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Match the items of List - II with List - I which are related to personal selling process and identify the correct code :

List - I List - II
(a) Prospecting (i) Attention, Interest, Desire, Action
(b) Pre-approach (ii) Identifying Profiles, leads, Records and Qualifying capability and willingness
(c) Presentation (iii) Reduce Dissonance, Build goodwill
(d) Postsales services (iv) Information, habits, preferences

 

This question was previously asked in
UGC Paper 2: Commerce July 2018
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  1. (a) - (i), (b) - (iii), (c) - (iv), (d) - (ii)
  2. (a) - (iii), (b) - (iv), (c) - (ii), (d) - (i)
  3. (a) - (ii), (b) - (iv), (c) - (i), (d) - (iii)
  4. (a) - (iv), (b) - (iii), (c) - (ii), (d) - (i)

Answer (Detailed Solution Below)

Option 3 : (a) - (ii), (b) - (iv), (c) - (i), (d) - (iii)
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Detailed Solution

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Personal selling is also known as face to face selling in which one person who is acting as a salesman will try to convince the customer to purchase the product.

quesImage56

Process Their Activities
Prospecting
  • It refers to locating potential customers.
  • Identifying Profiles, leads, Records, and Qualifying capability and willingness.
Pre-approach
  • It involves research about potential customers and planning to approach them.
  • Information, habits, preferences.
Presentation
  • It involves the salesperson presenting the product, describing its features and qualities in such a manner that customers are induced to make a purchase.
  • Attention, Interest, Desire, Action.
Postsales services
  • It involves salespeople contacting the customer and ensuring that they are satisfied after using the product.
  • Reduce Dissonance, Build goodwill.

Therefore, we can conclude that option 3) is the correct answer.

quesImage398

Steps in the Personal Selling Process:

  1. Prospecting
  2. Pre-approach
  3. The approach
  4. Sales Presentation 
  5. Handling the Objectives
  6. Closing the Sale
  7. Follow Up
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