The document outlines the key steps in the selling process from start to finish. It discusses the following main stages: prospecting to identify potential customers, pre-approach where research is done on prospects, approach to make initial contact, presentation of product features, handling objections, closing the sale, and follow up to ensure customer satisfaction and build relationships. The complete selling process involves identifying prospects through various methods, understanding customer needs, demonstrating products, addressing concerns, finalizing the sale, and following up for repeat business.

1. Selling process
By Saddam hussain
MBA
(Aligarh muslim university)

2. Selling process
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
demonstrations, trial
Periods, bidding, price
negotiations, signing of contracts,
and delivery of the product
or service being sold.

3. Steps in selling process
Prospecting
Pre- approach
Approach
Presentation
Objection handling
Sales close
 follow up

4. Prospecting
The step in which potential customers
are identified by the salesperson is
called prospecting.
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
follows:-

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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

6. Pre-approach
The stage where the salesperson collects
information about the potential customers
and understands them before making the
sales call is called pre-approach.
 Customer research
the sales person should learn every
possible thing about prospecting .

7. Approach
Once the sales person has know about the
prospect and adequate ,pre-approach
information,
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 )

8. Presentation
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.

9. Objection handlings
In this step, the salesperson clarifies all the
doubts and questions that the customer has
and eliminates all his objections to buying the
product.
salesperson need to
(a) listen to buyer
(b) clarify the objection
( c) respect the buyer concern
(d) respond to the objection

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Objection are like as: price or volume objection
 product or services objection
Hidden objection

11. Sales close
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.

12. Follow-Up
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.

13. Thank you