Chapter 13: Initiating The Sale – Flashcards

The sales person asks the customer if he or she needs assistance.

The sales person simply welcomes the customer to the store

The sales person makes a comment or asks questions about a product in which the customer shows interest

To begin or start

A specific product or object

Expressing yourself without the use of words.

Those that require more than a yes or no answer.

Another option

To look for something

No I don't because customers aren't always going to want to buy the product so you want always get to do steps 5,6,&7.

In business to business selling there is normally an appointment and the initial approach depends on the prior dealings with the customer or the work you did with the pre-approach. In retail selling you can use the service approach, greeting approach, or the merchandise approach in the initial approach. You have to evaluate the selling situation and the type of customer to determine which method is best.

It is usually the most effective and it gives you the opportunity to tell the customer something about the features and benefits of the merchandise. It can also clear up confusion, let the customer know what is available, and open dialogue with the customer.

Determining needs is essential because it will help you in the next step of the sales process hen you are helping the customer select the right product.

Ask questions that encourage customers to do the talking, ask clarifying questions to make sure you understand customers Needs, don't ask to many questions in a row, and don't ask questions that might embarrass the customer.

I would determine he price range at first by listening to see if the customer dropped any hints. If they didn't I would ask them their price range.