Chapter 17: Steps of the Sales Process

Step 4: Demonstration

customer has the opportunity to try out how a good works before purchase

Step 3: Presentation

describing a product's major features and relating them to a customer's problems or needs

Step 1: Qualifying

determining a prospect's needs, income, and purchase authority as a potential customer

Step 5: Handling Objectives

expressions of resistance by the prospects

Step 2: Approach

initial contact with prospective customer

Step 1: Prospecting

personal selling function of identifying potential customers

Step 7: Follow-Up

post sale activities that often determine whether an individual who has made a recent purchase will become a repeat customer

Step 6: Closing

the salesperson asks the customer to make a purchase decisions