PRINCIPLES OF MARKETING.

Running head: PRINCIPLES OF MARKETING
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PRINCIPLES OF
MARKETING 2019

PRINCIPLES OF MARKETING 1
Answer 1. The selling process is generally divided in seven steps that will empower producer to
sell anything virtually they require or to satisfy their customers:
Prospect and qualify: Prospect refers to search for potential consumers.
Pre-approach: To find out the needs, desires and behavior of the customer.
Approach: This step ensures to attract the consumer for the product.
Presentation: In the sales presentation, the salesperson is required to inform about the product
and the interest of the buyer for the product (Hughes & Reynolds, 2016).
Overcome objections: Problems should be solved by the salesman without arguing to the
customer.
Close the sale: a salesperson should know, when to close the sale.
Follow-up: This stage is the post-sale contacts.
Answer 2. The process of selling to sell the online study resources to the students are:
Outlook and qualify: The salesperson should look for the potential buyers for the resources. A
outlook refers to the ability of a person to purchase the study material.
Pre-approach: After discovering the outlook, the salesperson should identify his preferences,
behavior and needs etc.
Approach: Approach refers to contacting the salesperson through telephone, business card or
any other reference of the customer. The salesperson should attract the consumer towards the
course (Clark, 2019).
Presentation: Once the prospect and the needs are discovered, the salesperson gets prepared for
the sales presentation where he explains the attention, consideration, achievement and want of
the student for the resources.
Overcome objections: The salesman should comfy the demurrals, construe it appropriately and
will evade it fully, deprived of quarrelling to the consumer.