Personal Selling Process The following fictional story recounts how llya Rastova landed the biggest client of her career. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Depending on the sales situation and the buyer's readiness to purchase, the salesperson may not use every step, and the time required for each step will vary depending on the situation. For instance, if a customer goes into The Gap already prepared to purchase some jeans, the selling process will be fairly quick, but if Dell is attempting to sell personal computers for the first time to a university, the process may take several months. Some sales processes can take years. The goal of this activity is to highlight the various steps of the personal selling process and to demonstrate which specific activities occur at each step of the process. First, read the brief fictional scenario about Ilya Rastova's personal selling process. Then, match each personal selling activity to the corresponding step of the personal selling process. After being solicited quite regularly by television producers and documentary filmmakers, Ilya Rastova, a photographer, created a business out of selling collections from her extensive photo library to production houses. Rastova celebrated her biggest sale to JB Productions sixteen long months after their first meeting and two full years after their introduction. Before meeting with them, Rastova did research to find out how many programs the company created per year that might use photographs from her library. She had originally met JB's senior producer at her trade show booth at the biggest broadcasting conference in the country. After a series of phone calls, Rastova went in for a meeting to discuss a specific package of photos for a twelve-part series they were starting. During the presentation, Rastova could sense the style of photos did not meet the company's needs so she recommended a peer's work, hoping to build a relationship. The buyers were impressed by her perception and her helpfulness, and this led them to think of her when they needed photos in the future. Eighteen months later, Rastova landed her biggest purchase to date from this same production house. She keeps sending regular postcards and promotional materials to people she has met and to her clients. Drag the item, which describes a detail from Ilya's story, to the corresponding step of the personal selling process.1. Generate and Qualify Leads2. Preapproach3. Sales Presentation4. Closing the Sale5. Follow-up6. Reset7. Researched and production company8. showed photos9. worked trade show10. confirmed biggest order to date11. sends postcards