Sales 2.0 and the Personal Selling Process This activity is important because ma

Question

Sales 2.0 and the Personal Selling Process

This activity is important because marketing students should understand how digital and social media marketing are transforming selling processes: a concept known as Sales 2.0.

Rachel is a management student who is interested in one day working as a human resources specialist. For a class assignment in her business communications class, she has been asked to deliver a presentation on a relevant business topic of her choice. Being an avid social media user, Rachel has decided that she wanted to look into how social media is changing the way businesses and their employees interact with customers. As part of her research, she has found extensive coverage relating specifically to how salespeople are using social media throughout the personal selling process. The goal of this exercise is to assist Rachel by categorizing each of nine (9) social media related sales activities she has found in her research into one of five stages of the personal selling process: prospecting, pre-approach, approach, presentation, or follow-up.

For each of the activities that Rachel has uncovered, select the appropriate step of the personal selling process.

5. Comment on a customer’s blog with a shared link to great relevant content.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

6. Retweet a prospect’s twitter post about the new draft pick made by the local NBA team.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

7. Customize an introductory email template in order to better match the expressed interests of a prospective client.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

8. Publish a Powerpoint slide deck on Slideshare so that buyers can easily access info from a salesperson’s presentation at a later point.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

9. Ask an enthusiastic new client whether they might be able to refer you to prospect who is listed as a connection on their LinkedIn profile.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

Explanation / Answer

Let us first understand the meaning of every step involved in the personal selling process:

Now let us answer the questions below:

(5) Commenting on the customer's blog is an example of approaching the prospect. Here the link is provided in the comment to customer's blog so that relevant content can be read and understood by the customer. This refers to the approach.

(6) Re tweeting the prospect's twitter post means that the sales representative is searching for the clients. And one of the customer's twitter post mentioned the draft pick made by local NBA team, so sales representative re tweeted it to keep a track on the prospect and make him possible future customer. This is an example of prospecting.

(7) Customizing the introductory email to be sent to the prospective client means the sales representative is going to interact with the prospect for the very first time and tell about the product. This is an example of pre approach.

(8) The process of publishing a power point presentation refers to the art of telling the customers about the features, uses of the products. with the help of presentation, the benefits of the product can be explained and thus this is an example of presentation.

(9) Asking a new client if he can provide the sales representative with any new prospect that can possibly buy the product is an example of follow up.

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