8.14 :  個人販売　Il

The personal selling process includes the steps involved in the one-on-one selling technique.

Harry is an electric vehicle sales representative engaged in personal selling. His process begins with prospecting and qualifying, where he identifies potential EV buyers interested in sustainability.

During the pre-approach, Harry researches these prospects' preferences and driving habits to tailor his sales strategy, ensuring he's well-versed in the EV's benefits.

In the approach stage, he arranges meetings, offers test drives, and communicates the EV's features, focusing on its environmental and economic advantages.

Next, Harry prepares a detailed presentation, addressing all features and benefits of the EV, and is also ready to handle any objections, providing clear and informative responses to potential concerns.

In closing, Harry encourages the purchase, presenting financing options or incentives.

Finally, the follow-up stage involves Harry checking in with the customer post-purchase to ensure satisfaction and address any further questions, which helps build a lasting relationship.

This process showcases a targeted, informed approach to selling, emphasizing the importance of understanding and addressing customer needs.