Sales people provide information and advice save time

job is attractive and very lucrative career. Sales people provide information and advice, save time and
simplify buying, build relationshoips. relationship selling refers to a sales philosophy and process
that emphasizes a commitment to maintaining the relationship over the long term and investing in
opportunities that are mutually beneficial to all parties. Relationship selling people work with

customers to find solutions. Personal Selling Process: 1st: Generate and Qualify Leads - find leads
(potential customers) and assess their qualify. You can discover potential leads by talking to current
customers, doing research on the Internet, or networking at events such as trade shows, industry
conferences, or chamber of commerce meetings, or cold calls. . Trade shows- are major events that
buyers go to to be exposed to product or services in specific industry. Cold Calls- salespeople
telephone or go to see potential customers without appointments. Telemarketing is similar except
telemarketing professionals make the call. 2nd: Preapproach & use of CRM: preapproach occurs
prior to meeting the customer for the first time and extends the qualification of leads procedure
described in Step 1, in this step, he or she must conduct additional research and develop plans for
meeting with the customer. Customer information is entered into CRM system. After looking at the
research and analyzing it sales people can select goals. Some practice through role playing how to
close the sale/present the sale to the seleacted custoemr. 3rd: Sales Presentation: beginnign of
the presentation is the most important part because salesperson establishes where the buyer is in the
buying process. Sales people must talk and listen equally. Good salespeople know the type of
reservations a buyer might have as well. Best way to handle a reservation is to relax and listen. Step
4: Closing the Sale: Closing the sale means obtaining a commitment from the customer to make a
purchase. Without a successful close, the salesperson goes away empty handed, so many salespeople
find this part of the sales process very stressful. Rarely follows neatly. Step 5: The Follow Up: Follow
up offers a prime time for salespeople to maintain a relationship with their customers. 5 Service
Quality Dimensions
Reliability. The salesperson and the supporting organization must deliver the right product or service
on time. Responsiveness. The salesperson and support group must be ready to deal quickly with any
issue, question, or problem that may arise. Assurance. Customers must be assured through adequate
guarantees that their purchase will perform as expected. Empathy. The salesperson and support
group must have a good understanding of the problems and issues faced by their customers.
Otherwise, they cannot give them what they want. Tangibles. Because tangibles reflect the physical
characteristics of the seller's business, such as its website, marketing communications, and delivery
materials, their influence is more subtle than that of the other four service quality