7 essential objectives of pre-approach are: 1. To provide additional information, 2. To select the best approach to meet the prospects, 3. To obtain information for planned presentation, 4. To avoid serious mistakes, 5. To meet the prospects with confidence and enthusiasm, 6. To save time and energy, 7. To be successful in the sales-interview.
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Approach stage is followed after pre-approach. In this stage the salesman makes actual approach with the prospect. Approaching the prospect consists of two stages like securing an interview and the actual interview. There are different methods of securing interview. These are:
Pre-approach is the second step in sales process. After the salesman collects the names and addresses of the prospects, the pre-approach stage commences.
Salesmanship is the knack of selling a product or service. It is the art of convincing the customers to buy a certain product or service. Various authors have given various definitions of salesmanship.
Counter salesmanship is practiced in single place that is in the retail outlet or show-room or shop establishment of a fixed locality. Counter salesmanship does its work of persuasion and convincing and getting the order at the counter.
The phrase “counter salesmanship” has been derived from the original word “Counter”. According to Oxford dictionary, the word “counter” means the table in a shop in which money is counted and across which goods are delivered.
Creative salesmanship is to create new sales by breaking new ice and increases the existing sales in addition to maintaining it. In other words, creative salesmanship creates extends and maintains the demand.
The differences in the olden and modern salesmanship can be explained in terms of certain features which are outlined as under:
Salesman having the necessary training and aptitude are rare. Salesman who have adequate knowledge and necessary skill are found wanting in many concerns at the counter and elsewhere, they are unable to do full justice to their work.
Good salesmanship ultimately leads to the economic development and progress of a country and to the general rise in the standard of living. When sales are good, industry, trade and commerce prosper and the country as a whole gets benefit.