Prospecting - The first step in selling process in

which potential customers are identified by the

salesperson is called prospecting . The customer may
be a client of a particular company like Tata or
Mahindra or Honda etc.The sales are more of B2B

SELLING sales than B2C sales.

PROCESS Pre-approach- In pre –approaching salesperson

collects information about the potential customers
and understands them before making the sales call.
ALP Nishikawa has its fixed customers and the
company gets it new customer by the refferal of old
customers or via exhibitions trade fairs etc.
 Approach- Approach is the step where the
salesperson actually meets the customer
for the first time. In ALP Nishikawa the
sales person carries samples of products
which company manufacture like Door
Rubber, Wind Shield Rubber ,Glass Run
Rubber ,Trunk Lid Rubber etc to the
SELLING customers place.

PROCESS Presentation: The step wherein the

salesperson talks about how the product
will satisfy the customer’s needs and add
value to his/her life is called presentation.In
ALP Nishikawa videos of products have
been designed which are shown to the
clients .
 Handling Objections: In this step, the
salesperson clarifies all the doubts and
questions that the customer has and eliminates
all his objections to buying the product.This
step is the most important step for every
company if the objections and queries of the
customers are left in resolved the customer

SELLING
may not but the product.
Closing:The step in which the customer is
PROCESS asked to place and order for the product is
called closing. They first discuss the order with
the people in the concerned department and
then through the calls tell the concerned
customer to meet them at a particular place to
fix the deal. In the deal all the quantities are
fixed, specifications are provided and also all
the prices are fixed according to mutual
agreement.
 Follow-Up: This is the final step in the selling
process where the salesperson follows up with
the customers to ensure satisfaction and
builds the relationship in order to repeat
business with them. If there are any
managerial mistakes, they are rectified by the
marketing head Kunal and he sees to it that

SELLING the managerial mistakes made are rectified as

soon as possible. He gives suggestions to the

PROCESS
managers and tells them that what is the
reason the things are going wrong and if they
are going wrong or in case of a tough deal to
crack, he gives them suggestions as to how to
do the task and how to do it efficiently as well
as effectively. The marketing department gets
the feedback from the customers regarding
the products sold and according to those
feedbacks, steps are taken to improve.