Ch. 17- Personal Selling and Sales Management

Steps in The Selling Process Of The iPhone 7  

     

Ø  The first step is generating a lead:  (i.e. When Professor Joel Evans, visited the Oculus Apple Store was there communication between him the potential buyer & the salesperson)

Ø  Qualifying leads: (was he equipped to buy the product, were they receptive to him) that has to be determine by the salesperson

Ø  Approaching the customer and probing needs: (when Prof.  Evans went in the Apple store did the salesperson study him or any research on him i.e.… what he likes as a customer, needs assessment …genre…etc...)

Ø  Developing and proposing Solutions: (When Prof. Evans needed a change in the watch bracelet did they give him a better solutions or ideas for his need?)

Ø  Handling objections: (There were some objections but the salesperson did lose the deal in the end he/ she did not do well) you should always try to negotiate a deal so you may keep your customer

Ø  Closing the sale:  (there was no deal made)

Ø  Following up: (Prof. Evans did not tried to follow/up) he was not well received he left…they lose a big potential buyer!