Chapter 16 Flashcards
What is personal selling? Advantages/Disadvantages?
Paid personal communication that informs customers and persuades them to buy products
Understand what personal selling is, why companies use it?
- It is the face to face communication to a customer regarding a product or service
- Companies use it because they need more information about the object they are going to invest/purchase
What are the steps in the personal selling process?
- Prospecting
- Preapproach
- Approach
- Need Discovery/Diagnosis
- Presentation/Prescription
- Overcoming Objections
- Advancing the sale
- Follow up
What is Prospecting?
Developing lists of potential customers. Work smarter not harder
What is Preapproach?
Researching before you meet with the customer
What is Approach? and what it divided by?
First contact with the customer. Its divided in 3:
- Cold Calling
- Referrals
- Repeat contact
What is Presentation/Prescription?
Qualities and characteristics of a good presentation
What is Overcoming Objections?
Is when a customer likes the product but he wants to compare it to similar products
What is Advancing the sale?
It is a commitment with the customer to keep meeting and keep moving forward
Three types of compensation
- Attract, motivate and retain effective people
- Provide acceptable levels of income and incentives
- Encourage proper treatment of customers
