To ensure the best experience, please update your browser. Chapter 8. personal selling 1. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts … Preapproach. Start studying Personal Selling Process. Their marketing department ran … They often attempt to persuade the buyer to accept a point of view. 1. Marlene is in the _____ step of the personal selling process. More than 50 million students study for free with the Quizlet app each month. e) prospecting. • Specify the functions and tasks in the sales management process. 0 / 5 points Which of these is NOT part of the typical personal selling process Closing Handling objections Follow up Sales promotion Demonstration Question 2 5 / 5 points State Bank has been accused of overcharging customers for routine transaction and taking advantage of lower income customers. Our most recent study sets focusing on Personal Selling Process will help you get ahead by allowing you to study whenever you want, wherever you are. As national sales manager, your task is to develop a specialized sales team to sell one of the Curtis product lines. Jupiterimages/Goodshoot/Getty Images. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling situations. Which of the following is not true of traditional personal selling methods? Sources of prospects 18. Learn vocabulary, terms, and more with flashcards, games, and other study tools. d) the approach. 5. b) cold calling. Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed. Create your own flashcards or choose from millions created by other students. B)the three sales activities that include identifying a customer with an unfilled need,identifying a product or service that could satisfy that need,and initiating a formalized exchange or … The preapproach is when you gather relevant information regarding the prospect in … a) making the presentation. During this stage the sales person takes a few minutes for “small talk” and get to know the potential customer. Sales Management Sales Management is planning, directing and controlling of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating the salespeople as these tasks apply to the personal salesforce. Start studying The personal selling process. a. Personal selling minimizes wasted effort, promotes sales, and boosts word-of-mouth marketing. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Personal selling can prove to be a used promotional method in several ways including: Two-Way Form of Communications – Unlike other promotional methods, personal selling is a two-way form of communication, which enables a salesperson to adjust the message as she/he gains feedback from the customer (e.g., adjust message if customer does not fully … • Describe the stages in the personal selling process. 36. A canned sales presentation style is based on a Pavlovian approach to sales.-True Positive conversion is turning a customer's objection in the sales process into the exact reason for purchase of the product or service.-True A trial close is used by a salesperson in the sales process to:-To assess the buyer's readiness for the close A. presentation B. approach C. follow-up D. preapproach E. close encoding The best approach to promotional budgeting is _____, though it requires careful judgement. The step of the personal selling process in which a salesperson contacts a potential customer is called. Oh no! Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. Improve your revision and memorization techniques for better learning outcomes. Personal selling refers to the personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individual's needs. Take a quick interactive quiz on the concepts in Ethical Issues That Impact the Personal Selling Process or print the worksheet to practice offline. The personal selling process is A)the activities that begin with the prospecting of potential leads to the final closing of a sale. Learn vocabulary, terms, and more with flashcards, games, and other study tools. The objectives of the salesperson are frequently at the expense of the buyer. The goal of the approach is to determine the specific needs and wants of the individual customer, as well as allowing the potential customer to relax and open up. Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. 37. 10/23/2020 Marketing Final Flashcards | Quizlet 2/38 In the communication process, _____ refers to the transformation of the senders ideas into a set of symbols. The approach refers to the initial contact between the salesperson and the prospective customer. • Recognize different types of personal selling. In this process, all the necessary details required to promote the product is shared through an agent among consumers. Arguments against personal selling. References Show correct answers Item7 Item 7 7.96 of 14.32 points awarded Item Scored Sales 2.0 and the Personal Selling Process This activity is important because marketing students should understand how digital and social media marketing are transforming selling processes: a concept known as Sales … 6. Advantages of Personal Selling. SIMULATION TITLE: Personal Selling SIMULATION DESCRIPTION: Curtis Precision Manufacturing is a manufacturer of products and equipment for finishing metal parts. The the first step in the closing process is: quizlet of the personal selling process is the date primarily used adjusting. 2) A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or … A) prospecting B) qualifying C) preapproach D) approach E) handling objections Answer: C Diff: 2 Page Ref: 473 AACSB: Analytic Skills Skill: Application Objective: 16-3 128) An insert in a Land's End catalog offers free shipping on … The term personal selling refers to a process in which techniques of the sales force are used by a salesperson who is sent by the company to sell products and services by meeting a consumer door to door. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling … The next step in the personal selling process is called the ‘approach’. Think about the personal selling process and apply it to your last job or internship interview or to a job or internship that you would like. It looks like your browser needs an update. 9: After Sales Service. Easy to use and portable, study sets in Personal Selling Process are great for studying in the way that works for you, at the time that works for you. A) Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships. Also, personal selling measures marketing return on investment (ROI) better than most tools, and it can give insight into customers’ habits and their responses to a particular marketing campaign or product offer. Stages and objectives of the personal selling process 17. Get ready for your Personal Selling Process tests by reviewing key facts, theories, examples, synonyms and definitions with study sets created by students like you. To ensure the best experience, please update your browser. c) the preapproach. The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. Presentation. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. Quizlet is the easiest way to study, practice and master what you’re learning. You will have three different product lines to choose from. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. PERSONAL SELLING 2. You earned 100 percent. It looks like your browser needs an update. salesperson or company identifies potential customers, salesperson learns as much as possible about perspective customer before making a sales call, salesperson meets the customer for the first time, salesperson shows the customer how their offer solves the customers problems, salesperson seeks out, clarifies, and overcomes any customer objections to buying, a salesperson follows up after the sale to ensure customer satisfaction and encourage repeat business. • Determine whether a firm should use manufacturer’s representatives or a company sales force and the number of people needed in a company’s sales force. b. Prospecting: Searching for prospects is prospecting. c. They have disappeared in the wake of relationship selling. Oh no! Personal selling becomes necessary for a firm to achieve quick sales. Business transactions the first step in the closing process is: quizlet the income Summary account the eight-step accounting cycle the companion to the! Discover our most popular flashcard sets. The step to determine whether the customer is going to be a regular customer or a one-time customer. Beyond Step 1, this process lines up nicely with the steps you should (or will) follow in seeking a job. The new definition adds the word "unselfish" and implies that salespeople should care about their customers. Submission View Your quiz has been submitted successfully. It also helps to obtain necessary information about the market and pass on the same to the producer. 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. 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