What is Selling Process in Marketing?

Learn Selling Process definition in marketing with explanation to study “What is Selling Process”. Study selling process explanation with marketing terms to review marketing course for online MBA programs.

Selling Process Definition

  • Steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.

    Principles of Marketing by Philip T. Kotler, Gary Armstrong



Selling Process Explanation

The selling procedure is the arrangement of steps pursued by a salesman while selling an item. Selling Process is a finished cycle which begins from distinguishing the clients to settling the negotiations with them. It is increasingly significant is B2B business deals where the business cycle isn't short and may take a more drawn out length to close. In B2C the selling procedure might be transient and shorter. The way toward selling an item covers different advances like prospecting, pre-approach, approach, introduction, taking care of complaints, shutting and follow-up with clients. The initial phase in selling process wherein potential clients are recognized by the sales rep is called prospecting. The phase where the sales rep gathers data about the potential clients and comprehends them before making the business call is called pre-approach.

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