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: 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 ability to mak (...) Read more? Sign up for free

		srinivas Lecturer, India
	The Need for the Product or Service The need for a product or service can also be crea (...)

		Jaap de Jonge Editor, Netherlands
	Customer Needs in the Selling Process @Srinivas: You are right to focus the attention on (...)

		Jaap de Jonge Editor, Netherlands
	Unknown Needs by the Customer in the Selling Process @Srinivas: It could indeed be that customers are n (...)

		Anonymous
	Why Use a Standardized Sales Process? Should a sales person use a standard selling proce (...)

		Helen Strong Business Consultant, South Africa
	Establishment @Devendra Vyayaharker. You are right that B2B sell (...)

		Maurice Hogarth Consultant, United Kingdom
	Buyer to Seller Helen re: your point about 'Marketing': I would id (...)