2) A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or … As national sales manager, your task is to develop a specialized sales team to sell one of the Curtis product lines. d) the approach. Quizlet is the easiest way to study, practice and master what you’re learning. c) the preapproach. Our most recent study sets focusing on Personal Selling Process will help you get ahead by allowing you to study whenever you want, wherever you are. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. The step of the personal selling process in which a salesperson contacts a potential customer is called. Personal selling minimizes wasted effort, promotes sales, and boosts word-of-mouth marketing. 1. The the first step in the closing process is: quizlet of the personal selling process is the date primarily used adjusting. You earned 100 percent. Get ready for your Personal Selling Process tests by reviewing key facts, theories, examples, synonyms and definitions with study sets created by students like you. Beyond Step 1, this process lines up nicely with the steps you should (or will) follow in seeking a job. The preapproach is when you gather relevant information regarding the prospect in … • Determine whether a firm should use manufacturer’s representatives or a company sales force and the number of people needed in a company’s sales force. The term personal selling refers to a process in which techniques of the sales force are used by a salesperson who is sent by the company to sell products and services by meeting a consumer door to door. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. During this stage the sales person takes a few minutes for “small talk” and get to know the potential customer. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling situations. Sources of prospects 18. 6. Preapproach. Submission View Your quiz has been submitted successfully. The approach refers to the initial contact between the salesperson and the prospective customer. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling … b) cold calling. The objectives of the salesperson are frequently at the expense of the buyer. Easy to use and portable, study sets in Personal Selling Process are great for studying in the way that works for you, at the time that works for you. Which of the following is not true of traditional personal selling methods? Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed. Start studying Personal Selling Process. Marlene is in the _____ step of the personal selling process. The step to determine whether the customer is going to be a regular customer or a one-time customer. Jupiterimages/Goodshoot/Getty Images. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Discover our most popular flashcard sets. 5. Creating a favorable impression and developing rapport with prospective customers is a critical part of the _____ step of personal selling. 4. Take a quick interactive quiz on the concepts in Ethical Issues That Impact the Personal Selling Process or print the worksheet to practice offline. 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