Personal selling process

Afroz Ali Ansari

 1 prospecting

• prospecting means searching for the person to

whom sales can be affected here for those
customer we are targeting our product. We
are locating or searching for the customers
who have ability to purchase the product in
terms of money or who has reason to buy the
product.
 2 Pre -approach
• Sales representatives before going to any
customer, a salesperson need to make some
calls( cold calling), or we can say that
salesperson should take an oppointment from
the customer before going to his/her home.
 3 Approach
• A very important stage of personal selling, at
this stage a salesperson has create his first
impression to the customer to the customer.

• It depends how the salesperson treat the

customer.
 4 Presentation
• The need-satisfying characteristics of the
product are to be presented or demonstrated.
The prospect may be made to understand
benefits of the product.
 5 Objections
• When one shows interest in buying the
products, generally every salesman faces
objections from the prospective buyers.
• The salesman should clear all doubts and
objections without entering into a
controversy.
 6 Closing the sales
• It aims at taking an order for the products
from the prospective buyer. The salesman also
ask question as to the product–choice of
colour, quantity and terms etc.
• Sales should be closed in a cordial manner.
 7 Follow-up
• Satisfaction of the buyer is important as a
source of publicity.
• Continuously interacting with the customer. To
know whether the customer is satisfied with
the product or whether the customer requring
any services.