Question

Personal Selling Process The following fictional story recounts how llya Rastova landed the biggest client of her career. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Depending on the sales situation and the buyer's readiness to purchase, the salesperson may not use every step, and the time required for each step will vary depending on the situation. For instance, if a customer goes into The Gap already prepared to purchase some jeans, the selling process will be fairly quick, but if Dell is attempting to sell personal computers for the first time to a university, the process may take several months. Some sales processes can take years. The goal of this activity is to highlight the various steps of the personal selling process and to demonstrate which specific activities occur at each step of the process. First, read the brief fictional scenario about Ilya Rastova's personal selling process. Then, match each personal selling activity to the corresponding step of the personal selling process. After being solicited quite regularly by television producers and documentary filmmakers, Ilya Rastova, a photographer, created a business out of selling collections from her extensive photo library to production houses. Rastova celebrated her biggest sale to JB Productions sixteen long months after their first meeting and two full years after their introduction. Before meeting with them, Rastova did research to find out how many programs the company created per year that might use photographs from her library. She had originally met JB's senior producer at her trade show booth at the biggest broadcasting conference in the country. After a series of phone calls, Rastova went in for a meeting to discuss a specific package of photos for a twelve-part series they were starting. During the presentation, Rastova could sense the style of photos did not meet the company's needs so she recommended a peer's work, hoping to build a relationship. The buyers were impressed by her perception and her helpfulness, and this led them to think of her when they needed photos in the future. Eighteen months later, Rastova landed her biggest purchase to date from this same production house. She keeps sending regular postcards and promotional materials to people she has met and to her clients.'\

Drag the item, which describes a detail from Ilya's story, to the corresponding step of the personal selling process.
Generate and Qualify Leads
Preapproach
Sales Presentation
Closing the Sale
Follow-up
Reset
Researched and production company
showed photos
worked trade show
confirmed biggest order to date
sends postcards

Answer 1

The individual selling process, depicting subtleties from Ilya's story:

Create and Qualify Leads:

1. Ilya Rastova who is an expert picture taker was being asked regularly by TV makers and narrative movie producers for her photos.
2. She cheered her greatest arrangement with JB Productions sixteen months after their underlying gathering and two years after their presentation.

Pre-approach:

1. She thought of a plan of action of selling photographs from her colossal assortment to creation houses.
2. Before meeting JB Productions, she examined about them and their projects made every year that may utilize her photos.

Deals Presentation: At the hour of introduction, she understood that her style of photographs didn't fit in with the organization's necessity and subsequently supported a companion's work, to construct a positive affinity.

Bringing the Deal to a close: She marked her greatest arrangement to date with JB Production house, after eighteen months.

Development: She caught up with a progression of telephone discussions and afterward fixed a gathering with JB Productions to examine a specific bundle of photographs required for their twelve-section arrangement.

Reset: The creation houses were overpowered by her mindfulness and viability which reached her for photographs later on.

Examined and Production organization: Before meeting JB Productions, she investigated about them and their projects made every year that may utilize her photos.

Indicated photographs: She fixed a gathering with JB Productions to examine a specific bundle of photographs required for their twelve-section arrangement.

Worked expo: At the biggest telecom gathering held in the nation, she met JB's senior maker at her slow down.

Affirmed greatest request to date: She marked her greatest arrangement with JB Production house, after eighteen months.

Sends postcards: She sends postcards and publicizing materials routinely to individuals and customers she met.