Chap 17: Personal Selling and Sales Management

Coca-Cola steps in The Selling Process:

Step 1: Generating Leads 
The Coca-Cola Company brand is a trademark worldwide, the company generates its leads through advertising and social media, developing new slogans and new advertisements.
Step 2: Qualifying Leads 
The recognition of the need of the Coca-Cola Company is the need of a beverage (in reality a want). The company recognizes its needs by the use of their website and social media.
Step 3: Approaching the Customer and Probing Needs
The Coca-Cola website informs customers about the products and events. Coca-Cola also uses social media such as Facebook, Instagram, YouTube, and Twitter to inform customers of the company's product and events.
Step 4: Developing and Proposing Solutions
The Coca-Cola Company's salesperson is the one who develops a solution in which the product or service solves and satisfies a particular need.
Step 5: Handling Objections
The customer has other options instead of purchasing Coca-Cola, such as Pepsi-Cola. The Coca-Cola loyalty brand are more open to purchasing Coca-Cola beverages.
Step 6: Closing the Sale 
When the objectives of buying Coca-Cola are met. Salesperson negotiates so there can be a sales agreement
Step 7: Following Up
The Coca-Cola main company's website has information and also a feedback site to follow up on their selling process.