Arrange the following steps of personal selling process in a sequence.

A. Making an appointment with customer to establish rapport.

B. Gathering relevant information about the prospects and their needs to plan sales presentation.

C. Handling customer's objections related to price / value / functionality of the product.

D. Discovering, clarifying and understanding the buyer's needs.

E. Gaining buyer's commitment to action.

Choose the correct answer from the options given below:

The correct answer is B, A, D, C, E.

Key Points The correct sequence is:

Gathering relevant information about the prospects and their needs to plan the sales presentation (B): Before engaging with the customer, it is crucial to gather information about the prospect, their business, challenges, and needs. This step helps in tailoring the sales presentation to address specific customer requirements.

Making an appointment with the customer to establish rapport (A): Once the relevant information is collected, the salesperson can schedule an appointment with the customer. This step involves establishing initial contact, building rapport, and setting the stage for a productive sales conversation.

Discovering, clarifying, and understanding the buyer's needs (D): During the sales meeting, the salesperson should focus on understanding the buyer's needs and challenges. This involves asking open-ended questions, actively listening, and probing to gather deeper insights into the customer's requirements.

Handling customer's objections related to price/value/functionality of the product (C): As the sales presentation progresses, the customer may raise objections or concerns regarding the price, value, or functionality of the product. The salesperson should be prepared to address these objections by providing relevant information, offering solutions, and emphasizing the value proposition of the product.

Gaining buyer's commitment to action (E): Once the objections have been addressed and the customer's needs have been thoroughly understood, the salesperson aims to gain the buyer's commitment to take action. This step involves presenting the benefits of the product, demonstrating its value, and proposing a clear call to action, such as making a purchase or signing a contract.

Therefore, the correct sequence is: B, A, D, C, E.