What are the steps in individual selling? How are they different from the B2B?

The Process of Personal Selling:--

1. Prospecting:

Searching for prospects is prospecting. Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it.

Prospecting is the work of collecting the names and addresses or persons who are likely to buy the firm’s products and services. Provide encompasses even the discovery of special needs and multiplying the sales with existing clientele.

While collecting the details, ‘suspects’ must be separated from ‘prospects’ to avoid or reduce waste of time, treasure and talent. There are definite methods of prospecting.

The most popular ones are:

• 1. Endless chain method,
• 2. Centre of influence method,
• 3. Personal observation method,
• ADVERTISEMENTS:
• 4. Spotter’s method,
• 5. Cold-canvas method;
• 6. Direct mail and
• 7. Telephone method

2. Pre-approach:

Pre-approach is to get more detailed facts about a specific individual to have effective sales appeals on him or her. It is a record round effort to get details regarding the prospect such as his ability, need, authority, accessibility to buy; it is a closer look of prospects, likes and dislikes, tastes, habits, financial status, social esteem, material status, family background and the like.

The objectives of pre-approach are to providing additional qualifying information; to design an effective approach strategy; to better the planning information; to avoid serious errors and to build-up confidence.

The sources of information are his fellow salesmen, customers, local newspapers, special investigators, sales office, directories, observation and the prospect.

3. Approach:

Approach means the meeting of the prospect in person by the salesman where he makes face to face contact with prospects to understand them better. Approach is such a delicate and critical stage of the sales process that the sales _____ __________ ______ _____ _________.
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