dentifying Stages in the Personal Selling

rocess

is activity is important because marketing students should be aware that finalizing a sale is only a stage in the ongoing personal lling process. In most cases, there are a multitude of tasks that must be completed prior to obtaining a commitment to move forward th the deal.

part of a class assignment, Joseph contacted a field salesperson and asked her to provide a list of everything she had done at work e previous day. Once the list was compiled and sent, Joseph next needed to sort each of these activities into one of the stages in e personal selling process in order to better understand how salespeople spend their time. Jerry Gorman, a B$2$B salesperson in his ea$,$ has agreed to help and has emailed Joseph a list of his activities from the previous day.

he goal of this activity is to assist Joseph by categorizing each of the nine $(9)$ activities into one of five $(5)$ stages of the personal elling process: $(1)$ prospecting and qualifying, $(2)$ approach, $(3)$ presentation, $(4)$ handling objections, or $(5)$ gaining commitment.

roup each of the nine activities that Joseph has obtained from Mr$.$ Gorman and match them with the appropriate step of the personal elling process. Move each label to the correct drop zone box.