7 Steps of the Selling Process

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B2B firms often use sales representatives (sales reps) (collectively referred to as "the Salesforce") to meet face-to-face with new or existing customers in order to sell their products/services. Typically, the process of selling differs on the basis of the customer and the type of product/service being offered by the firm. However, the general process of selling has been the same across sales situations for centuries. A sales process typically constitutes of 7 key steps (the 2nd and 3rd steps are sometimes combined together to form a 6-step selling process) referred to as the 7 Steps of the (Personal) Selling Process or the 7 Steps of the Sales Process:

1. PROSPECTING (QUALIFICATION): The process of searching for new and potential customers, who have needs which can be fulfilled with the company's products/services, is termed as Prospecting. The salesperson needs to filter the prospects/sales leads depending on their (1) Need for the product/service, (2) Financial abilit (...) Read more? Sign up for free 19-5-2020
   

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