What are the steps involved in personal selling?  

Expert Answers
pnrjulius eNotes educator| Certified Educator

"Personal selling" refers to any time in which a salesperson is meeting with potential customers face-to-face and trying to convince them to buy a particular product. (You can contrast it with mass advertising, where there is no particular customer targeted, and telemarketing, where the conversation is not face-to-face.)

There are several steps involved in personal selling, usually broken up as follows:

1. Prospecting and qualifying: Search for potential customers, and find ways to target specific people who are especially likely to buy.

2. Preapproach: Once you have found particular potential customers to target, learn as much as you can about them and their needs before meeting them.

3. Approach: Meet with the potential customer and establish rapport with them.


4. Presentation and demonstration: Show the product and how it can fulfill their needs.


5. Handling objections: Answer questions the potential customer may have, and try to assuage any concerns they have about it.

6. Closing: Ask the customer to buy the product, and if they do, carry out the purchase.


7. Follow-up: Contact the customer after they have received the product to ask them how things are going and ask them if they want to refer any other customers.