increase Business earning

3. STEPS IN THE SALES PROCESS
A salesman, if he is to be effective, must follow certain steps in Inaking a sale. The main steps or stages in the sales process are as lander:--
1. Prospecting. Prosecuting means the location of new
I customers. A salesman should not be contended with the customers
I who purchase the product from him. He should always be on the look
[out to add new prospects to his list. The location of potential
|customers will help him in increasing the sales.
Preapproach. Preapproach is an important stage in the sales
[process. Before approaching the prospects (potential customer) the
[salesman should have full knowledge (i) about the product, the
[company which he represents etc and (ii) personal knowledge about
[Ifae potential customer (prospect).
Approach. A salesman should be neatly dressed in the first
lace to face meeting with the prospect. He should approach the
prospect cheerfully and gracefully and under favourable conditions.
I He should talk about the business of the prospects, his personality, general reputation etc. He should not open conversation about the product which can be put off quickly with an answer; "sorry I do not
I need it."
Demonstration. Demonstrating the value of the product or
service is the heart of the sales process. In order to arouse arfd
sustain interest in the product or service, the salesman should use
chart, diagrams, booklets, photographs, miniature models etc. and
tfius secure the attention of the product. He should also explain the
usefulness of the product and the benefits which the prospect will
derive from the use of product or service etc. etc.
Objections. A salesman should always be mentally prepared
iO listen to the objections raised by the prospect. He should avoid
entering into argument or controversy with the potential customer. A
skilled salesman actually welcomes objections and answers them
through suggestions and persuasions in mild tone.
Closing. A salesman after creating desire for the purchase of
a product or service enters into a crucial stage of closing the sale. An
efficient salesman recognises the precise moment at which the
customers reaches a decision and then he closes the sale promptly.