Arrange the following steps of Personal Selling in sequence : A. Pre approach B. Presentation and Demonstration C. Approach D. Prospecting and Qualifying E. Handling Objections Choose the correct answer from the options given below.
Personal Selling Steps Sequence
The process of personal selling involves a series of structured steps designed to guide a potential customer from initial awareness to a final purchase. Understanding the correct sequence is crucial for effective sales management.
Understanding the Sequence of Personal Selling
The steps involved in personal selling, when arranged correctly, follow a logical progression:
- 1. Prospecting and Qualifying (D): Identifying potential customers (prospects) and determining if they have the need, ability, and authority to buy.
- 2. Pre-approach (A): Gathering information about the prospect and planning the sales presentation strategy before making contact.
- 3. Approach (C): Making the initial contact with the prospect to establish rapport and create a positive first impression.
- 4. Presentation and Demonstration (B): Presenting the product's benefits and features, and demonstrating how it meets the prospect's needs.
- 5. Handling Objections (E): Addressing any concerns or doubts the prospect may have regarding the product or service.
The correct sequence based on these steps is D, A, C, B, E.
Important Questions from Sales Promotions & Personal Selling
Which one of the following is not a major direct selling company in India?
Arrange the following steps of personal selling process in a sequence.
A. Making an appointment with customer to establish rapport.
B. Gathering relevant information about the prospects and their needs to plan sales presentation.
C. Handling customer's objections related to price / value / functionality of the product.
D. Discovering, clarifying and understanding the buyer's needs.
E. Gaining buyer's commitment to action.
Choose the correct answer from the options given below:
Personal selling includes:
A sales person who has a customer relationship, selling products is said to be involved in:
- Which amongst the following methods is not a method of generating sales leads in personal selling?
