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Selling 4.02
| Question | Answer |
|---|---|
| Approach | *The first encounter with a customer. *The initial approach is critical it should be positive, create a favorable impression, and create interest in the product. *Has 3 kind of selling approach: |
| -Service approach:Considered the least effective method. -Geeting approach:Used to acknowledge customer's presence and establish rapport. -Merchandise approach:Includes commets or questions about the merchandise the customer is looking or handing. | |
| Sales appoaches in SEM include | *Telemarketing *Direct mail *Personal selling |
| Determine the needs of customers | *Observe:The nonverbal communication of the customers and how they express themselves body language |
| *Listen to customers: -Maintain good eye-contact -Provide verbal and non-verbal freedback -Give customers undivided attention -Listen with empathy and open mind -Do not interrup | |
| *Question customers -well-chosen questions can help uncover needs and buying motives while putting customers at ease -Begin with general questions and then progress into specific questions | |
| Product presentation and demostration | step 3 encounter with a customer *Actively involve the customer *Show the product to the customer and tell himabout its benefits *sh |
Created by:
julianam
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