methods you can use in personal selling? Face to face, By telephone, Through video conferencing, Or by other means White five methods of prospection can be used in a sales process? Direct mail telephone Personal contact Electronic mail Cold calling Present / former customer influence Exhibitions / trade shows Media. Etc. In a highly technical selling (Industrial selling) situation what is the sales approach you recommend to use? Team Selling approach List four (4) selling approaches with a example sales situation / product it could apply • AIDAS Approach • Right Set of Circumstances Approach • Buying Formula Approach • Behavioral Equation Approach • Need Satisfaction Approach • Consultative Approach of Selling • Customer Relationship-based Approach • Problem-solving Approach • Team Selling Approach Any four would be correct List down the sales process with single line explanation on each step • Prospecting – searching for the potential customer • Pre-approach – learn as much as possible about the prospects and fix appointments with them • Approach – gain attention of the prospects • Sales Presentation – comprehensive and precise explanation about the features and benefits of the product to be given to the prospects • Handling Objections – sales people should be mentally prepared to accept the resistance to selling by the prospects • Closing – salesperson attempts to close the sale by asking for an order • Follow-up – this is the starting point of the future sales Even 7 steps accept as correct Explain three (3) advantages of personal selling • Can read the customer (eye contact/ body language) • Product can be explained in detail • Can identify the prospects better and their needs • Instant feedback can be received • Understand the customer needs and wants better, etc.…. any similar points