Answer to Question #195847 in Management for kavita

Question

Consider that you are a salesperson for the Carpenters Motors Fiji - Range Rover dealership. A young, newly married couple enters the lot. Provide detailed explanations about the personal selling process, using this couple as your target. Consider various scenarios you may face in each of the steps. (Hint: Use the The Personal Selling Process (7 steps) outlined in Chapter 16)

Answer 1

Step 1: Prospecting and Qualifying

A salesperson performs analysis before planning a sale to find the individuals or businesses involved in her product. Before calling the company in the B2B case, the salesperson had to look up the company's details somewhere—probably in a local business directory. Prospecting is the first step in the sales process, and it lays the groundwork for the rest of the process. A prospective buyer is referred to as a lead. A prospect is a competent or committed leader who is eager, willing, and able to purchase. In other words, in an ideal environment, you're finding consumers who are either in the process of identifying a need or have already done so.

Step 2: Pre approach

The approach is the part of the equation that you "do your homework." A successful salesperson does his homework on his client, familiarizing himself with the customer's needs and gathering as much information as possible about the person or company.

Step 3: Approach

The importance of first impressions in gaining a client's confidence cannot be overstated. If you've ever asked anyone on a first date (this is a sale situation), you still didn't call them to whisper, "Hey, do you want to go out on Saturday night?" Such an abrupt approach would turn off many customers, and you would most likely lose the date. In the same way, as a trained salesperson, you'd seldom make a pitch right away; instead, you'd work to build a relationship with the client first. This normally entails greetings, small talk, a few warm-up questions, and a general explanation about who you are and whom you serve.

Step 4: Presentation

Before a salesperson does her pitch or demo, she goes through a lot of planning, but during the presentation, her analysis pays off, and her prospective proposal comes to life. By delivering her product, she will have a good enough understanding of her customer's desires to ensure that she is delivering a viable alternative. The analysis should be customized to the customer's needs, demonstrating how the product serves those needs.

Step 5: Handling Objections

It's common for your client to have any reservations or questions after giving your sales pitch. These are known as objections. Good salespeople see objections as ways to learn more about their customers' needs and act more effectively.

Step 6: Closing the Sale

Finally, once the buyer is satisfied that your offer will satisfy her needs, you close the deal by settling on the selling conditions and completing the purchase.

 Step 7: Following Up

Assuring customer loyalty, attracting clients, and prospecting for potential customers all required follow-up. Sending a thank-you card, contacting the customer to ensure that a product was shipped in good shape, or checking in to ensure that a service meets the customer's needs are examples of this.