WGU D077 Concepts in Marketing, Sales, and Customer Contact-Module 8

effective personal selling

addresses customers' needs and preferences without making them feel pressured

purpose of personal selling

To provide interaction between the buyer and the seller

core of personal selling

The human exchange between buyer and seller

role of the marketing department's use the four Ps

builds relationships between customers and the brand

role of the salesperson's use the four Ps

extends the relationship to make the sale

consultative selling

Sales approach where the seller becomes a trusted advisor to the customer and builds a relationship to truly understand her needs

Solution selling

Sales approach where the seller diagnoses the customer's problem then recommends a mix of products and services (a solution) to solve it

Team selling

Sales approach that involves multiple people from an organization joining forces to advance a customer opportunity

Adaptive selling

Using social styles to customize a sales approach to the specific customer

analytical

People with this social style want to know "how"

driver

People with this social style want to know "what"

amiable

People with this social style want to know "why"

expressive

People with this social style want to know "who"

Prospecting

Identifying people or companies that might be interested in buying a product or service

Qualifying

Asking questions and conducting research to determine that a prospect is willing and able to buy

six steps to the sales process

Prospecting and Qualifying, Approaching customers, Presenting and demonstrating the product, Handling objections, Closing, Following up