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Many consumer service firms such as brokerage and insurance firms and consumer product firms like AT&T and Gillette also subscribe to these selling styles. Handling Objections. A critical concern in the presentation stage is handling objections. Objections are excuses for not making a purchase commitment or decision.
23 Mar 2011 Steps in personal Selling process Personal Selling consists of the following steps. 1. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques.
The personal selling process consists of the following steps: 1) Prospecting. Prospecting refers to identifying and developing a list of potential clients. Sales people can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and.

26 Sep 2017 Personal selling is a form of selling that many companies rely on heavily to promote and move their products. The personal selling process involves seven steps that a salesperson must go through with most sales. Understanding these seven steps can help improve your individual sales or the sales of your
Recognize different types of personal selling. • Describe the stages in the personal selling process. • Specify the functions and tasks in the sales management process. • Determine whether a firm should use manufacturer's representatives or a company sales force and the number of people needed in a company's sales
7 Aug 2014 Main Steps in the Personal Selling Process. There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up.
Personal Selling. 11. Chapter Objectives. 1. What role does database marketing, including warehouse, data coding and analysis, and data mining, play in creating .. 11-36. Customer Relationship Management. Steps to Develop. 1. Identify the company's customers. 2. Differentiate customers in terms of needs and value.
The personal selling process consists of a series of steps. Each stage of the process should be undertaken by the salesperson with utmost care. The stages in personal selling are briefly explained below. 1. Prospecting and qualifying: 'Prospecting and qualifying' are the first steps the personal selling process. This is to
Prospecting - the first step in the personal selling process. The process of looking for and checking leads is called prospecting or determining which firms or individuals could become customers. The Pre-approach. The Approach. The Sales Presentation. The Trial Close. Handling Objections. Closing the Sale. The Follow-

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February 2018