UGC NET COMMERCE July 2018 Q42
| List-I | List-II |
| (a) Prospecting | (i) Attention, Interest, Desire, Action |
| (b) Preapproach | (ii) Identifying Profiles, leads, Records and Qualifying capability and willingness |
| (c) Presentation | (iii) Reduce Dissonance, Build goodwill |
| (d) Post sales services | (iv) Information, habits, preferences |
CODES
| (a) | (b) | (c) | (d) | |
| 1 | (i) | (iii) | (iv) | (ii) |
| 2 | (iii) | (iv) | (ii) | (i) |
| 3 | (ii) | (iv) | (i) | (iii) |
| 4 | (iv) | (iii) | (ii) | (i) |
- Option : C
- Explanation : Prospecting: Prospecting refers to locating prospective buyers. Good salesmen do not entirely rely on existing customers, but seek out new ones. They constantly search for ‘prospects’ or potential customers and rope in as many of them as possible. Prospecting is the first step in the selling process, whenever new customers are sought.
Identifying Prospects and Gathering Leads: Although the company may supply some leads, the salesmen must have the skill to develop their own leads. They can develop leads from many sources, such as current customers, dealers, suppliers, non-competing salesmen, banks, credit agencies, clubs/similar organisations and published data sources like directories, telephone yellow pages, etc. The ‘prospecting’ will be more effective if the salesmen systematically gather market intelligence and make use of it.
Qualifying the Prospects and Analysing their Purchases: The salesmen have to screen the leads, reject the poor ones and pick the better looking ones for further probing/making sales call. He might phone up or write to prospects 30 before deciding whether to make a sales call. Prospects should be qualified by evaluating their financial ability, likely volume of purchase, specifications adopted, likelihood of continuous business, etc. The leads can also be categorised into hot leads, warm leads and cool leads, depending on their potential to become customers.
Websites can be Used for Acquiring and Qualifying Leads: Salesmen can use websites of companies/social network sites/blogs for acquiring leads and qualifying the prospects. A lot of details about the prospects can be collected by perusing the sites, and this can help in fine tuning the leads. In some cases, the site can take care of even the actual processing of the business.
Pre-Approach: Pre-approach consists of planning and preparation. The salesmen have to meticulously plan the sales presentation. They must size up the customer characteristics and the sales context. Need exploration is an especially important part of Pre-approach. The sales presentation has to be dovetailed with the exact needs of the customer. Securing appointments from the customer is also a part of the preparation.
Approach: Approach refers to the preliminaries and the initial part of the interaction before the substantive sales presentation commences. In particular, it includes the opening remarks in the presentation and the opening style adopted by the salesman. In general, a consultative style of selling is superior to a totally controlled one. The approach should facilitate this requirement.
Sales Presentation: Now, the salesman gets to the actual delivery of the sales story/ message/demonstration. Listening, probing, use of questions, persuasive interceptions are integral elements in the process. Handling and overcoming objections is also a part of it. The salesman must involve the customer in the presentation.
Post Sales Service: The final step in the personal selling process is referred to as the ‘follow up’. The follow up involves the salesperson contacting the customer after the sale to ensure that the customer is satisfied. If the customer has any existing issues with the product, the salesperson will address them. A successful follow up stage of personal selling can be very effective in ensuring repeat sales, evaluating the effectiveness of the salesperson, and obtaining additional referrals from the satisfied customer.
