Marketing Personal Selling Process
38 flashcards covering Marketing Personal Selling Process for the MARKETING-101 Marketing 101 Topics section.
The marketing personal selling process encompasses the steps a salesperson takes to engage with potential customers, identify their needs, and ultimately close a sale. This process is defined by the American Marketing Association as part of the broader Principles of Marketing curriculum. It includes stages such as prospecting, preparation, approach, presentation, handling objections, closing, and follow-up.
On practice exams and competency assessments, questions about the personal selling process often focus on identifying the correct sequence of steps or the appropriate techniques for each stage. Common pitfalls include confusing the presentation phase with the closing phase or overlooking the importance of follow-up, which can lead to lost opportunities for repeat business.
One concrete tip often overlooked is the importance of active listening during the approach and presentation stages, as it helps build rapport and trust with potential clients.
Terms (38)
- 01
What are the main steps in the personal selling process?
The main steps in the personal selling process are prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up (Kotler Armstrong Principles of Marketing).
- 02
What is the first step in the personal selling process?
The first step in the personal selling process is prospecting, which involves identifying potential customers (Kotler Armstrong Principles of Marketing).
- 03
What is the purpose of the pre-approach stage in personal selling?
The pre-approach stage involves gathering information about the prospect to tailor the sales approach effectively (Kotler Armstrong Principles of Marketing).
- 04
During which step do salespeople present their product or service?
Salespeople present their product or service during the presentation step of the personal selling process (Kotler Armstrong Principles of Marketing).
- 05
What is the role of handling objections in the personal selling process?
Handling objections is crucial as it allows the salesperson to address concerns and reinforce the value of the product (Kotler Armstrong Principles of Marketing).
- 06
What should a salesperson do after closing a sale?
After closing a sale, a salesperson should conduct a follow-up to ensure customer satisfaction and foster long-term relationships (Kotler Armstrong Principles of Marketing).
- 07
What is the significance of the approach phase in personal selling?
The approach phase is significant as it sets the tone for the relationship and engages the prospect (Kotler Armstrong Principles of Marketing).
- 08
How can a salesperson effectively handle objections?
A salesperson can effectively handle objections by actively listening, empathizing, and providing clear, factual responses (Kotler Armstrong Principles of Marketing).
- 09
What techniques can be used during the presentation stage?
Techniques during the presentation stage can include storytelling, demonstrations, and highlighting benefits tailored to the prospect's needs (Kotler Armstrong Principles of Marketing).
- 10
What is the importance of follow-up in the personal selling process?
Follow-up is important as it helps build customer loyalty, addresses any post-sale issues, and can lead to repeat business (Kotler Armstrong Principles of Marketing).
- 11
What is prospecting in the context of personal selling?
Prospecting is the process of identifying and qualifying potential customers for a product or service (Kotler Armstrong Principles of Marketing).
- 12
What should a salesperson do during the approach phase?
During the approach phase, a salesperson should establish rapport and make a positive first impression on the prospect (Kotler Armstrong Principles of Marketing).
- 13
What is the objective of the closing step in personal selling?
The objective of the closing step is to obtain a commitment from the prospect to purchase the product or service (Kotler Armstrong Principles of Marketing).
- 14
How often should sales training be conducted for effective personal selling?
Sales training should be conducted regularly to keep salespeople updated on product knowledge and selling techniques (Kotler Armstrong Principles of Marketing).
- 15
What is a common method for closing a sale?
A common method for closing a sale is the 'assumptive close,' where the salesperson assumes the prospect is ready to buy and moves forward with the sale (Kotler Armstrong Principles of Marketing).
- 16
What role does customer feedback play in the personal selling process?
Customer feedback plays a vital role in improving sales techniques and understanding customer needs and satisfaction (Kotler Armstrong Principles of Marketing).
- 17
What is the purpose of a sales presentation?
The purpose of a sales presentation is to inform and persuade the prospect about the benefits and value of the product or service (Kotler Armstrong Principles of Marketing).
- 18
What is an effective way to build rapport during the approach phase?
An effective way to build rapport is to find common ground or shared interests with the prospect (Kotler Armstrong Principles of Marketing).
- 19
What should salespeople do if they encounter resistance during the presentation?
Salespeople should address resistance by acknowledging the concern and providing relevant information or solutions (Kotler Armstrong Principles of Marketing).
- 20
What is the role of non-verbal communication in personal selling?
Non-verbal communication plays a crucial role in personal selling as it can convey confidence and build trust with the prospect (Kotler Armstrong Principles of Marketing).
- 21
What is the impact of technology on the personal selling process?
Technology impacts the personal selling process by providing tools for customer relationship management and data analysis, enhancing efficiency (Kotler Armstrong Principles of Marketing).
- 22
How can a salesperson effectively follow up after a sale?
A salesperson can effectively follow up by contacting the customer to ensure satisfaction and address any issues that may arise (Kotler Armstrong Principles of Marketing).
- 23
What is the significance of understanding customer needs in personal selling?
Understanding customer needs is significant as it enables salespeople to tailor their approach and offer solutions that meet those needs (Kotler Armstrong Principles of Marketing).
- 24
What is the role of product knowledge in personal selling?
Product knowledge is essential in personal selling as it allows salespeople to confidently answer questions and highlight benefits during the sales process (Kotler Armstrong Principles of Marketing).
- 25
What strategies can be used to overcome objections?
Strategies to overcome objections include clarifying misunderstandings, providing testimonials, and reinforcing product benefits (Kotler Armstrong Principles of Marketing).
- 26
What is the purpose of setting sales goals?
The purpose of setting sales goals is to provide direction, motivate salespeople, and measure performance (Kotler Armstrong Principles of Marketing).
- 27
How can storytelling be used effectively in sales presentations?
Storytelling can be used effectively in sales presentations to create emotional connections and illustrate the product's benefits through relatable scenarios (Kotler Armstrong Principles of Marketing).
- 28
What is the importance of active listening in personal selling?
Active listening is important as it helps salespeople understand customer concerns and respond appropriately, fostering better communication (Kotler Armstrong Principles of Marketing).
- 29
What is the significance of closing techniques in personal selling?
Closing techniques are significant as they guide the salesperson in securing the sale and addressing any last-minute hesitations from the prospect (Kotler Armstrong Principles of Marketing).
- 30
What should a salesperson do if a prospect is not ready to buy?
If a prospect is not ready to buy, the salesperson should respect their decision, provide additional information, and schedule a follow-up (Kotler Armstrong Principles of Marketing).
- 31
What is the role of empathy in the personal selling process?
Empathy plays a role in personal selling by allowing salespeople to connect with prospects and understand their emotions and needs (Kotler Armstrong Principles of Marketing).
- 32
What techniques can help in building long-term customer relationships?
Techniques for building long-term customer relationships include regular follow-ups, personalized communication, and providing exceptional customer service (Kotler Armstrong Principles of Marketing).
- 33
What is the purpose of a sales call?
The purpose of a sales call is to engage with the prospect, assess their needs, and present solutions that align with those needs (Kotler Armstrong Principles of Marketing).
- 34
How can a salesperson identify qualified leads?
A salesperson can identify qualified leads by researching potential customers and assessing their needs, budget, and purchasing authority (Kotler Armstrong Principles of Marketing).
- 35
What is the significance of closing ratios in personal selling?
Closing ratios are significant as they measure the effectiveness of a salesperson in converting prospects into customers (Kotler Armstrong Principles of Marketing).
- 36
What is the role of feedback in refining the sales process?
Feedback is crucial in refining the sales process as it provides insights into what works and what needs improvement, enhancing overall effectiveness (Kotler Armstrong Principles of Marketing).
- 37
What is the importance of time management in personal selling?
Time management is important in personal selling as it helps salespeople prioritize tasks and maximize their productivity (Kotler Armstrong Principles of Marketing).
- 38
What should a salesperson do to prepare for a sales meeting?
A salesperson should research the prospect, prepare materials, and practice their presentation to ensure a successful sales meeting (Kotler Armstrong Principles of Marketing).