Personal Selling

Topics: Sales, Marketing, Selling Pages: 2 (547 words) Published: January 15, 2013
Personal Selling
Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespersons should be able to match the benefits of their offering to the specific needs of a customer. Personal selling need to be considered greatly in this product, because skincare products need to be sold directly to the customer throughout various stores. Personal selling involves a selling process that consist of this following steps : 1. Prospecting

Prospecting is all about finding prospects, or potential new customers. Prospects should be qualified which means that they need to be assessed to see if there is a need from our products, otherwise you could be wasting your time 2. Pre-approach

Before engaging in the actual personal selling process, sales professionals first analyze all the information they have available to them about a prospect to understand as much about the prospect as possible. During the Pre-approach phase of the personal selling process, sales professionals try to understand the prospect's current needs, current use of brands and feelings about all available brands, as well as identify key decision makers, review account histories (if any), assess product needs, plan/create a sales presentation to address the identified and likely concerns of the prospect, and set call objectives. The sales professional also develops a preliminary overall strategy for the sales process during this phase, keeping in mind that the strategy may have to be refined as he or she learns more about the prospect. 3. Approach

The approach is the actual contact the sales professional has with the prospect. This is the point of the selling process where the sales professional meets and greets the prospect, provides an introduction, establishes rapport that sets the foundation of the relationship, and asks open-ended questions to learn more about the prospect and his or her needs.

4. Making the Presentation
During the...
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