Personal selling is an effective way to promote and sell high priced and/or complex products. Things like usage of the customer, the potential, competitive products used by the customer, his preferences, liking and disliking; all of these should be known by the salesperson to position his product properly. Process of Sales Enablement, What is Sales Control? The Seven Steps of Selling Step 1: Prospecting and Qualifying. Table 2 Stages and objectives of the personal selling process Process of Sales Conversion, What is Sales Enablement? 2. And that’ what, this first step towards a winning personal selling deal is based on. The next step in the personal selling process is called the ‘sales presentation’. The most important thing to be done as a sales manager is the standardization of the steps so that everyone from the sales team can follow the sales process and there would be uniformity. In the former case, it is the duty of the salesperson to follow up with the customer in accordance with the sales process to provide after-sales service while in the latter case the salesperson can focus on other customers. use the bank computer database, ask friends, ask family. The 8 Step Personal Selling Process The Personal Selling Process Step One Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight Personal selling is one of the forms of promotion or marketing communications used by organizations to communicate with the marketplace and drive purchases of their products. It is very essential that everybody on the team has understood the objective and are on the same page in accordance with it. process of selling 1. selling process mapping AIDA selling system Definition Save to FavoritesSee Examples The complete set of steps that must take place in order to execute a salestransaction from start to finish. Steps of Sales Audit. Overcoming objections: This value safeguards the minimum expected profits per product. Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. Spell. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). No process is perfect in every process needs improvisation from time to time. Organized 5. The language used for each step may differ, and there will sometimes be an internally devised acronym somewhere in the mix, but essentially this is the most common framework of behaviours forming the sales process. 10 steps really aren’t much when you consider the fact that several of those steps are usually grouped together. The follow-up contributes to the customer’s perception of value purchased. Memorized 4. This preparation involves research about the potential customers, such as market research. Research is useful in planning the right sales presentation. Importance and Process of Sales Control, What is Sales Audit? The objections could be about the features, the benefits, the pricing or any other aspect of the product. Standardizing a sales process helps in proper implementation in the market. Step 1. Created by. The personal selling process involves seven steps that a … Be consistent. Salesperson notes down all the objections by the customer and addresses them one by one. bennyf17. Formulating a sales process varies from industry to industry but here are general steps : Since sales are the revenue generator for the organization, the very obvious objective for a sales team would be to achieve sales targets. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales org's unique needs. at times the salesperson may visit different customers by walk-ins or cold calling to segregate the leads into prospects according to the sales process. Unstructured Presentation and demonstration: 5. The salesperson asks all the necessary questions to the customer about us current usage to confirm his customer history. July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles. It also helps to obtain necessary information about the market and pass on the same to the producer. The objective of the customer is to get the product at the lowest possible price while that of the salesperson would be to get as much profit as possible out of the deal. 5. The primary objective of chalking out a sales process is to achieve and exceed sales targets. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. If the negotiation turns out to be positive, the sale is realized and if the negotiation turns out to be negative the customer is lost and the deal is closed. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. Once the salesperson has a confirmed prospect list, he can start approaching them one by one according to the sales process. Sales growth Explained in Detail, What is Sales Funnel? 1. The personal selling process consists of a series of steps. However, a value proposition can be defined by the salesperson and the prospect together. The salesperson now approaches the customer at a pre-decided time. ‘Closing the sale’ refers to finalizing the sale and persuading the potential customer to make the purchase. Personal Selling Process. Having a proper quantifiable objective for the sales team helps them to plan the rest of the year. Who customers the sales representative is the face of the company and if the salesperson is not trained properly and professionally, it represents the organization very poorly. Personal selling can be defined as: direct person-to-person communication between sellers and potential customers, with the aim of persuading potential customers to purchase products. 4. Semi-automated 3. Leads can be developed in the following ways: 1. 6. If need be the salesperson contacts the organization and sets up a meeting with the product manager who is required to answer all the customer objections if the salesperson is unable to answer them. Approach: 4. In some cases, customers are the ones who walk into the salesperson while in other cases, it is the salesperson who goes to the customer’s place. Not following a sales process map, you are leaving the outcome to chance. She/he should explain the features of the product and how it will fulfill the needs. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. This study guide is a comprehensive discussion (along with many examples) of the key aspects of marketing as covered across various textbooks and study programs, The Communications Process: Encoding and Decoding. Feedback is taken from the salesperson about the sales process which is implemented in the market. In the end, it comes down to these ten: 1. STUDY. The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. Write. The Steps in completing the Sale. Discovery: Finding out What Customer’s Need ... Identify the basis for and the importance of follow up as part of the personal selling process and sales promotion. Step 3: Approach. This ultimately benefits the organization in terms of. Learn. Further to the discussion of the salesperson and the customer, the customer may put forth some objections or queries or doubts to the salesperson. In the case of businesses where customer approaches the salesperson or the organization, the same process should be followed. Another objective of the sales process is to equip the sales team with the necessary knowledge to convert the customer. During the pre-approach the salesperson may also plan and practice their sales presentation. The first step in the process involves prospecting. I love writing about the latest in marketing & advertising. Imagine you are about to ride a bicycle. The steps are what a salesperson has to go through to sell a particular product or service. 3. The first step in the selling process is to identify prospects. when in doubt the team can refer to the procedure and follow the steps accordingly. Process of Sales funnel creation, What is Sales Conversion? Terms in this set (10) Step 1 identifying the customers. You can follow me on Facebook. The 7 steps of selling process are explained below in detail: 1. Focus on the types of customers you wish to a2ract. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. PLAY. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. PROSPECT Define the target audience you want to a2ract and use channels such as social media to find them. As the negotiation phases complete, the deal is closed. The Selling Process 10 Steps. a. Costs can be controlled by adjusting the size of the sales force. Prospecting: Searching for prospects is prospecting. 6: Overcome Resistance and Handle Objections, Importance of Sales Process and Sales Cycle, Peer Mediation | Purpose, Process, Types and Characteristics, Human Resource Planning or HRP – Objectives, Importance and Steps, Delegation | Difference between Delegation and Work Direction. Every business is carried out in a different way hence the approachability to the customers will be different in different industries. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. Your email address will not be published. Key Points The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting... Marketing and sales differ greatly, but have the same goal. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. 10 step sales process 1. During the ‘closing the sale’ step, prices and payment options may be negotiated. The next step in the personal selling process is referred to as ‘closing the sale’. For example, an inbound lead takes care of the prospecting step. The next step would be to understand the working model of the business in the sales process. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. The approach should be formal and the salesperson should ensure that he carries all the necessary to is Sales-aid, brochures, information leaflets and everything else that would be necessary for the discussion with the customer. The approach refers to the initial contact between the salesperson and the prospective customer. Let's stay in touch :). The following fictional story recounts how llya Rastova landed the biggest client of her career. The Bi-Sell-Cycle™ The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Nothing will create more success than consistently taking one step forward each day. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. Think of the front wheel as the buying cycle and the back wheel as the selling … The nature of the product, the nature of the customer, industry and the objective should be in sync with each other. The 8 step personal selling process. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. Alternatively, the organization can also look into the sales numbers which will give a clear idea of whether the process is a success or not. The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. Work with an actionable definition of value. The sales process acts as a guide to the sales team. Customer may face hindrances or problems during usage of the product and at this time, is it is crucial that the salesperson supports the customer with after-sales service and if necessary, by connecting him with the customer service team. Since the process is uniform everywhere, the management and the sales team can speak in one language which makes it easier for both of them to understand at what step they are and at what future are they looking at. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. The salesperson should also form SMART objectives for converting the customer. 1. The first step of the personal selling process is called ‘prospecting’. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling situations. Prospecting; It is quite a common observation in our daily life that you can’t benefit a person from a product if he doesn’t need it. c. Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. 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