PERSONAL SELLING

What is personal selling?

• Selling products online

• Person to person communication with potential customers

• Advertising on social media

• Sending promotional emails

What is the approach step in the selling process?

• Research about potential customers

• Presenting the product or service

• Locating potential customers

• Initial contact with customers

What is the presentation step in the selling process?

• Presenting the product or service

• Initial contact with customers

• Research about potential customers

• Locating potential customers

What is prospecting in the selling process?

• Locating potential customers

• Presenting the product or service

• Research about potential customers

• Initial contact with customers

What is the closing the sale step in the selling process?

• Finalizing sale and persuading potential customer to make the purchase

• Research about potential customers

• Presenting the product or service

• Locating potential customers

What is the follow up step in the selling process?

• Presenting the product or service

• Research about potential customers

• Contacting the customer after the sale to ensure customer is satisfied

• Locating potential customers

What is handling objectives in the selling process?

• Locating potential customers

• Presenting the product or service

• Must address question or concern from potential customer

• Research about potential customers

What is the main role of a salesperson in personal selling?

• To increase advertising costs

• To manage personal customer relationships

• To handle customer complaints

• To conduct market research

What is the example given for using salespeople effectively?

• Selling products with declining profit margins

• Selling products with low profit margins

• Selling products with high profit margins

• Selling products with no profit margins

What is the disadvantage of using salespeople according to the text?

• They are not persuasive

• They are not effective

• They are very expensive

• They are not well trained