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12 Cards in this Set
- Front
- Back
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Stages of Personal Selling Process |
1) prospecting/qualifying 2) preapproach (planning sales call) 3) approach 4) make sales presentation 5) negotiate sales resistance/buyer obligations 6) confirm & close sale 7) follow up |
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Wheel of personal selling |
Depiction of the seven steps of personal selling. |
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Lead |
The name and address or telephone number of a person or organization potentially needing the company’s services.
Salespeople must consider the lead to be valid: need or want, authority to buy, money to buy, and eligibility to buy |
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Prospecting |
First step in the PSP, where salespeople find leads and qualify them on four criteria: need, authority, money, and eligibility to buy |
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SMART |
The steps to set objectives for the approach stage. Objectives must be: -Specific -Measurable -Achievable -Relational (long term relationship with prospect) -Temporal (specific time frame for achieving major objective) |
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Three overall objectives of sales calls |
1) generate sales 2) develop the market 3) protect the market (protect relationships with current customers) |
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Adaptive selling |
Modifying each sales presentation and demonstration to accommodate each individual prospect |
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Canned/programmed selling |
Any highly structured or patterned selling approach |
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Objection |
Anything that the prospect or customer says or does that impedes the sales negotiations |
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Valid objection |
Sincere concerns that the prospect needs to have addressed before he or she will be willing to buy |
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Invalid objections |
Irrelevant, untruthful delaying actions or hidden reasons for not buying |
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Close |
When the sales person tries to obtain the prospect’s agreement to purchase the product |
