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An Introduction on IGNOU BCOS-186 Course
When a sales representative meets with a potential client to close a sale, this is referred to as personal selling. Many sales representatives rely on a sequential sales process that usually consists of nine steps. Some sales representatives create scripts for the entire or a portion of the sales process. The sales process can be used in both face-to-face and telemarketing encounters. Personal selling is defined as “the process of person-to-person communication between a salesperson and a prospective customer in which the former learns about the customer’s needs and seeks to satisfy those needs by offering the customer the opportunity to purchase something of value, such as a good or service.” The term can also refer to a situation in which a company uses a sales force as one of the primary means of communicating with customers. Sales activity can occur in a variety of contexts. Field representatives call on clients, who are typically business clients; door-to-door sales teams call on householders; sales staff may work in a retail or wholesale environment where sales personnel attend to customers by processing orders; or sales may occur in a telemarketing environment where the sales person calls prospects. Most selling occurs at the retail level in terms of volume, but most selling occurs at the high-end business-to-business level in terms of value.
There are various types of sales roles that can be identified:
Order takers are people who sell primarily at the wholesale or retail levels. Order processing entails determining the customer’s needs, directing the customer to inventory that meets those needs, and completing the Order getters are sales representatives who travel to a client’s home or workplace to make a sales presentation in order to win new business or maintain relationships with existing clients.
Missionary selling is frequently regarded as a sales support role. The missionary salesperson distributes product or service information, describes product attributes, and leaves materials but does not typically close the sale. A missionary salesperson is frequently responsible for paving the way for a field salesperson. A pharmaceutical sales representative, for example, may call on doctors and leave samples, manufacturer information such as clinical trial results, copies of relevant journal articles, and so on in an attempt to persuade doctors to prescribe a medication or course of treatment.
When a sales representative calls or visits a customer without an appointment, this is referred to as cold calling. Cold calling is frequently regarded as the most difficult of all sales activities. In a cold calling situation, the sales representative is more likely to be mindful of the client’s time and may attempt to streamline the sales process by combining the approach and the sales presentation into a single step.
Relationship selling (also known as consultative selling) is a type of sales practise that entails establishing and maintaining interactions with customers in order to strengthen long-term relationships. Relationship selling frequently involves a problem-solving approach in which the sales representative serves as a consultant and becomes a partner in the client’s problem-solving exercise. In high-tech sales environments, relationship selling is common.
How to Download IGNOU BCOS-186 Study Material/Book?
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List of Available IGNOU BCOS-186 Study Materials:
|BCOS-186 Personal Selling and Salesmanship||Click to|
|IGNOU BCOS 186 Study Material (Egyankosh)||Download|
|IGNOU BCOS 186 Help Book/Guide Book||Download|
|IGNOU BCOS 186 Solved Assignment||Download|
|IGNOU BCOS 186 Solved Guess Paper||Download|
|IGNOU BCOS 186 Previous Year Solved Question Papers||Download|
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