Section 2
The Personal Selling Process
By Boundless
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Prospecting starts with defining a narrow target market, identifying the customer's wants, and then offering custom solutions.
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The preapproach is when you gather relevant information regarding the prospect in order to create a customized sales presentation.
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How you approach a sales pitch in terms of attitude, prospect knowledge, and customized product will determine your success.
A well-prepared sales presentation will engage prospects with relevant information and entice them to make a purchase commitment.
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The prospect may object to points made in the presentation, so the salesperson should be prepared to listen and address those concerns.
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Closing refers to the achievement of the desired outcome, which may be the exchange of money or the acquiring of a signature.
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Following-up will build customer satisfaction, maximize long-term sales volume, and if a sale has not been made, it may lead to a sale.
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Customer relationship management is a widely used model for managing a company's interactions with customers, clients, and sales prospects.