What are the 7 steps of personal selling?

There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up. The first three steps of the selling process involve research into prospects’ wants and needs, with your presentation midway through the selling process.

Which is not a characteristic of personal selling?

1 Answer. communicated through some media not a feature of personal selling.

What are 4 types of personal selling?

The four types of selling
  • Transactional selling.
  • Solution selling.
  • Consultative selling.
  • Provocative selling.

What are the 5 major personal selling strategies?

5 timeless personal selling techniques
  • Know your market. In order to effectively sell to prospects, you have to first understand their industry, their unique needs and challenges, and customer demographics. …
  • Identify the right leads. …
  • Engage customers with stories. …
  • Always add value. …
  • Frame yourself as a partner.

What are the important of personal selling?

Personal selling provides a detailed explanation or demonstration of the product. This capability is especially desirable for complex or new goods and services. The sales message can be varied according to the motivations and interests of each prospective customer.

What personal selling means?

What is Personal Selling. 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.

What are the 4 selling strategies?

The four basic sales strategies salespeople use are script-based selling, needs-satisfaction selling, consultative selling, and strategic-partner selling. Different strategies can be used with in different types of relationships.

What is the personal selling plan?

Personal selling is a strategy that salespeople use to convince customers to purchase a product. The salesperson uses a personalized approach, tailored to meet the individual needs of the customer, to demonstrate the ways that the product will benefit him.

Which of the following is not an objective of personal selling?

Q.Which of the following is not a main objective of personal selling ?
B.build awareness and appreciation for the product
C.create personal contact
D.none of these
Answer» d. none of these

What is personal selling in business?

Personal selling is when a salesperson meets a potential buyer or buyers face-to-face with the aim of selling a product or service.

Which of the following is a disadvantage of personal selling?

Disadvantages of Personal Selling

There is a requirement of high capital costs. Also, it is an extremely labour intensive method because a large sales force is required to carry out personal selling successfully. The training of the salesperson is also a very time consuming and costly process.

Which is the first step in personal selling?


The first step in the personal selling process is seeking out potential customers — also known as your prospects or leads. Prospecting can be done through inbound marketing, cold calling, in-person networking, or online research.

What is personal selling strategy?

Personal selling strategies involve meeting with the customer for a face-to-face interaction that serves to inform and persuade them into making a purchase. By directly meeting with the customer, the salesperson confirms the product’s benefits by emphasizing details like price, characteristics or current market demand.

Where is personal selling used?

Most often companies use personal selling when their products or services are highly technical, specialized, or costly—such as complex software systems, business consulting services, homes, and automobiles.

What is personal selling advantages and disadvantages?

Comparison Table for Advantages and Disadvantages of Personal Selling
Advantages of personal sellingDisadvantages of personal selling
Two-way communicationTraining of salesman is expensive and time consuming
Personal attention to customerExpensive method
Detail presentationLabour intensive method
30 may 2022

What is value personal selling?

What Is ‘Value-Based Selling’? Value-Based Selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. Though Value-Based Selling, you increase the likelihood of a transaction as well as the price the purchaser is willing to pay.

What is personal selling introduction?

Personal selling is the exchange of ideas or information, verbally or non-verbally between the customer and the salesperson. The earliest form of personal selling involved bartering systems but progressed to the development of coinage which enabled exchange to occur more efficiently.

What are the components of personal selling?

Elements of the Personal Selling Process
  • Prospecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements. …
  • Preapproach (Preparing) Review key decision makers esp. …
  • Approaching the Customer. …
  • Making the Presentation. …
  • Closing. …
  • Following Up.

What is the scope of personal selling?

Scope Broader in scope includes personal selling Personal selling includes salesmanship Art and skill of persuading potential buyers Objective Develop efficient sales team To generate sales and build mutual beneficial relationships To generate sales, create long term relationships with customers and creation of …