The personal selling process is a continuously revolving cycle of stages that assist the professional sales person of today in developing basic selling strategies and tactics that help them improve and prefect their own personal selling styles. As listed in the text, “there are countless small tasks in the personal selling process that are generally organized into seven major stages that overlap and interact which are:
1. Prospecting and Qualifying
2. Planning the sales call (pre-approach)
3. Approaching the prospect
4. Making the sales presentation and demonstration
5. Negotiating resistance and objections
6. Confirming and closing the sale
7. Following up and servicing customers.” (Personal Selling, pg102)
The first and initial stage of the selling process is the prospecting and qualifying of leads and potential customers who may be in need of or in search of your company’s product and/or services. This is the initial task that will hopefully payoff in sales for the company to potential customers making this a very essential step in the personal selling process. The second half of this initial step of the selling process is the actual qualifying of a possible buyer or lead. According to the text, a sales representative should always seek to reduce time wasted on consumers who do not possess the potential of actually buying the product and/or service by simply using the N.A.M.E. criteria. N.A.M.E. is a cleaver abbreviation that stands for Need or want for a product or service, Authority to buy said product/services, Money to actually pay for product(s) or services rendered, and Eligibility to buy. (Personal Selling, pg 124) There are several crucial reasons for this step to which I believe maintaining and increasing sales volume for the company is the most important.
The next step in the selling process is the pre-approach or planning the sales call. Before a sales representative is even able to do this step, they must first be sure they understand and KNOW their Product inside and out, their Company’s priorities, and the Marketplace in which they plan to function in. Most importantly, a good sales representative should understand the value of and actually believe in what you are attempting to sell. Once those basics are in place, prepared sales representatives should and most often use a special method for setting their sale call objectives called “SMART”. The acronym “SMART” simply means that a sales representative should have a Specific objective, the their objective is Measurable, ensure their goals are Achievable, focus on the Relational aspect of the sales call, and be prepared and open to Temporal or trial-run situations. (Personal Selling, pg. 137) This process and knowledge of this information is essential in preparing for a productive and successful call.
The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the...