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Sales Process and Advertising Budgeting Guide

The document outlines the seven stages of selling a product or service, which include prospecting, pre-approach, approach, presentation, handling objections, closing the sale, and follow-up. It also discusses various methods for determining an advertising budget, such as the percentage of sales method, objective and task method, competition matching method, affordable method, and incremental method. Additionally, it explains emotional and rational advertising appeals, highlighting how emotional appeals connect with consumers' feelings to build brand loyalty.

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Sam Sung
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7 views1 page

Sales Process and Advertising Budgeting Guide

The document outlines the seven stages of selling a product or service, which include prospecting, pre-approach, approach, presentation, handling objections, closing the sale, and follow-up. It also discusses various methods for determining an advertising budget, such as the percentage of sales method, objective and task method, competition matching method, affordable method, and incremental method. Additionally, it explains emotional and rational advertising appeals, highlighting how emotional appeals connect with consumers' feelings to build brand loyalty.

Uploaded by

Sam Sung
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Ans The process of selling a product or service typically involves seven important stages, which

help the salesperson systematically convert prospects into customers:

1. Prospecting: This is the first stage where the salesperson identifies potential customers or
leads who may have an interest in the product or service. It involves researching and
finding qualified prospects.
2. Pre-approach: After identifying prospects, the salesperson gathers detailed information
about them, their needs, preferences, and buying behavior. This stage involves planning
the sales approach and strategy to effectively reach the customer.
3. Approach: This stage involves making the initial contact with the prospect. The
salesperson creates a positive first impression through greetings, building rapport, and
understanding the customer’s situation.
4. Presentation: The salesperson presents the product or service by highlighting its features,
advantages, and benefits to create customer interest and desire.
5. Handling Objections: Customers often have doubts or objections. The salesperson
listens carefully and addresses these concerns confidently to reassure the customer.
6. Closing the Sale: This stage involves persuading the customer to make the purchase
decision. The salesperson uses closing techniques to finalize the sale.
7. Follow-up: After the sale, the salesperson maintains contact with the customer to ensure
satisfaction, solve any issues, and encourage repeat business or referrals.

7 What are the methods used for determining advertising budget?

Ans: Determining an advertising budget is crucial for effective marketing. Several methods are commonly
used by companies to decide how much to spend on advertising:

Percentage of Sales Method: The company allocates a fixed percentage of its past or projected sales
revenue to advertising. It’s simple but may limit advertising during low sales periods.

Objective and Task Method: The budget is based on the specific advertising objectives set by the
company. The cost of tasks required to achieve these goals is estimated and allocated. This method is
more logical and goal-oriented.

Competition Matching Method: Companies set their advertising budget based on competitors’ spending.
It helps maintain competitive parity but may not suit unique marketing needs.

Affordable Method: The budget is determined by what the company can afford after covering other
expenses. It is easy but may result in underfunding advertising efforts.

Incremental Method: Budget is based on the previous period’s budget with slight increments or
decrements depending on market [Link] method has advantages and limitations, and companies
may combine them to create an effective advertising budget.

8 Write a short note on emotional and rational advertising appeals.

Ans: Advertising appeals are the approaches used to attract and persuade consumers. Two common types
are emotional and rational appeals.

Emotional Advertising Appeals target the feelings, emotions, and psychological needs of consumers. They
aim to create an emotional connection by evoking feelings such as happiness, fear, love, pride, or
nostalgia. For example, an advertisement showing a happy family using a product appeals to emotions like
warmth and togetherness. Emotional appeals are effective in building brand loyalty and influencing

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