Selling is the last step in the chain of

commerce where a buyer exchanges cash for

a seller’s
goods or services.
 
Personal Selling is a seller’s attempt to
persuade a buyer to make a purchase.
 
Selling Terms is the length of time a
seller allows a buyer to pay for the goods or
services sold on credit.
Price is the market value, or agreed exchange
value
that will purchase a definite quantity,
weight
or other measure of goods or services.
 
Selling Techniques is the process of
approaching prospective
customers or clients who were not
expecting such an interaction.
SELLING STRATEGIES
 
1.Cold Calling - the process of approaching prospective customers
or clients who were not expecting such an interaction.
 
2. Consultative Selling – emphasize customers’ needs and
meeting those needs with solutions combining products or services.
 
 
3. Direct Selling – face to face presentation, demonstration and
sale of products or services, usually at the home or office of a
prospect by the independent direct seller.
 
4. Persuasive Selling – It calls for the ability of the seller to
persuade his buyer according to the compelling reasons why the
buyers need to buy your enterprise.
Steps You May Follow in Selling
 
1.Prospecting – You can get prospects from a number of
sources. oftentimes, referral from existing customers
is the best way. What you only need to do is ask. On
the other hand, qualifying prospects is an activity
where you are trying to determine whether you are
likely to buy. The importance of this is based on the
premise that not all prospects meet the criteria to buy.
2.Sales Presentation – It is the time when you are
presenting your product or service to your customers
with the objective to stimulate further their interest.  
3. Handling questions – Usually, prospects are objecting based on
costs, benefits or both. They also do it because they do not see the
necessity to buy.  
4. Closing – This is one of the important steps because in this stage
you will ask your clients orders and secure their commitment to
purchase. Oftentimes, you will be the one to initiate the closing.
 
5. Build Long –Term Relationships – Let it not be said that the
closing is not the end of selling but the beginning of your long -term
relations with the customers. It involves follow - up sales to see to
it that they are satisfied with your enterprise. William A. O’Connell
came up with a conclusion in his research that conducting the
follow – ups is necessary to obtain repeat sales from existing
customers. It also costs about half the amount needed to close a sale
with a new customer.
ACTIVITY
 
Let us now consider the following steps in selling. This activity aims to
show your capability in actual selling by sharing your views on given
situations.
 
 
1. If your sari – sari store is in the slum area what selling strategy would you
employ? Explain why?
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2. In your proposed Business,
 
a. List down at least five possible prospects where number one is your
major prospect and number five is your least prospect. You may choose
from the box below or you may write your own.