Question

Jane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling process.

Answer 1

Answer:

The personal selling process can be defined as the personal contact between a seller and a potential buyer. In order to complete this process it is necessary to identify some steps that are implicit in the purchase.

Explanation:

The personal selling process can be defined as the personal contact between a seller and a potential buyer. In order to complete this process it is necessary to identify some steps that are implicit in the purchase.

Prospecting

Pre-approach

Approach

Presentation

Meeting objections

Closing the sale

Follow-up

Pre-approach: In Jane`s case, she first identify the prospects by list she purchase with the subscribers to the journal once normally people who buy this media are normally the ones who work in offices and therefore they may have some economic power.

Approach: Jane personally called the list in order to narrow the path and classify the ones that could be possible customers for her by having a closer and more friendly approach.

Presentation: The moment of the presentation occurs during the call when Jane explains that she is calling in order to know about their investment needs, once she is letting the possible customer know in an implicit way that she offers investment advice.

Meeting objections  : In the second call, Jane is offering some information about the possible good investment customers can have, according to each subject she called there can be different kinds of questions that the seller would have to answer during the meeting objections step.

Closing the sale: and finally, Jane is trying to close the sale with the question she asks, would you like to open an account?