Personal Selling:  Review 1

1              It’s a Great Life

What is a customer and what is a product?

PSP stages

What are the core, tangible, and augmented aspects of a product?

What is order taking, order supporting,  and order creating?

What is the personal selling process?

2.             The Ever-Changing Personal Selling Environment

Megatrends – Behaviorial, Technological, and Managerial Forces

Trends in IM:  Database Marketing, Push Technology

Information Management

Salespeople as Micro-Marketing

3.                Prospecting for and Qualifying Prospects

Which Stages are Critical?

The importance and benefits of prospecting

Qualifying

                What is a lead and how are leads qualified?

Random and selective lead searching

The prospecting plan

4.                Planning the Sales Call

Importance of Planning the Sales Call

Six Steps in the Pre-Approach Success

                Sell it

                The SPIN approach

Sales Stage Fright

Approaching the Prospect

Greeting the Prospect

                Mood, Facial Expression, Body Posture, Shaking Heads,

Interaction with the Receptionist

Self Image

Essays:

In general, explain the steps in the pre approach.   What is so important about SPIN?

Explain the different methods for approaching the prospect.

Tell me how you would prospect for customers if you were selling new BMWs, tax services, and

                a lawn mowing service.

Explain in detail the personal selling process.