LO 18-3 Explain the stages in the personal selling process.

The personal selling process consists of six stages: (1) prospecting,

(2) preapproach, (3) approach, (4) presentation,

(5) close, and (6) follow-up. Prospecting involves the search for and qualification of potential customers. The preapproach stage involves obtaining further information on the prospect and deciding on the best method of approach. The approach stage involves the initial meeting between the salesperson and prospect. The presentation stage involves converting a prospect into a customer by creating a desire for the product or service. The close involves obtaining a purchase commitment from the prospect. The follow-up stage involves making certain that the customer’s purchase has been properly delivered and installed and addressing any difficulties experienced with the use of the item.