Personal Selling

Question 0

Consultative selling

Answer 0

An approach in which a salesperson acts as a consultant abc advisor to help customers find the best solutions to their personal or business needs

Question 1

Personal selling

Answer 1

One on one interaction between a salesperson and a prospective buyer

Question 2

The personal selling process

Answer 2

Prospecting 
Preparing 
Approaching 
Aligning with customer needs 
Handling objections 
Closing 
Following up

Question 3

Prospecting

Personal selling process

Answer 3

The process of finding and qualifying potential customers
Generating sales leads
Identifying prospects
Qualifying prospects

Question 4

Preparing

Personal selling process

Answer 4

Getting ready for the sales call
Researching the customer in more depth
Establishing objectives
Preparing a presentation

Question 5

Approaching

Personal selling process

Answer 5

Taking steps to make a good first impression
Crafting the right appearance
Maintaining professional behavior
Preparing an engaging introduction

Question 6

Aligning with customer needs

Personal selling process

Answer 6

Listening to the prospect describe what is needed and proposing a solution to meet those needs

Question 7

Handling objections

Personal selling process

Answer 7

Addressing any concerns the prospect might raise

Exploring the deeper reasons that might be behind the expressed objections

Question 8

Closing

Personal selling process

Answer 8

The point at which the deal is closed

Asking the prospect to choose the solution being offered

Question 9

Following up

Personal selling process

Answer 9

Checking in with the customer after the sale to make sure the solution is working out as expected and to keep building a long term relationship