The Process of Personal Selling and Additional Aspects of the Role of Sales Staff

Section 1: Understanding Personal Selling

Personal selling involves direct contact between the seller and the prospective buyer.
It is an interactive form of selling where the seller uses personal skills to convince the buyer.
It involves the salesperson understanding the buyer’s needs and preferences, and tailoring the sales pitch accordingly.

Section 2: Steps in Personal Selling

The process begins with lead generation, where potential customers are identified.
This is followed by pre-approach, where the salesperson prepares for the interaction with the potential customer.
The next step is the sales presentation, where the benefits of the product or service are explained to the customer.
If objections or doubts are raised by the customer, these are handled in the next stage.
The final stage is the close of the sale, where the customer is encouraged to make a purchase.

Section 3: Follow-up Activities

After the sale, it is important to ensure customer satisfaction with the product or service.
The salesperson should contact the customer to find out if they are happy with their purchase.
Any issues or questions from the customer should be resolved promptly and efficiently.

Section 4: The Role of Sales Staff in Building Customer Relationship

Sales staff play a crucial role in maintaining and strengthening customer relationships.
They should regularly communicate with customers, not only to sell products but also to understand their needs and preferences.
By doing so they can provide better service and increase the possibility of repeat sales.

Section 5: Sales Staff as Brand Ambassadors

Sales staff act as brand ambassadors for their company’s products or services.
They represent the company and should ensure they understand and reflect its values and mission.
They should strive to make a positive impression and enhance the company’s reputation.

Section 6: Additional Responsibilities of Sales Staff

Sales staff may also have other responsibilities such as market research, providing feedback to the management about customer preferences and suggestions.
They should also keep themselves updated with product knowledge, market trends and competitor activities.
They may also be involved in training junior staff members and participating in promotional events and trade shows.