Answer to Question #197158 in Management for Esther Raj

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 prices are the seven steps strategy where one person is a salesman uses her skills and ability to convince the customer in buying the items. The seven personal selling steps are prospecting, ore approach, approach, presentation, meeting objections, closing the sale, and follow-up.

1. Prospecting

 These are the initial step that I will obverse the couples to identifying their buying potential.

2. Pre- approach

This stage I will prepare for the sale presentation by researching about potential customers and the right presentation to give the couples.

3. The approach - this is the preliminary contact between the seller and the prospective customer. I will therefore take a brief chat with the couples and get to understand their capability for buying my car and getting to know what specific requirements and needs they want in a car.

4. Sales presentation. In this stage, I will clearly describe the best qualities and features of my available vehicles to match the desire of my customers.

5. Handling objectives

 After presenting my items, I will welcome questions and concerns from my customers and answer them appropriately to safeguard the sales.

6. Closing the sale

In this step, I will finalize the selling process by encouraging my customer to purchase my car and negotiate the price and available mode of payment.

 

7. Follow up

 

 At this stage, I will make follow up with the customer to ensure their satisfaction and solve any existing issues with my products, this is to ensure that the customer comes back to purchase my car again or refer their friends and relatives in my company.