What is the first step of the personal selling process?

The presentation step occurs after prospecting and involves demonstrating the features and benefits of a product to potential customers. This stage relies on a pre-identified audience, which is established during the prospecting phase. Therefore, presentation cannot be the first step, as it presumes prior knowledge of potential buyers.

Handling objections is a critical step that occurs after the presentation, where salespeople address concerns and questions raised by potential customers. This step can only take place once a salesperson has engaged with prospects and presented their products, making it impossible to be the first step in the selling process.

The approach involves engaging with prospects after they have been identified and qualified during the prospecting step. It is about making a connection with potential customers and cannot occur until the prospecting phase has established who those prospects are.