TIRAMBULO, JOSHUA E.

SALES MANAGEMENT
BSBA MM 2-1N PROF. TERESA YUMANG

TOPIC 2:
The Process of Selling and Buying
ASSESSMENT: (Enumeration)
1. Enumerate the organizational buying decision stages and discuss each stage in your own words
(25 points)
The organizational buying decision stages is the process where a firm takes in making a purchase
decision. It involves seven (7) stages, namely the a) Anticipation or recognition of a problem or
need, b) Determination and description of the traits and qualities of the needed items, c) Search for
and qualification of potential suppliers, d) Acquisition and analysis of proposals and bids, e)
Evaluation of proposals and selection of suppliers, f) Selection of an order routine, and g)
Performance evaluation and feedback.

 The Anticipation and recognition of a problem or need has to do with situations that lead
someone or the firm to recognize a need, this frequently happens when there is a change or better
way of operation of the business.
 The Determination and description of the traits and qualities of the needed item, has to do with
item inspections. A guideline has to be followed to make things precise and clear, and to avoid
excessive inventories. The firm in this stage should also communicate a clear description of what
particular item is needed, how much, and when it is needed to avoid item discrepancy.
 The Search and qualification of potential suppliers, has to do with supplier’s examination. If the
purchase was made before, limited number of suppliers only are involved, and if the purchase
involves technical and expensive items, the search is not limited to ensure the firm select the one
who has the best production and agreeable conditions.
 The Acquisition and analysis of proposals and bids has to do with the firm requesting for
proposal/bid presentations. If the item is quite simple and frequently purchased, process is easily
as it is, and if the item is complicated and technical at the same tie, rigorous examination is
made.
 The Evaluation of proposals and selection of suppliers has to do with the firm engaging in
negotiations with the chosen suppliers. Once the firm examined the proposals presented,
agreement between parties is made. Rational thinking is also needed in this stage to ensure
quality of the product purchased.
 The Selection of an order routine has to do with the product inspection. When the product
purchased is delivered, it should be paid for and inspected to know if there some defects and
problems. Different interior activities are being done once product is delivered.
 Lastly, the Performance evaluation and feedback has to do with the customer’s feedback
regarding the product purchased. The customer evaluates if the product has met its specifications
and expectations, and also the services made by the suppliers.
2. Enumerate the stages of sales process and discuss each stage in your own words (25 points)
The stages of the selling process have to do with activities involving the selling of a product or
services to prospective customers. The selling process involves six (6) stages, namely the a)
Prospecting for customers, b) Opening the relationship, c) Qualifying the prospects, d) Presenting the
sales message, e) Closing the sales, and f) Service the account.

 Prospecting for customers is the first step in selling. It involves identifying prospective customers
for a product. Mainly, salespeople make use of direct selling, or the activity of going house-to-
house, and telemarketing, or the activity of selling through phone call, to identify leads for
potential customers. Various information and sources are being treated to find relevant prospects.
Salespeople make use also of the internet to find new leads.
 Opening the relationship is the second step in selling. It involves obtaining information about the
prospective customer before making a sales call. It includes knowing the organization it belongs
to, what is it needed, and those who initiate the purchase. Opening the relationship should begin
with a good research to develop a customer strategy.
 Qualifying the prospect is the third step in selling. The salesperson or sales rep qualifies the
relevant prospect to determine if he or she can be a potential customer. Qualifying of prospect
takes time for some salespeople. It is relative to stage two of the selling process on which the
salesperson should obtain information to know if the prospect is in need of the product or not.
 Presenting the message is the fourth and important part of selling. It involves transmitting of
information from the salesperson to the buyer. The salesperson tells the story of the product,
which includes the product features, benefits, advantages against other related products, and its
value. This is also the stage where salesperson attempts to persuade the customer to purchase the
product. Sales pitch to prospective clients should be relevant and compelling for effective and
immediate purchased.
 Closing the sales is the fifth step of selling. After product presentation, this is the time where
prospect decide whether to purchase or not the product. Purchase can be immediately done, or
can be delayed by the prospect depending on his/her decision. Salesperson should use several
closing techniques to facilitate the immediate purchase of the product by the prospect.
 Servicing the account is the seventh and final step of the selling process. It involves post-related
services once product is purchased by the customer. These services include maintenance of the
product, proper installation, terms and conditions, delivery and more. These services ensure
satisfaction of the customer which might result to business recurrence, and also creates long time-
relationship between the selling firm and the customer.