Answer to Question #209173 in Management for Jane

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

The personal selling process entails:

Prospecting: the entities of prospecting entail the pursuit and qualification of latent clienteles. Through cold canvasing the couple’s workplace, the salesperson may determine the couple as lead or as prospective customers. Nonetheless, the processes of cold canvassing are criticized as rather intrusive on the part of the customer.

Pre-approach: the entities of the pre-approach involve attaining more information regarding the couple’s disposition to designate the most appropriate method of approach, inclusive of investment objectives and alternating preferences.

Approach: the entities of the approach entail obtaining the attention of the client and subsequently attain interest through fashion grounds from which a working relationship is deliberated.

Presentation: as the key entity of the units of the selling process, stage involve a preliminary meeting with the couple to cultivate a desire for purchasing the Range Rover from Carpenter Motors

Close: involves obtaining an acquisition pledge from the prospective client. The limitation of the process is the essential determination of the period within which the client is rather ready to purchase the product.

Follow-up: the entity of the follow-up essentially entails obtaining information on the proportion of satisfaction from the clients concerning the product