Personal Selling and Salesmanship Process
What this domain tests
Personal selling and the salesmanship process tests the selling steps, the qualities of a good salesperson, and ethical persuasion. Expect a case asking what to do at a particular step, especially objection handling and closing.
Core rules and concepts
- The selling process is prospecting and qualifying, pre-approach, approach, presentation and demonstration, handling objections, closing, and follow-up.
- Prospecting finds leads; qualifying checks need, authority, ability to pay, and readiness.
- Pre-approach gathers information and plans the call; the approach gains attention without pressure.
- Presentation matches features to benefits (FAB) and uses demonstration where possible.
- Objections are handled by listening, clarifying, answering with evidence, and confirming; closing uses trial, alternative, or summary closes. Follow-up builds repeat business and referrals.
Worked example
A salesperson sells a water purifier to a family with a newborn. In pre-approach she checks the water TDS and family budget. In the demo she shows the filter's output and explains the health benefit. The father objects on price; she clarifies that the concern is monthly cost, then offers a three-instalment plan and a free first service. She closes with a delivery date choice and follows up after installation. Reasoning: the objection was not the total price but cash flow, so the response matched the real concern.
Traps that cost marks
Do not skip pre-approach and jump to presentation. Do not argue with an objection; clarify first. Do not close before value is established, or delay closing after buying signals. Do not confuse an order taker (processes requests) with an order getter (creates new business).