Answer to Question #195861 in Marketing 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) )

Answer 1

Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed. The personal selling process is a seven step approach: It starts with prospecting where salespeople determine leads.

Secondly, pre-approach it involves preparing for the presentation through customer research and goal planning for the presentation. In this stage the salesperson preparing a presentation of several types of range rovers which is then followed by the approach process where the salesperson initially meets with the customer and determines a customer’s wants and needs like the type of Range Rover they want followed by presentation that will entice the customer to commit.

After the presentation, the salesperson aims meeting objections which involves dealing with the customers concerns like the couple can be concerned with mileage details, repair details and other factor about the Range Rover. The salesperson will then close the sale after gaining commitment, and lastly, the sales person will have put up follow-up measures.