Correct option is C
The personal selling process is a step-by-step approach used by sales professionals to engage with prospective buyers and ultimately close a sale. The correct sequence reflects the logical flow from preparation to commitment.
B. Gathering relevant information about the prospects
Before approaching any customer, the salesperson must collect data about their preferences, past purchases, and needs — this is pre-approach or research phase.A. Making an appointment with customer to establish rapport
This step comes next. Once background information is gathered, the salesperson seeks to connect with the potential buyer and build a relationship.D. Discovering and understanding buyer’s needs
Through effective questioning and listening, the salesperson uncovers what the buyer is really looking for, which is essential before offering any solution.C. Handling customer’s objections
Customers often have concerns related to price, timing, or product features. This step involves addressing and overcoming those objections diplomatically.E. Gaining buyer’s commitment to action
This is the closing phase where the seller seeks agreement from the buyer — either a purchase, trial, or follow-up action.
Information Booster:
Personal selling is a two-way communication process that helps create long-term relationships.
Rapport building and trust development are crucial for high-involvement products or services.
Handling objections is not about defending, but about clarifying doubts and aligning the product to needs.
The process ends with a commitment, but also often includes post-sale follow-up for customer satisfaction and loyalty.
A well-structured personal selling process improves conversion rates and customer retention.
This process is especially vital in B2B sales, consultative selling, and high-value retail.
English
10 Questions
20 Marks
12 Mins
