The Personal Selling Process Read the overview below and complete the activities that follow With the average cost of a sales call exceeding $500 and the Internet's Interactive capabilities, some people have predicted the decline of personal selling as an effective marketing communications tool. However, this has not been the case, indeed several companies are expanding their sales forces, This activity is important to marketing managers for two primary reasons, regardless of whether sales is treated as a part of the marketing function within an organization First. In companies where salespeople play an important role, personal selling is the single most critical connection to the customer. Marketing managers need a clear understanding of the selling process because it has such a profound effect on the customer relationship. Second, several marketing activities such as customer service and marketing communications will be affected by the personal selling function. Understanding the selling process helps marketing managers better plan a marketing communications strategy and coordinate other marketing activities such as customer service. his exercise is to demonstrate an understanding of the personal selling process Research suggests salespeople today are expected to be more skilled and available, and better communicators than ever before. Four basic selling activities composed of dozens of individual tasks define the salesperson's Job: communicate, sell, build customer relationships, and manage information. These four basic seling activities come into play in different ways throughout the personal selling process. The goal Read the statements to determine which step of the Personal Selling Process they refer to Drag and drop each item into the correct spot within the chart The Personal Selling Process Variety of sources Support people Mask concerns Ask the question Greatest influence Support people Greatest influence Mask concerns Variety of sources Valle proposition Obtain commitment Obtain commitment Ask the question Value proposition Read the statements to determine which step of the Personal Selling Process they refer to Drag and drop each item into the correct spot within the chart The Personal Selling Process The sales representative should try to determine who has the greatest influence or authority in the purchase. Variety of sources Mask concerns Ask the question Greatest influence Support people Mask concerns Variety of sources Value proposition Obtain commitment Obtain commitment Ask the question Reset Read the statements to determine which step of the Personal Selling Process they refer to. Drag and drop each item into the correct spot within the chart The Personal Selling Process Salespeople often rely on support people inside the company to help. Variety of sources Mask concerns Ask the question Greatest influence Support people Mask concerns Variety of sources Value proposition Obtain commitment Obtain commitment Ask the question Reset Read the statements to determine which step of the Personal Selling Process they refer to Drag and drop each item into the correct spot within the chart The Personal Selling Process The sales representative creates a value proposition that will lead to a long-term relationship. Variety of sources Mask concems Ask the question Greatest influence Support people Mask concerns Variety of sources Value proposition Obtain commitment Obtain commitment Ask the question Reset