Ch. 17- Personal Selling and Sales Management

1: Prospecting and Qualifying- salesperson identifies the potential customer.

2: Pre-approach-  salesperson familiarizes with the customer’s needs
3: Approach- Salesperson introduces product.
4: Presentation- The salesperson must pitch the product. However it's a specialty type of product meaning the customer is already planning on buying.
5: Closing-Customer buys best option.