Assume you work for PROCTER & GAMBLE'S Professional Oral Care team. You are a field sales representative that calls on dental office accounts. You are planning to make a sales presentation to a leading dental office.

The office is looking to order a manual brush plan so their hygiene team can give samples of brushes, paste and floss to patients and they are also looking to sell power brushes to help patients improve their overall oral health care.

Describe theseven stepsin the personal selling process and what is involved at each Step. Briefly, relate each step to the Oral Care sales team scenario?

• Prospecting
• Pre-Approach
• Approach
• Sales presentation
• Handling objections
• Closing
• Follow up