GENERAL KNOWLEDGE

Detailed explanation-1: -The first step in the sales process is prospecting. In this stage, you find potential customers and determine whether they have a need for your product or service-and whether they can afford what you offer.

Detailed explanation-2: -Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customer to current customer.

Detailed explanation-3: -Five stages in this evolution of selling are presented and discussed: provider, persuader, prospector, problem-solver, and procreator.

Detailed explanation-4: -Prospects are possible customers, and prospecting is finding possible customers. Sales reps use prospecting to expand the size of their potential customer base. They’ll reach out to leads (potential sales contacts) and nurture them into “opportunities” (leads who have been warmed up over time).

Detailed explanation-5: -There are seven steps in personal selling: prospecting, pre-approach, approach, sales presentation, handling objections, closing, and follow-up.