Marketing Assignment: Selling Process, Strategies, and Resources

This assignment delves into the core principles of marketing, focusing on the selling process and its various stages. The solution outlines the seven steps of the selling process: prospecting and qualifying, pre-approach, approach, presentation, overcoming objections, closing the sale, and follow-up. It then applies these principles to the context of selling online study resources to students, detailing how each stage of the process can be adapted to attract and retain potential buyers. The assignment emphasizes understanding customer needs, effective communication, and strategies for addressing customer concerns. The solution includes references to academic sources, providing a comprehensive overview of the topic.

Running head: PRINCIPLES OF MARKETING 0
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.

PRINCIPLES OF MARKETING 2
Close: The near is the action of receiving the vision when the scholar displays the agreement for
acquiring the progression volume.
Follow-up: At this phase, the sales person attains the command, organizes for notice, and
transfer of the invention and minimalize any disappointment.

PRINCIPLES OF MARKETING 3
REFERENCES
Clark, , 2019. 1000 Social Media Marketing Tricks in 2019. Gary K. Clark.
Hughes, & Reynolds, M., 2016. Social Selling: Techniques to Influence Buyers and
Changemakers. London: Kogan Page Publishers.