Prospecting: Pre-approach-In Pre - Approaching Salesperson Collects Information

PROSPECTING - The first step in selling process in which
potential customers are identified by the salesperson is called

prospecting. All the decisions related to marketing and sales are taken
by Mr. Kunal Mr. Kunal lead a team of marketing and sales which
consist of all managers of marketing and sales. The marketing
manager gets the orders from the customers on the call. The customer
may be a client of a particular company like Tata or Mahindra or
Honda etc.The sales are more of B2B sales than B2C sales.
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. The company has recently took part in
components auto expos which was held in pragati maidan and it got
orders from force motors and they came into contact with various
other potential customers.
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 customers place.Some
customers are even called to the plant to show the whole
manufacturing process of each and every product in which the
customers are interested to gain the customers confidence in the
products . It also develop a positive image about company s
product in the minds of customers as all the products are
manufactured with the help of modern machinery the
requirement of human labour in the manufacturing process is
very less .
• 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 .
The videos focuses on the whole manufacturing process of the
products and the quality of raw material which are used in
manufacturing the videos also shows the various designs and
modifications which can be done according to the needs of
clients every product has its different video .
• 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 may not but
the product.IN ALP nishikawa the customers generally have
quality issues and issues related to leakage and wear and tear of
the products to satisfy customers objections several demo-
points are also formed where demos are shown to the customers
to show the durability of the products and clear all the
objections and doubts which may arise in the minds of
customers
• Closing:The step in which the customer is 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.
• The company checks to it all the results or outputs made are as
per the desired requirement or requirement of the customers.
• The company decides if the particular order is going to give a
good return then they go ahead with the order.
• Later once the deal is done the result is in front of the company
the CMD of the company has a look at the result and sees what
is the status if the result is good then well and good.
• But if the result is not up to the mark, steps are taken as to how
to improve the deals.
• 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
the managerial mistakes made are rectified as soon as possible.
He gives suggestions to the 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.
The company also believes in maintaining good and long lasting
relationships with its various customers they do it by providing
credit facilities to its loyal and repetitive customers . The
company also invites its customers at every major companies
event and meetings .And also complaints of customers are
considered very important in the company .

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PROSPECTING - The first step in selling process in which

potential customers are identified by the salesperson is called

Pre-approach- In pre –approaching salesperson collects information

• Follow-Up: This is the final step in the selling process where

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