Match each of the options above to the items below.A potential customer is met at a trade show.A salesperson researches the potential customer.A potential customer is contacted by a salesperson.A salesperson matches the benefits of the company's products to the customer needs.A salesperson introduces the customer to the engineer to answer technical questions.A salesperson gets the sales order.A salesperson makes regular visits to the customer after the sale.357261 This activity is important because it emphasizes the steps in the personal selling process and what actually happens in those stepsPersonal selling is the face-to-face presentation and promotion of goods and services, including the salesperson's search for new prospects and follow-up service after the sale. Effective selling is not simply a matter of persuading others to buy. In fact, it is more accurately described today as helpingothers satisfy their wants and needs. The best way to understand personal selling is to go through the seven-step selling process. The selling processvaries somewhat among different goods and services, but the general idea stays the same. The goal of a salesperson is to help the buyer buy and makesure the buyer is satisfied after the sale.Instructions: Review each step in the selling process and match it with the appropriate activity exampleFollow UpPreapproachApproachClose the Sale37Prospect andQualifyAnswer ObjectionsMake aPresentation

INTRODUCTION - Personal selling is an essential part of any business that involves direct…

Answered: Match each of the options above to the…

Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter18: Personal Selling And Sales Promotion

Section: Chapter Questions

Problem 12DRQ

See similar textbooks

Similar questions

Selling is versatile. Salespeople perform several activities, including meeting different people to reach their sales target which helps them get various positions. In this context analyze and identify which one of the following statements is not correct about the sales profession? a. Salespeople can become entrepreneurs b. Selling is competitive c. Selling career provides Independence d. Salespeople cannot become President of the company
the situation is that you need to sell some items of an old couple who has come to your shop one person can act as the salesperson and the other two as an old man and his wife. act out a conversation between the three people. and discuss what you learned from this
Professional Selling. Salespeople play three primary roles? What are they? Be succinct and provide the appropriate reference(s). How does each type of salespeople create value? Provide at least ONE (1) real-life example to illustrate your case. Do ethics get in the way of success in sales? Why or why not? Provide ONE (1) real-life example to illustrate your case.
Imagine that you are a salesperson for one of your favorite products. Identify your product then write the seven steps you will follow in selling your product or product line. Be sure to thoroughly explain and include specific details for each step, such as the characteristics you’re looking for in prospective customers, a list of possible objections you may have to overcome, and the methods and tools you’ll use at each step.
Share three selling approaches you would deploy in your sales team if you are the sales manager. Which is your favorite approach - List the selling approaches and explain how it works.
You work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about her/him. What step in the selling process is being carried out here? What is the importance of this step? please give the reference where you get data to collect information about it.
An area that proves to be challenging for salespeople is that of closing the sale. Salespeople may use either a direct method of asking for the sale or various indirect methods. Which is the more effective method ?
Assume you sell plumbing supplies via a distributor that sells to retailers: What can you, as the manufacturer’s sales representative, do to shorten the distributor’s sales cycle? To improve its conversions (changes or adaptations)? Now, assume you are the distributor and you have five salespeople working for you. Two call on plumbing companies and large construction companies at job sites, whereas the other three work as salespeople in your warehouse to handle walk-in customers. a) What can you do with marketing to shorten the sales cycle of each group? b) How might your efforts affect the performance of each group differently? (i.e. how are the 2 salespeople for the plumbing companies and large construction companies (performance) affected by your marketing, and how are the other three who work as salespeople in your warehouse (performance) affected by the marketing you did in part a). Answer for this question must be least 2-3 paragraphs long, answering ALL…
Although reservations on the part of the buyer can arise during each stage of the selling process, they are very likely to occur during the _______stage. a. generation and qualification of leads b. preapproach c. sales presentation d. closing the sale e. follow-up
list and describe the seven (7) steps of the Sales Process. You are also expected to incorporate some critical analysis of these steps with questions, comparisons or even examples.
A: Salespeople need someone to tell them when it's time to go to work because they don't know that if they don't work, they won't be earning. Is this statement true?
You are a Sales representative for your company.Write a Letter in block format to ABC of XYZ enterprises introducing one of your new products.Include the important details of your mentioned product.

SEE MORE QUESTIONS

Recommended textbooks for you

Marketing

ISBN:

9780357033791

Author:

Pride, William M

Publisher:

South Western Educational Publishing

Marketing

ISBN:

9780357033791

Author:

Pride, William M

Publisher:

South Western Educational Publishing

SEE MORE TEXTBOOKS