Advertising acquaints potential customers with a product and thereby makes personal selling easier. Personal selling is a face-to-face sales presentation to a prospective customer. Sales jobs range from salesclerks at clothing stores to engineers with MBAs who design large, complex systems for manufacturers. About 6.5 million people are engaged in personal selling in the United States. Slightly over 45 percent of them are women. The number of people who earn a living from sales is huge compared, for instance, with the nearly 300,000 workers employed in the traditional advertising sector. Personal selling offers several advantages over other forms of promotion: Show
The Selling ProcessSelling is a process that can be learned. Experts have spelled out the steps of the selling process, shown in (Figure), and professional salespeople use them all the time. These steps are as follows:
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Summary of Learning Outcomes
About 6.5 million people in the United States are directly engaged in personal selling. Personal selling enables a salesperson to demonstrate a product and tailor the message to the prospect; it is effective in closing a sale. Professional salespeople are knowledgeable and creative. They also are familiar with the selling process, which consists of prospecting and qualifying, approaching customers, presenting and demonstrating the product, handling objections, closing the sale, and following up on the sale. Glossarypersonal sellingA face-to-face sales presentation to a prospective customer.prospectingThe process of looking for sales prospects.qualifying questionsInquiries used by salespeople to separate prospects from those who do not have the potential to buy.sales prospectsThe companies and people who are most likely to buy a seller’s offerings.Why is prospecting important in the selling process?Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customer to current customer.
What is prospecting and why is it important to salesman?Sales starts with finding and developing potential customers, which is called prospecting. Prospecting is an important part of the sales process, as it helps you develop the pipeline of potential customers.
Which way to find new prospects is considered the most reliable and effective?Phone calls
Cold calling is probably one of the most popular and effective sales prospecting methods of reaching out to your prospects. Also, you can easily turn your cold call intention into the warm one if you use the “Go Online” prospecting method effectively.
What are the methods of prospecting for new customer?The Best Sales Prospecting Methods. Create Ideal Customer Profiles. ... . Focus On Warm Calls. ... . Send Engaging, Personalized Emails. ... . Target Prospects via LinkedIn. ... . Attend Relevant Events. ... . Ask For Referrals. ... . Seek Partnerships for Co-selling. ... . Take Advantage of Automation.. |