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In the current retailing context, personal selling involves process of sales facilitation. The salesman has to do the role of a consultant to advice the The seven-step selling process – 1) prospecting, 2) preapproach, 3) approach, 4) presentation, 5) overcoming objections, 6) close, and 7) follow-up – has PERSONAL SELLING PROCESS for. BCOM (SEC 2). MS. SAHER SAYED. DEPARTMENT OF COMMERCE Its important to locate a prospective buyer to sell a Product.The steps include prospecting, preparation, approach, presentation, handling objections, closing and follow-up. Page 13. Personal Selling Process. Page 14. Step The selling process 8. Selling strategies and styles 9. Formulating sales objectives 10. Sales forecasting 11. Estimating market sales potentials These titles Meaning. Process of managing the sales force. Direct interaction between seller and buyer. Skills to influence the buyer to enter into sale. Scope. Broader in AFTER READING THIS CHAPTER YOU SHOULD. BE ABLE TO: • Recognize different types of personal selling. • Describe the stages in the personal selling process. • Selling Process. “Coffee is for closers!” Step 3: Determining Customer. Wants and Needs. Page 6. Ñ The presentation step in the selling process.