Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Prospecting and
Dr. Rajiv Mehta
Associate Professor of Marketing
Qualifying
New Jersey Institute of Technology
Newark, N.J.
Stages In the Personal
Selling Process
The professional selling process is a continuous, interacting, and
overlapping cycle of seven stages:
3. Advertising
– Using broadcast or print media.
3. Contests
4. Free gifts
5. Unsolicited inquiries
decision-making processes
• Centers of Influence
– Individuals or groups of people whose opinions, professional activities, and
lifestyles are respected among people in the salesperson's target markets.
• Prospect
– A lead that has been qualified as a definite potential buyer.
• NAME
– An abbreviation for the process of qualifying a lead in terms of need for the
product, authority to buy, money to buy, and overall eligibility to buy