The steps involved in the process of personal selling are :
(1) Pre-sale Preparation : The first step in the process of selling is creating a well-motivated and trained group of persons, who will undertake the task of selling. They must be well-acquainted with the product they will sell, its uses, price, quality and other relevant details.
(2) Prospecting and Locating Potential Buyers : The next step is to locate potential buyers. A salesman can prepare a list of present customers of the- company and users of competitive products. But this may not be sufficient, persuade the prospects to go in for his product.
(3) Creating Awareness and Demand : A salesman clear customer's doubts and answers the queries in a manner which creates a favorable image of the product. Further a salesman relates the qualities and utility of the product with the needs and requirements of the prospects, thereby creating a demand for the product. A salesman may include demonstration as a part of sales technique. It helps to create interest.
(4) Closing the Sales : A salesman has to act with intelligence and patience to close the sale favorably. The last minute indecision on the part of prospective buyer may require the salesman to re-emphasize the points explained and discussed earlier. He should not force any decision on the prospect. He should help him to come to a decision. The sales should be closed on a friendly note.
(5) Additional Selling : While actuating sales of the product, a salesman takes up the opportunity to offer to the customer something connected with the main product. For example, while selling shoes-the main product, other relevant items like laces, socks, shoe polish, shoe brush, etc., can be easily sold.
