Name : Phạm Thị Phương Mai

Class: IB703

ESSAY
Question 1 :
a. Describe the seven steps in the selling process. What would be thư two most difficult steps
for most salespeople and why ?
The sales process consists of 7 steps: first step, prospecting, finding and identifying qualified buyers or leads. The
second step, called preapproach, is to get to know the customer about everything that can be related to the
product. The third step, named approach, creates a relationship with potential customers. The fourth step is
presentation, this step is where you present the product based on your personalised needs and desires for your
functional goods. Step 5, raise objections, after you introduce your product, your customers may have some
questions, concerns or objections. The sixth step, which is the closing step, is where the salesperson receives
signals from individual customers, including questions and comments, to go to an order step. Finally, tracking is
tracking and maintaining the relationship between the customer and the seller to ensure customer satisfaction,
maintain customer satisfaction, and help develop new customers.

Of the seven selling process steps, there are two that are most important, the first step (Search) and the last
step. The second step is to find the right potential customers for your product. This step must be filtered to
determine the current needs of the buyer. The last step is important because after the sale, if they don't track
how the business is doing, or keep a relationship with the customer, they won't know if they are satisfied with the
current situation or not. but change for the better.

b. What is the follow-up step of the selling process? Why is it important ?

One of the most critical aspects in the selling process is the follow-up following the sale. It is a continuance of
the seller-buyer connection that assures customer happiness, sustains client loyalty, and helps prospects for new
consumers. At this point, the goal is not to continue selling, but rather to maintain the current connection.

Question 2 : Today, most salespeople are well-educated, well-trained professionals who work to
build

Salespeople need to have the following qualities: good communication and negotiation ability, flexibility,
sensitivity, Mastering information about products and services for sale, Voice, Withstanding pressure, Always
keep a smile on your lips With a well-groomed appearance, the sales staff is a person with a high level of bravery