Steps in the Selling Process in Action

This activity is important because it emphasizes the steps in the personal selling process and what actually happens in those steps.

Personal selling is the face$-$to$-$face presentation and promotion of goods and services, including the salesperson's search for new prospects and follow$-$up service after the sale. Effective selling is not simply a matter of persuading others to buy. In fact, it is more accurately described today as helping others satisfy their wants and needs. The best way to understand personal selling is to go through the seven$-$step selling process. The selling process varies somewhat among different goods and services, but the general idea stays the same. The goal of a salesperson is to help the buyer buy and make sure the buyer is satisfied after the sale.

Instructions: Review each step in the selling process and match it with the appropriate activity example.

Make a Presentation Approach Follow Up Answer Objections Close the Sale Prospect and Qualify Preapproach

Match each of the options above to the items below.

A potential customer is met at a trade show.

No answer

A salesperson researches the potential customer.

No answer

A potential customer is contacted by a salesperson.

No answer

A salesperson matches the benefits of the company$$s products to the customer needs.

No answer

A salesperson introduces the customer to the engineer to answer technical questions.

No answer

A salesperson gets the sales order.

No answer

A salesperson makes regular visits to the customer after the sale.

No answer