7 Steps of the Selling Process

Sales Management
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A Kahnesky
Analyst, Denmark
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

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 (...)


Why Use a Standardized Sales Process?

Should a sales person use a standard selling proce (...)

  Helen Strong
Business Consultant, South Africa


@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 (...)


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