You are preparing for a job interview with the company of your dreams. In this situation, you are a "salesperson" and the interviewer is the "buyer". Look at the Steps in the Selling Process (Fig 13.3). Pick two steps in the process and describe how you would "sell" yourself using these two steps. (In reality, you would go through all of the steps.) Itwould be helpful to tell us which company or type of company you are targeting.

track down 1 drop in unannounced on various offices (a practice Salespeople also need to know how to qualify leads-that is. how ones and screen out the poor ones. Prospects can be qualified by looking at their fi ability, volume of business, special needs, location, and possibilities for growth. Preapproach Before calling on a prospect, the salesperson should learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteris- Preapproach ties and buying styles). This step is known as preapproach, A successful sale begins long The sales step in which a salesperson before the salesperson makes initial contact with a prospect. Preapproach begins with good learns as much as possible about a research and preparation. The salesperson can consult standard industry and online sources, prospective customer before making a acquaintances, and others to learn about the company. He or she can scour the prospect's sales call. Web and social media sites for information about its products, buyers, and buying processes, Then the salesperson must apply the research gathered to develop a customer strategy. Presentation As shown here, those stops and transaction-oriented Prospecting and Proapproach Approach aimed at closing a specific and qualifying demonstration sale wih the Quakemet... ..but remember that in the long Handling ruin, a single sale is only one clatwent Closing Follow-up objections of a long-term customer relationship, So the seling process stops must be understood in the broader context of maintaining profitable customer Building and maintaining profitable customer relationships >> Figure 13.3 Steps in the Selling Process