Lecture fundamentals of marketing - Lecture 25: Personal selling process. After studying this chapter you will be able to understand: The preliminary steps in personal selling process, the advance steps in personal selling process. | LECTURE 25 Copyright 2012 Pearson Education Inc. 1- 1- 11 Publishing as Prentice Hall Topic Outline The Preliminary steps in Personal Selling Process The Advance steps in Personal Selling Process Copyright 2012 Pearson Education Inc. 1- 2 Publishing as Prentice Hall The Personal Selling Process The goal of the personal selling process is to get new customers and obtain orders from them Copyright 2012 Pearson Education Inc. 1- 3 Publishing as Prentice Hall The Personal Selling Process Steps in the Personal Selling Process Prospecting identifies qualified potential customers through referrals from Customers Suppliers Dealers Internet Copyright 2012 Pearson Education Inc. 1- 4 Publishing as Prentice Hall Prospecting Identifying Prospects 1. Present 7. Directories Customers 8. Mailing Lists 2. Former 9. Prospecting Services Customers 10. Advertising 3. End Less Chain 11. Personal Contacts 4. Center Of Influence 12. Trade Shows And Exhibitions 5. Cold Calling Copyright 2012 Pearson Education Inc. 13. Internet Social 1- 5 Media Publishing as Prentice Hall The Personal Selling Process Steps in the Personal Selling Process Qualifying is identifying good customers and screening out poor ones by looking at Financial ability Volume of business Needs Location Growth potential Copyright 2012 Pearson Education Inc. Publishing as Prentice Hall 1- 6 Qualifying Prospects MAN APPROACH Money Authority Authority Need Copyright 2012 Pearson Education Inc. 1- 7 Publishing as Prentice Hall The Personal Selling Process Steps in the Personal Selling Process is the process of learning as Pre-approach much as possible about a prospect including needs who is involved in the buying and the characteristics and styles of the buyers Copyright 2012 Pearson Education Inc. 1- 8 Publishing as Prentice Hall PREPARATION PRE APPROACH Who is the customer Who will be the actual decision maker Who will influence the decision Who will be the actual user With Whom will develop favorable relationship What .
