MA UNIT 6

The selling process is unique based on what variables?

• Type of sale, product and customer

• Time of day, week or year

• Type of store, service and manager

• Type of city, store and cash register

What is the final step of the selling process?

• Closing the sale

• Overcoming objections

• Getting paid

• Building relationships

Which of the following is a purpose of the approach?

• Selling the product immediately

• Beginning a conversation

• Learning the customer’s budget

• Looking assured and intelligent

When observing, a salesperson should notice which of the following?

• The time a customer spends with the product

• The clothes a customer is wearing

• The customer’s age

• The number of people with the customer

What is the second step in the selling process?

• Presenting the product

• Determining customer needs

• Suggestion selling

• Approaching the customer

What is a common approach mistake?

• Being professional

• Using more than one type of approach

• Asking “May I help you?” too often

• Being sincere

What should the selling process help a salesperson do?

• Stay busy

• Get merchandise out of inventory

• Fulfill the needs and wants of customers

• Trick customers

Which of the following is NOT a suggested type of approach?

• Decisive

• Greeting

• Merchandise

• Combination

Which of the following examples is considered a merchandise approach?

• “How can I help you?”

• “Good morning.”

• “I noticed you looking at the tile. How much do you need?”

• “Do you need anything?”

Determining the customer’s needs should NOT involve what?

• Observation

• Listening

• Questions

• Assumptions