Answer to Question #196397 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.

Answer 1

Personal selling is the face to face marketing whereby one party known as the salesperson uses his or her ability and skills to convince the other party known as the customer or the buyer into purchasing a product, service or an item (Erevelles et al, 2013). Businesses use personalized selling to create association with their customers thereby achieving sales orders and achieving their sales targets.

Personal selling process is a seven step process as follows:-

Prospecting

This is the first step in the personal selling process and when it comes to the young couple I would observe them to identify their potential in terms of closing a sales order (Adesoga, 2016).

Pre –Approach

This is the second step I would prepare a presentation or an exhibition with the aim of persuading the young couple to buy.

The Approach

This is the step in which the buyer meets with the seller. When it comes to the young couple I would meet them for a brief chat to identify the kind of car that they are looking for and the kind of preference that they have in mind regarding the car.

Sales Presentation

At this step I would put forth the best features and qualities of the available vehicles to match the needs and wants of the young couple.

Objectives Handling

After the presentation to the young couple I would invite for questions from them and answer the questions appropriately.

Closing the Sale

In this step I would bring the selling process to a close by encouraging the young couple to purchase my car, discussing and negotiating the selling as well as clarifying to them the several modes of payment that are available.

Follow up

In this step I would make a follow up with the young couple to ensure that the car that they bought was to their satisfaction as well as resolve any issue that may have cropped up. This is done to ensure that young couple would buy from me again as well as refer other customers to me.

  

References

Adesoga, A., 2016. Examination of the relevance of personal selling in marketing activities: A descriptive method. Journal of accounting and management, 6(2), pp.103-116.

Erevelles, S. and Fukawa, N., 2013. The role of affect in personal selling and sales management. Journal of Personal Selling & Sales Management, 33(1), pp.7-24.