Question

Clark is a sports equipment salesman who is meeting with a prospect for the first time. Clark is a naturally genial person, and an easy rapport between himself and the prospect has established itself. According to the personal-selling process, what should Clark prepare for next?

Answer 1

Answer: According to the personal-selling process, Clark should prepare for the PRESENTATION.

Explanation: The personal selling process refers to a 7 step approach that occurs when a sales representative meets with a potential client for the purpose of transacting a sale. They include

1) prospecting

2) pre-approach

3) approach

4) presentation

5) meeting objections

6) closing the sale

7) and follow-up.

In the presentation step, a sales person is expected to, give a speech or talk in which a new product, idea, or piece of work is shown and explained. Clark is jumping to this process because, an easy rapport between himself and the prospect has established itself.