Final answer:
The prospecting stage of the personal selling process includes two main activities: searching for potential customers and qualifying potential customers. These steps are important to identify leads and assess their capacity and likelihood of purchasing the product or service being offered.
Step-by-step explanation:
The prospecting stage of the personal selling process is crucial for identifying and attracting potential customers. This stage involves two main activities: searching for potential customers and qualifying potential customers. During the search phase, sellers pinpoint possible customers who may benefit from their product or service. This can involve researching market segments, using social media, and leveraging professional networks to identify leads.The prospecting stage of the personal selling process includes two activities: qualifying potential customers and gaining the attention of potential customers.
Once potential customers are found, the qualifying process begins. This implies the critical evaluation of leads to ascertain whether they have the need, authority, and financial capacity to purchase the product or service offered. Sellers often use criteria such as budget, authority, need, and timeline (often abbreviated as BANT) to qualify prospects. By effectively conducting these two activities in the prospecting stage, sales professionals establish a solid foundation for the subsequent steps in the personal selling process.