Selling Process

Front

What is the most important element in the sales process?

Back

Approaching the customer

Front

Which approach involves questioning or commenting about a specific product?

Back

Merchandise approach

Front

What should a salesperson do to determine the customer's needs?

Back

Observe, listen, and question; Display the product; Handle the product; All of the above

Front

What is the difference between objections and excuses?

Back

Objections are valid concerns, while excuses are insincere reasons.

Front

What is the key to closing the sale?

Back

Good timing

Front

When does suggestion selling occur?

Back

After the customer commits to buy

Front

What is the goal of building relationships with customers?

Back

To transform customers into clients, to get customers to trust the salesperson, and to encourage customers to return to the business.

Front

How many steps are there in the selling process?

Back

7

Front

Which approach involves asking a customer if they need assistance?

Back

Service approach

Front

What should a salesperson do to determine a customer's needs?

Back

Observe, Listen, Question