What does the personal selling process involve quizlet?
The steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.
Which of these is considered personal selling quizlet?
Terms in this set (7) Personal selling is the individual and personal communication of information, in contrast to the mass, impersonal communication of advertising, sales promotion, and other promotional tools.
What is the difference between traditional Personal selling and relationship selling?
Relationship selling is the practice of building, maintaining, and enhancing interactions with customers to develop long-term satisfaction through mutually beneficial partnerships. Traditional selling, on the other hand, is transaction focused.
What does the personal selling process involve?
Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. ADVERTISEMENTS: The activities involved in the selling process vary from salesman to salesman and also with selling situations.
What is the first step in the personal selling process quizlet?
The first step in the selling process is prospecting, researching potential buyers and choosing those most likely to buy.
What do you understand by personal selling?
Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
Which of the following is not a characteristic of personal selling?
1 Answer. communicated through some media not a feature of personal selling.
What is the role of personal selling?
Personal selling is an important marketing tool for small businesses, particularly those that sell complex or high-value products and services to other businesses, rather than consumers. Companies can undertake personal selling by hiring sales representatives who visit customers or by contacting customers by telephone.
Why is personal selling used?
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.
What is the difference between value selling and relationship selling?
Value-driven selling creates relationships because people need whatever you have, so the relationship has to form. Relationship selling does work the other way — it doesn’t create value. The value is in the relationship, and that’s great for a while.
What is the importance of personal selling?
Personal selling provides a detailed explanation or demonstration of the product. This capability is especially desirable for complex or new goods and services. The sales message can be varied according to the motivations and interests of each prospective customer.
What are the steps involved in personal selling?
Personal Selling Process
- Prospecting.
- Pre-approach.
- Approach.
- Presentation.
- Handling Objections.
- Closing.
- Follow Up.
What are the steps in the selling process quizlet?
Approach the customer, determining needs, presenting the product, overcoming objections, closing the sale, suggestion selling, and relationship building.
What is personal selling and why is it so important?
What is the meaning of personal selling?
What are the main feature of personal selling?
Under personal selling a personal contact is established between the buyers and the salesman. In other words, both the parties face each other. (2) Development of Relationship: Personal selling results in the development of personal relationship between the sales person and the possible buyer.
What is personal selling essay?
Personal selling involves the human interaction rather than other forms of communication in selling process. It incorporates the direct, face to face contact and communication in between persons or perspectives buyers and sellers.
What are the three prescriptions of personal selling philosophy?
a personal selling philosophi Three prescriptions: •Adopt marketing concept •Value personal selling •Become a problem solver/partner The age of information increases in relationship and relationship marketing
How do I start studying personal selling?
Start studying Personal Selling- 3. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Home Subjects Explanations Create Study sets, textbooks, questions
What are functional and psychological attributes of sales?
Functional attributes The evaluative attributes related to how things are carried out and done between the buyer and the seller are called? Psychological attributes The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called? Psychological attributes
What are the features of consultative selling?
is a well-thought-out plan for establishing, building, and maintaining quality relationships and an integral dimension of relationship selling. Major Features of Consultative Selling The customer is seen as a person to be served.• Buyer’s needs are identified through two-way communication.•