Steps in personal selling

Scenario: You are the lead sales representative at your place of employment, and you currently have an opportunity to present your product or service to a prospect that you have been targeting for many months. Based on the seven steps of personal selling, create a 14-slide PowerPoint presentation that does/answers the following.

 1. Develop and present an overall sales strategy for this opportunity.

2. Develop a presentation for this opportunity.

3. Discuss what objections you might encounter and how you will counter those objections.

4. Describe the buying signals you may encounter and which technique(s) you would employ to close the business.

5. What, if any, follow up will be needed in order to “post close” and maintain your new customer?

The seven steps of Personal Selling are:

1. Prospecting and qualifying

2. Planning the sales call (pre-approach)

3. Approaching the prospect

4. Making the sales presentation and demonstration

5. Negotiating sales resistance or buyer objections

6. Confirming and closing the sale

7. Following up and servicing the account

Your PowerPoint presentation must include the following elements:

•  Slide 1: title page
• Slides 2-3: a summary of the seven steps to personal selling
•  Slide 4: a summary of the overall sales strategy you would use for this opportunity
•  Slides 5-10: the brief sales pitch that you would use to present your product or service to your customer
•  Slide 11: the objections you might encounter for this sales opportunity and how you will counter those objections
•  Slide 12: the buying signals you may encounter and which technique(s) you would use to close the business
•  Slide 13: the follow up item(s) you may need to “post close” and maintain your customer
•  Slide 14: list of sources (required) using APA guidelines

Your submission must be a minimum of 14 slides as detailed above. References should include minimum of 2 credible reference. All sources used must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.