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MP Unit 6 Selling
Selling Process
| Term | Definition |
|---|---|
| approaching the customer | greeting the customer face to face using different methods in order to engage the customer in conversation and help satisfy their needs |
| determining needs | observing, listening, and questioning in order to learn what the customer is looking for to decide what products to show and which product features to present |
| presenting the product | educating the customer about the products features and benefits. Often using techniques such as handling or displaying the product, demonstrating the product or having the customer try out the product themselves |
| overcoming objections | learning why the customer is reluctant to buy, providing information to remove that uncertainty and helping the customer to make a buying decision |
| closing the sale | getting the customer's agreement to purchase the product |
| suggestion selling | suggesting additional merchandise or services either through additional products, quantity discounts, adding complementary merchandise, or providing special sales pricing |
| relationship management | creating a means for maintaining contact with the customer after the sale is completed. customer loyalty plans or reward plans are often used for this |
Created by:
janice ritchey
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