’s job is not over after closing the sale.
 After closing, it is important for the salesman to follow up the order booked
so as to ensure that the order is properly executed.
 Follow-up is also necessary to gather information from the customers
regarding product use, problems, if any, and the level of customer
satisfaction.
 It builds up goodwill, ensures feedback and encourages repeated purchases.
7) FOLLOW - UP