Chapter 13 - Initiating the Sale

Locating potential customers without checking leads

• cold canvassing

• greeting approach

• selling point

• Feature-benefit selling

A part pf sales training that allows you to gain insight from more experienced salespeople

• listening

• shadow

• service approach

• merchandise approach method

you should learn what the retail customer is looking for in a product or service immediately after the approach

• rational motive

• determine needs

• service approach

• open-ended questions

The retail sales approach that focuses on the product, this is the most effective approach in retail sales

• service approach

• open-ended questions

• merchandise approach method

• determine needs

This approach will take place in the customer's place of business, also it's easier to engage the customer with this type of sales...

• service approach

• organizational

• rational motive

• determine needs

Sales decision based on dependability of the product (a logical reason for making a purchase)

• determine needs

• service approach

• organizational

• rational motive

A product feature that benefits the customer

• service approach

• selling point

• cold canvassing

• greeting approach

These type of questions require more than a yes or no answer, which encourages customers to talk

• service approach

• open-ended questions

• determine needs

• merchandise approach method

The retail sales approach that requires about a customer needing assistance

• determine needs

• merchandise approach method

• greeting approach

• service approach

_______ is an important interpersonal skill demonstrated by giving customers undivided attention when selling.

• observe

• prospecting

• listening

• cold canvassing