MARY KAY DIRECT $($PERSONAL$)$ SELLING PROCESS HANDOUT

$(1)$ Needs and wants fulfilled with the Mary Kay Lip Protector SPF $15$ product:

STAGE SALES OBJECTIVE $(2)$ IDEAS TO MEET OBJECTIVE IN THE

DIRECT $($PERSONAL$)$ SELLING PROCESS

Prospecting Search for and

qualify prospects

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Preapproach

Gather information

and decide how to

approach the

prospect

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Approach

Gain prospect$$s

attention, stimulate

interest, and make

the transition to the

presentation

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Presentation

Begin converting a

prospect into a

customer by

creating a desire for

the product or

service

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Close

Obtain a purchase

commitment from

the prospect and

create a customer

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