Question

Which of the following are steps in the personal-selling process?

a) Order-getting
b) The approach
c) Prospecting and qualifying
d) Competitor review
e) Gaining commitment

Answer 1

The steps in the personal-selling process are prospecting and qualifying, the approach, order-getting, and gaining commitment.

Step-by-step explanation:

The correct order of steps in the personal-selling process are as follows:

1. Prospecting and qualifying: This is the initial step where the salesperson identifies potential customers and determines if they are likely to be interested in the product or service being offered.
2. The approach: In this step, the salesperson makes the initial contact with the customer and establishes a favorable impression.
3. Order-getting: This step involves presenting the product or service to the customer and persuading them to make a purchase.
4. Gaining commitment: The final step is to close the sale by securing the customer's commitment to purchase.

Competitor review is not directly part of the personal-selling process, but it is important for the salesperson to be knowledgeable about competitors and their offerings.