Personal Selling

Assignment:

The objective for this exercise is for you to better understand and apply the steps used in personal selling. This is an individual assignment.

Please explain how you can use the seven steps of personal selling in the activity of getting a new job. For each step, write 1-2 sentences on how the step relates to job search, interviewing, etc.

The seven steps are:

1. PROSPECTING: The salesperson must develop a list of customers.
2. PREAPPROACH: The salesperson must find and analyze information about each prospects specific product needs, current use of brands, feelings about available brands, and personal characteristics.
3. APPROACH: The salesperson adopts a certain manner in contacting a potential customer. The first contact is generally to assess the buyers needs and objectives. The prospects first impression is usually a lasting one.
4. MAKING THE PRESENTATION: The salesperson must attract and hold the prospects attention to stimulate interest. Product demonstrations, listening to comments, and observing responses are important.
5. OVERCOMING OBJECTIONS: One of the best ways to do this is to anticipate and counter objections before the prospect has an opportunity to raise them. Otherwise, deal with objections when they occur.
6. CLOSING: The salesperson asks the prospect to buy the product. Attempt a trial close by asking questions that assume the prospect will buy the product. A salesperson should try to close at several points during the presentation.
7. FOLLOW-UP: The salesperson contacts the customer to learn what problems or questions have arisen. This may also be used to determine future needs.