Assignment: Marketing Management Sales Process and Online Resources

This assignment delves into the sales process within the context of marketing management. It details the various stages of the sales process, from initial pre-sale preparations and customer engagement, through to the final customer follow-up. The assignment outlines the steps involved, including prospecting, understanding customer needs, and presenting the product. It also examines the application of this process to online study resources, highlighting how the sales process can be adapted to cater to the needs of students. The assignment uses the real-world example of the sales process and its impact on the online resources and its benefits. The assignment also references key academic resources to validate the findings.

Principles of marketing management
7 / 1 4 / 2 0 1 9

Marketing Management 1
Steps in selling process
The social selling process includes different processes that are -
 Pre-Sale preparations: - Salesman has to serve to the customers for which it is essential
to know about the product and also what are the customers problem, what are they
looking for and many others (Johnston and Marshall, 2016).
 Prospecting: - Salesman seeks for the probable customers who can buy the product
 Pre-Approach: - Once the salesperson decides the potential customers for their products
then they understand the needs as well as issues so that they can resolve the same.
 Approach: - The approach to the customers is another prospect in which they form face-
to-face contact with the prospect.
 Sales presentation: - Once they finalize the buyer then they the present their product to
the customer.
 Objection: - Any stage, the prospect can reject to make the purchase of the product.
 Close: - Close is one of the acts of actually getting the prospects consent to purchase.
 The follow-up: - This is the post-sale contact in which they obtain the order and then
arranges it for the despatch as well as delivery of product.
Applying the selling process for online study resource to a group of
students
The selling process is used for the online study resource to a group of students in which they
initially make the pre-sale preparation that includes the determining the major issues that has
been witnessed by the group of students (Bussière, 2017). Along with this, they also get aware

Marketing Management 2
with the online study resource that is their product. Then accordingly, they fetch for the potential
student who need this online study resource. Further, they find out the needs as well as problems
of students for his online study resource so that they can accomplish the same. This helps them
the salesperson to determine the students who are actually looking for the online study resource
so that they can present the same in front of them (Avila and Inks, 2017). However, at the entire
stage the group of student can deny that they are not looking for the online study resource. The
student from the group who actually needs the online study resource makes the purchase from
salesperson and then they take the follow-up for further orders to their other friends or relatives.

Marketing Management 3
References
Avila, R.A. and Inks, S.A. (2017) The evolution of the sales process: Relationship selling versus
the challenger sales.
Bussière, D. (2017) Understanding the sales process by selling. Marketing Education
Review, 27(2), pp.86-91.
Johnston, M.W. and Marshall, G.W. (2016) Contemporary selling: Building relationships,
creating value. Routledge.