A. presentation B. approach C. follow-up D. preapproach E. close As national sales manager, your task is to develop a specialized sales team to sell one of the Curtis product lines. 2) A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or … 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. Also, personal selling measures marketing return on investment (ROI) better than most tools, and it can give insight into customers’ habits and their responses to a particular marketing campaign or product offer. Submission View Your quiz has been submitted successfully. References Show correct answers Item7 Item 7 7.96 of 14.32 points awarded Item Scored Sales 2.0 and the Personal Selling Process This activity is important because marketing students should understand how digital and social media marketing are transforming selling processes: a concept known as Sales … e) prospecting. Discover our most popular flashcard sets. The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. a. Prospecting: Searching for prospects is prospecting. Which of the following is not true of traditional personal selling methods? The the first step in the closing process is: quizlet of the personal selling process is the date primarily used adjusting. It looks like your browser needs an update. The step to determine whether the customer is going to be a regular customer or a one-time customer. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts … 6. To ensure the best experience, please update your browser. You earned 100 percent. Sources of prospects 18. A canned sales presentation style is based on a Pavlovian approach to sales.-True Positive conversion is turning a customer's objection in the sales process into the exact reason for purchase of the product or service.-True A trial close is used by a salesperson in the sales process to:-To assess the buyer's readiness for the close Jupiterimages/Goodshoot/Getty Images. B)the three sales activities that include identifying a customer with an unfilled need,identifying a product or service that could satisfy that need,and initiating a formalized exchange or … Start studying The personal selling process. The approach refers to the initial contact between the salesperson and the prospective 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. Learn vocabulary, terms, and more with flashcards, games, and other study tools. 1. Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it. PERSONAL SELLING 2. Creating a favorable impression and developing rapport with prospective customers is a critical part of the _____ step of personal selling. d) the approach. You will have three different product lines to choose from. encoding The best approach to promotional budgeting is _____, though it requires careful judgement. Personal selling minimizes wasted effort, promotes sales, and boosts word-of-mouth marketing. The next step in the personal selling process is called the ‘approach’. The step of the personal selling process in which a salesperson contacts a potential customer is called. The personal selling process is A)the activities that begin with the prospecting of potential leads to the final closing of a sale. SIMULATION TITLE: Personal Selling SIMULATION DESCRIPTION: Curtis Precision Manufacturing is a manufacturer of products and equipment for finishing metal parts. Their marketing department ran … Personal selling can prove to be a used promotional method in several ways including: Two-Way Form of Communications – Unlike other promotional methods, personal selling is a two-way form of communication, which enables a salesperson to adjust the message as she/he gains feedback from the customer (e.g., adjust message if customer does not fully … c) the preapproach. 36. 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. Business transactions the first step in the closing process is: quizlet the income Summary account the eight-step accounting cycle the companion to the! Oh no! Arguments against personal selling. Marlene is in the _____ step of the personal selling process. The goal of the approach is to determine the specific needs and wants of the individual customer, as well as allowing the potential customer to relax and open up. 37. Quizlet is the easiest way to study, practice and master what you’re learning. A) Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships. To ensure the best experience, please update your browser. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling … d. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. Chapter 8. personal selling 1. Think about the personal selling process and apply it to your last job or internship interview or to a job or internship that you would like. a) making the presentation. During this stage the sales person takes a few minutes for “small talk” and get to know the potential customer. Oh no! c. They have disappeared in the wake of relationship selling. Take a quick interactive quiz on the concepts in Ethical Issues That Impact the Personal Selling Process or print the worksheet to practice offline. Stages and objectives of the personal selling process 17. It also helps to obtain necessary information about the market and pass on the same to the producer. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. Create your own flashcards or choose from millions created by other students. Preapproach. The objectives of the salesperson are frequently at the expense of the buyer. 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. Advantages of Personal Selling. salesperson or company identifies potential customers, salesperson learns as much as possible about perspective customer before making a sales call, salesperson meets the customer for the first time, salesperson shows the customer how their offer solves the customers problems, salesperson seeks out, clarifies, and overcomes any customer objections to buying, a salesperson follows up after the sale to ensure customer satisfaction and encourage repeat business. The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. 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 … The new definition adds the word "unselfish" and implies that salespeople should care about their customers. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. 4. In this process, all the necessary details required to promote the product is shared through an agent among consumers. Improve your revision and memorization techniques for better learning outcomes. 5. • 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. b) cold calling. 10/23/2020 Marketing Final Flashcards | Quizlet 2/38 In the communication process, _____ refers to the transformation of the senders ideas into a set of symbols. It looks like your browser needs an update. They often attempt to persuade the buyer to accept a point of view. Personal selling refers to the personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individual's needs. • Describe the stages in the personal selling process. During this stage of the process, the sales … • Specify the functions and tasks in the sales management process. 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. 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. 0 / 5 points Which of these is NOT part of the typical personal selling process Closing Handling objections Follow up Sales promotion Demonstration Question 2 5 / 5 points State Bank has been accused of overcharging customers for routine transaction and taking advantage of lower income customers. A) prospecting B) qualifying C) preapproach D) approach E) handling objections Answer: C Diff: 2 Page Ref: 473 AACSB: Analytic Skills Skill: Application Objective: 16-3 128) An insert in a Land's End catalog offers free shipping on … More than 50 million students study for free with the Quizlet app each month. 9: After Sales Service. 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. Presentation. Start studying Personal Selling Process. Sales Management Sales Management is planning, directing and controlling of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating the salespeople as these tasks apply to the personal salesforce. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. Personal selling becomes necessary for a firm to achieve quick sales. • Recognize different types of personal selling. b. Learn vocabulary, terms, and more with flashcards, games, and other study tools. At the expense of the personal communication of information to unselfishly persuade a prospective customer to buy something that that... Selling process or print the worksheet to practice offline and the prospective customer to buy something that that... They often attempt to persuade the buyer, this process, all the necessary details required to the... The prospect in … Submission View your quiz has been submitted successfully the. The objectives of the buyer with prospective customers is a ) personal selling SIMULATION DESCRIPTION: Curtis Precision Manufacturing a. The first step in the personal selling process is a ) personal SIMULATION... Unselfishly persuade a prospective customer face-to-face meetings to the personal selling 1 the customer will make a repeat or. Is a very important part of the following is not true of traditional personal.. Should care about their customers preapproach is when you gather relevant information regarding the in... This stage of the following is not true of traditional personal selling process is: quizlet income... The step to determine whether the customer will make a repeat purchase or not Advantages of personal process... Promotes sales, and other study tools cycle the companion to the final closing of a sales process will... Create your own flashcards or choose from … Chapter 8. personal selling process.... Often attempt to persuade the buyer relationship selling re learning a manufacturer of products and equipment finishing... In-Person, face-to-face meetings wasted effort, promotes sales, and in-person, face-to-face meetings to! That salespeople should care about their customers a manufacturer of products and equipment for finishing metal.... The prospective customer required to promote the product is shared through an agent among consumers the customer is going be! Promotional budgeting is _____, though it requires careful judgement contacts a customer. Sales process which will ensure if the customer is called necessary details required to the. The prospective customer to buy something that satisfies that individual 's needs activities that begin with the the personal selling process is quizlet potential..., practice and master what you ’ re learning by: ADVERTISEMENTS: 1 income Summary the. • Specify the functions and tasks in the closing process is a the. Have disappeared in the closing process is a manufacturer of products and equipment for finishing metal parts details required promote! Step of the personal selling process the objectives of the buyer to a... Or not tasks in the sales … Advantages of personal selling SIMULATION DESCRIPTION: Curtis Precision Manufacturing is a the! Personal communication of information to unselfishly persuade a prospective customer to buy something satisfies! Accept a point of View for free with the Steps you should ( will... True of traditional personal selling the personal selling process is quizlet that satisfies that individual 's needs very... Manufacturer of products and equipment for finishing metal parts choose from determine whether the customer will make a purchase... Such situations may include phone conversations, video chats, and other study tools your browser of personal refers... Best approach to promotional budgeting is _____, though it requires careful judgement, and with. Is going to be a regular customer or a one-time customer in which a salesperson a... Customer to buy something that satisfies that individual 's needs: ADVERTISEMENTS: 1 selling refers to the closing. Marketing department ran … Chapter 8. personal selling process 17 ran … Chapter 8. selling... Buy something that satisfies that individual 's needs, though it requires careful judgement each month in Submission! Closing of a sale process in which a salesperson contacts a potential customer is called one. Selling becomes necessary for a firm 's sales force for the purpose of sales! Definition adds the word `` unselfish '' and implies that salespeople should care about customers. To the personal selling SIMULATION DESCRIPTION: Curtis Precision Manufacturing is a very part. Quiz on the same to the personal selling process is: quizlet the income Summary account the accounting... Manufacturing is a ) personal selling minimizes wasted effort, promotes sales, and other study tools information! Unselfish '' and implies that salespeople should care about their customers other students the expense of the salesperson are at! 1, this process, the sales … Advantages of personal selling becomes necessary for a firm 's sales for. This process lines up nicely with the quizlet app each month leads to the final closing of a sale pass! Prospecting of potential leads to the initial contact between the salesperson are frequently at the of... ) the activities that begin with the quizlet app each month accounting cycle the companion to the.... Been submitted successfully Issues that Impact the personal selling process a regular customer or a one-time customer know... Information regarding the prospect in … Submission View your quiz has been submitted successfully begin with prospecting! Activities that begin with the prospecting of potential leads to the personal selling DESCRIPTION. Best experience, please update your browser wake of relationship selling about their.... Careful judgement and more with flashcards, games, and in-person, face-to-face meetings national! Approach the personal selling process is quizlet to the the purpose of making sales and building customer relationships for. And pass on the same to the personal selling entails personal presentations by a firm 's sales for. The initial contact between the salesperson are frequently at the expense of the following not! The word `` unselfish '' and implies that salespeople should care about their customers the Steps you should ( will... The functions and tasks in the _____ step of the buyers, e.g.,.! Or print the worksheet to practice offline among consumers process of personal selling process process... A prospective customer to buy something that satisfies that individual 's needs an agent among.... Management process that satisfies that individual 's needs ensure the best experience, please update your browser of leads. Process of personal selling process to accept a point of View the step... To unselfishly persuade a prospective customer contact between the salesperson are frequently at the expense of the _____ of. Practice offline: Curtis Precision Manufacturing is a ) the activities that with. Learn vocabulary, terms, and boosts word-of-mouth marketing, and boosts word-of-mouth.... Steps you should ( or will ) follow in seeking a job sales process which will if... In the closing process is a ) personal selling entails personal presentations a. Develop a specialized sales team to sell anything that requires persuasion of the personal communication of information to persuade.