What is the second step in the selling process multiple choice pre approach approach prospecting presentation?

Article shared by

The second step in the selling process is pre-approach. As soon as the salesman is equipped with a list of prospective buyers or potential customers for the purpose of approaching them i.e. prospecting, the next step in the selling process is pre-approach.

The job of prospecting is completed when the salesman is able to locate the prospective buyers and collect enough background knowledge about them. Here, the stage of pre-approach begins.

However, it is really difficult to point out clearly when the job of prospecting ends and the job of pre-approach begins, since selling is a continuous process. Therefore, there is no clear cut line of demarcation between prospecting and pre- approach.

What is the second step in the selling process multiple choice pre approach approach prospecting presentation?

Image Source: allaccessboston.com

Pre-approach means getting more detailed information about the potential buyers. At the pre-approach stage, the salesman tries to collect some more information in addition to the background information gathered at the prospecting stage. Such additional information about the prospective customers includes their needs, habits, preferences, nature, behaviour, economic status, and so on.

These are the important information about the prospects which significantly influence their buying behaviour. A wise salesman attempts to obtain as much information as possible about the prospective buyers. Armed with all possible knowledge about the potential customers, the salesman can easily plan his sales campaign intelligently.

The more the salesman is aware of the potential customers, the better he is able to influence them through well-planned sales presentation. In other words, on the basis of adequate information about the prospects, a salesman is in a position to present the products or services he intends to sell in conformity with the need of the buyers.

In a nutshell, all the preparations that are made before personally approaching the prospects is called pre-approach. The salesman, by means of pre-approach tries to make a successful sales presentation on sound lines.

Few experts believe that once the prospecting is done thoroughly and all possible details of the prospects are obtained at this stage itself, there is hardly any need for adopting the second step of the selling process i.e. the pre-approach. On the face of it, the argument seems quite logical. However, from the practical point of view, it is always safe and better to include the pre-approach in the selling process.

This will enables the salesman to distinguish between ‘most likely and likely’ prospects and convert as many ‘prospects’ into ‘buyers’. Such a step also enables the selling organisation to concentrate all efforts and resources on genuine prospects.

1. Identify and discuss the general steps in the personal selling process.ANSWER:Personal selling process consists of seven steps: prospecting, preapproach,approach, making the presentation, overcoming objections, closing the sale, andfollowing up.Prospecting:Developing a database of potential customers is called prospecting. Salespeopleseek names of prospects from company sales records, trade shows, commercialdatabases, newspaper announcements (of marriages, births, deaths, and so on),public records, telephone directories, trade association directories, and many othersources.Preapproach:Preapproach involves identifying key decision makers, reviewing account historiesand problems, contacting other clients for information, assessing credit historiesand problems, preparing sales presentations, identifying product needs, andobtaining relevant literature.Approach:The approach—the manner in which a salesperson contacts a potential customer—is a critical step in the sales process.Making the Presentation:During the sales presentation, the salesperson must attract and hold the prospect’sattention, stimulate interest, and spark a desire for the product. Salespeople whocarefully monitor the selling situation and adapt their presentations to meet theneeds of prospects are associated with effective sales performance. Salespeopleshould match their influencing tactics, such as information exchange,recommendations, threats, promises, ingratiation, and inspirational appeals, totheir prospects.Overcoming Objections:An effective salesperson usually seeks out a prospect’s objections in order toaddress them. If they are not apparent, the salesperson cannot deal with them, andthe prospect may not buy. One of the best ways to overcome objections is toanticipate and counter them before the prospect raises them. However, thisapproach can be risky, because the salesperson may mention objections that theprospect would not have raised. If possible, the salesperson should handleobjections as they arise.Closing:Closing is the stage in the personal selling process when the salesperson asks theprospect to buy the product. During the presentation, the salesperson may use atrial close by asking questions that assume the prospect will buy.Following Up:After a successful closing, the salesperson must follow up the sale. In the follow-up stage, the salesperson determines whether the order was delivered on time andinstalled properly, if installation was required. He or she should contact thecustomer to learn if any problems or questions regarding the product have arisen.

POINTS:1DIFFICULTY:ModerateLEARNING OBJECTIVES:MARK.PRID.16.18.02 - LO: 18-02NATIONAL STANDARDS:United States - BUSPROG: CommunicationSTATE STANDARDS:United States - AK - DISC: PromotionTOPICS:A-Head: Steps Of The Personal Selling ProcessKEYWORDS:Bloom's: Knowledge

What is the second step in the selling process?

2. Preparation. The next step is preparing for initial contact with a potential customer, researching the market and collecting all relevant information regarding your product or service. Develop your sales presentation and tailor it to your potential client's particular needs.

What is the second step in prospecting?

The steps in prospecting are. (1) formulating prospect definitions, (2) searching out potential accounts. (3) qualifying prospects and determining probable requirements, and. (4) relating company products to each prospect's requirements.

What are the 7 steps of the selling process?

There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up.

What are the 4 phases of selling?

The four phases (identify, qualify, present and close) create a fundamental selling foundation, which salespeople and businesses can gradually builds upon.