University Marketing Course: Sales Process and Implementation Report

This report provides a detailed analysis of the sales process within a marketing context, focusing on personal selling and sales promotion. It begins by defining the role of a salesperson and their importance in promoting products and services. The report then breaks down the selling process into key steps, including pre-sales preparations, prospecting, pre-approach, approach, sales presentation, handling objections, and follow-up. Each step is thoroughly explained, highlighting the actions and strategies involved. Furthermore, the report outlines a seven-step process for selling, emphasizing the importance of understanding customer needs, building relationships, and closing deals. The report draws on various sources to support its findings, providing a comprehensive overview of effective sales techniques and strategies. The assignment brief covers the nature of personal selling, the attributes of a professional salesperson, and the methods for managing a salesforce, including salesforce structure, size, and the process of recruiting and selecting salespeople.

PRINCIPLES OF MARKETING
MANAGEMENT
Running Head: MANAGEMENT OF MARKETING 0

MANAGEMENT OF MARKETING 1
Table of Contents
Salesperson......................................................................................................................................2
Selling process steps........................................................................................................................2
Pre-sales preparations..................................................................................................................2
Prospecting..................................................................................................................................2
Pre approach................................................................................................................................2
Approach......................................................................................................................................2
Presentation of sales....................................................................................................................3
Objections....................................................................................................................................3
Follow-up.....................................................................................................................................3
Process of selling.............................................................................................................................3
Steps 1..........................................................................................................................................3
Step 2...........................................................................................................................................3
Step 3...........................................................................................................................................3
Step 4...........................................................................................................................................4
Step 5...........................................................................................................................................4
Step 6...........................................................................................................................................4
Step 7...........................................................................................................................................4
References........................................................................................................................................5

MANAGEMENT OF MARKETING 2
Salesperson
Organizations for achieving the success established chain of salesperson to promote the products.
Sales person sells entire services and goods to entities. The salesperson usually measures the
number of sale to peruse individual to make a purchase. Organizations employs a person to
increase the base for services or goods (Ponting, 2011).
Selling process steps
Pre-sales preparations
A salesperson has to assist the consumers and identification of customer problems to prescribe a
suitable solution (Spiro, 2016).
Prospecting
A salesman seeks potential customers in prospects of probable buyers. These consists customers,
and phone directories.
Pre approach
A prospect helps salesman to find out needs and specific requirement of the customers. Salesman
plans to match the needs of the individual prospect.
Approach
Salesman contact individuals by reference or introduction to customers. Salesman attracts the
person by the attentions, business cards of the product.

MANAGEMENT OF MARKETING 3
Presentation of sales
Salesman presents prospects to match the needs of the customers to make a presentation of sales.
Characteristics of the products presented by the salesperson closely connected to the buying
procedure of consumers.
Objections
Objections are very significant for salesperson to attentive and find out correct moment for
closing deals. This is a reaction and psychological movement that minds of prospects and
salesperson.
Follow-up
This is also known as post-sale interaction. This obtains order and arrange delivery of the
products and facilitate grant of credit to customers on the desire of making purchase decision.
(Jackson, 2016).
Process of selling
Steps 1
This step will consist of the process of online resources of study as identified customers are
students. This will helps to present the related material to a group of students for sales.
Step 2
This will include information about the students as that are the customers. The information about
the group of student collected by the many resources likes educational institutes etc.
Step 3
This step will involve the approach to meets the customers the first time to satisfy their needs.

MANAGEMENT OF MARKETING 4
Step 4
The will include the satisfaction of the sales procedure and outcome towards the addition of
values with the presentation of a book in the effective scenario.
Step 5
This step will consist of the clarification about the doubt of the students to eliminate the
objections of buying the product.
Step 6
This step will involve the group of student order of placement that is called closing.
Step 7
This final step of selling procedure will follow up the students to provide the surety about the
product to build the relationship for repeating the business.
All the steps will increase the sales of the business by increasing revenues and profits.

MANAGEMENT OF MARKETING 5
References
Jackson, M., 2016. Selling Process. [Online]
Available at: https://www.mbaskool.com/business-concepts/marketing-and-strategy-terms/2069-
selling-process.html
[Accessed 22 07 2019].
Ponting, A., 2011. Steadysales. [Online]
Available at: https://www.steadysales.com/the-7-steps-of-the-sales-process/
[Accessed 22 07 2019].
Spiro, R. L., 2016. The Selling Process. Industrial Marketing Management, 06(05), pp. 351-363.