What are the six stages of the personal selling process? What is the objective of each stage?
What will be an ideal response?
The personal selling process consists of six stages: prospecting, preapproach, approach, presentation, close, and follow-up. The objective of prospecting is to search for and qualify prospects. The objective of the preapproach is to gather information and decide how to approach the prospect. The objective of the approach is to gain the prospect's attention, stimulate interest, and make the transition to the presentation. The objective of the presentation is to begin converting a prospect into a customer by creating a desire for the product or service. The objective of the close is to obtain a purchase commitment from the prospect and create a customer. The objective of the follow-up is to ensure that the customer is satisfied with the product or service. See Figure 17-2.
You might also like to view...
Distinguish between a deferral and an accrual
Roberto works in a restaurant clearing tables after customers are done with their meals. His boss has just told him that he will now also be responsible for helping to seat customers as they come in to the restaurant, along with his regular duties. This is an example of ______.
a. job simplification b. job enrichment c. job rotation d. job enlargement
The term that describes the establishment of contacts or relationships for professional purposes is known as:
A) profiling. B) stalking. C) networking. D) legalizing.
When people say average, they usually intend to indicate the __________, or arithmetic average
A) mean B) mode C) median D) margin