chapter  2
16 Pages

PHASES OF THE PURCHASE PROCESS MODEL: VALUE FORMATION AND EXCHANGE ON THE PART OF CUSTOMER

Most sales textbooks andcompanies’ salesmanuals tend todescribe the sales process in a similarway by including various steps, such as (1) prospecting – finding the leads and qualifying some of them as good potential customers who have Money, Authority and Desire to buy (MAD); (2) approaching – obtaining meeting opportunity and establishing rapport; (3) presenting with trial closing – relating product to customer needs and checking the attitude of the potential customer toward the sales presentation; (4) overcoming customer objections; (5) closing – getting orders; and (6) follow-up.