Various Steps in Personal Selling: 

1. Preparation: First of all a well-trained and motivated sales force is developed. Salespersons must have knowledge of the firm and its products and services, competitors and their products and services, customers and selling techniques. They must be fully aware with the quality, uses, prices, etc., of the goods to be sold. 

2. Prospecting: Prospecting means locating and identifying the potential buyers. A list of prospective customer can be prepared with the help, of dealers, salespersons, telephone and trade directories etc. Information about fhe age, income, education, family background, tastes, preferences, etc., of prospective buyers should be collected. 

3. Approach: In this step, the salesperson makes face-to-face contact with the prospective buyer. The sales-person should introduce himself, greet the customer and start the conversation with him/her so as to create a good first impression. 

4. Presentation: Now the salesperson displays and describes the product to be sold. He should tactfully demonstrate the product and explain its quality, utility, performance etc. 

5. Closing: The salesperson concludes the sale by obtaining the consent of the buyer. Some concessions may be necessary for this purpose. He should assure the customer that he has made a wise choice and should thank the customer. In order to obtain repeat sales, the salesperson should carefully pack and deliver the product.