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Ch13: Marketing
Chapter 13: Initiating the Sale
Question | Answer |
---|---|
the retail sales approach that offers assistance | service approach |
the retail sales approach that welcomes the customer | greeting approach |
the retail sales approach that focuses on the product | merchandise approach |
expressing oneself through body language | non-verbal communication |
require more than a yes or no answer | open-ended questions |
to set up or begin | establish |
A single thing in a set, group, or list | item |
a choice from among two or more things | alternative |
look for | seek |
ways to determine customer needs | observe, listen, question |
to improve or purify | refine |
7 steps: Approach, determine, present, overcome objections, close the sale, suggestion selling, relationship building | selling process |