Question

answer the below qestion in term of marketing in “personal selling steps”

( Question )

Consider yourself marketing manager for toyota and you need to sell 100 cars to dubai police

Answer 1

Personal selling steps of selling 100 cars to Dubai police:

1. Prospecting: This is the first step in personal selling process and refers to finding the potential customers through various means. Potential customers can be found through social media, cold calling, references etc. Here the potential customer is Dubai police.

2. Pre-approach: in this step, the individual does research on potential customer he is about to approach and prepare his presentation accordingly. Here one should research what Dubai police is looking in a vehicle for example GPS enabled, horsepower, communication system supports etc. Then salesperson should prepare his presentation which focusses on the selling points of vehicle and should practice on how to deliver the presentation.

3. Approach: In this step, the salesperson contacts the potential customer for the first time. In this step it is important to how first contact should be done. This could be done through email, phone call etc. In this case, individual should send a professional mail to Dubai police’s procurement department. This mail should contain the details of sender so that he can be contacted through various means. The mail should be written such that it catches attention of customer and creates interest to know more about product offering.

4. Sales presentation: In this step salesperson delivers the presentation to customer. Here salesperson should stress all the benefits and abilities of car. They should refer to scenarios where car can be particularly useful for police. He should talk about how car is going to fit in the requirements of police duty. If price is also the issue, then presentation should also focus on cost saving. Here, formulated approach is used where buyer’s purchase behavior and needs are analyzed to reach an appropriate presentation style.

5. Overcoming objections: In this step, the doubts and queries raised by potential customer is cleared and answered. Here individual should try to overcome both phycological and logical resistance. Logical resistance is overcome by addressing the product details, delivery schedule, financial concerns, technical and insurance related details etc. phycological resistance such as preference to other brand, impatience is handled by responding positively and not demeaning other brand rather it should be focusing on own strengths.

6. Closing the sale: This includes asking the customer about placing the order at the right moment. Individual should study the body language of customer and show various models, colors of car. Then he should ask for placing the order when customer looks satisfied with some variant of car.

7. Follow up: In this step, individual leaves an impression on customer by showing his concern towards any customer after sale queries. This is done to gain loyalty of customer and make him feel valued. Here individual should tell customer about the modes of payment, delivery date of car and should be available to deliver any kind of post-sale support.