PREAPPROACH STEP IN PERSONAL SELLING PROCESS

TORAN LAL VERMA

The pre-approach step includes all the information gathering activities necessary to learn relevant facts about the prospect. It is an effort to get details regarding the prospect such as his ability, need, authority, accessibility to buy; it is a closer look of prospects, likes and dislikes, tastes, habits, financial status, social esteem, material status, family background IMPORTANCE OF PRE-APPROACH Pre-approach Read More …

IDENTIFYING AND QUALIFYING PROSPECTS

TORAN LAL VERMA

Prospecting is the first stage of the selling process. Prospecting is the lifeblood of sales because it identifies potential customers.” A steadily growing list of qualified prospects is important for reaching the sales targets. A prospect is a potential buyer. According to Futrell, “A prospect is a qualified person or organisation that has the potential to buy the good or Read More …