The Sales Process

Define MERCHANDISING.

• Advertising including print, online, billboards and other visual displays.

• Coordinating sales and promotional plans with buying and pricing.

• Creating new products for consumers to purchase.

• It is a part of the manufacturing process.

What is the purpose of VISUAL MERCHANDISING?

• To increase the aesthetic appeal of a product.

• To increase the price of a product.

• To decrease the production cost of a product.

• To decrease the sales of a product.

What is FEATURE-BENEFIT selling?

• Providing spec sheets and product information for customers to review.

• Having a customer provide their reasons for wanting to buy.

• Matching the characteristics of a product to a customer’s needs and wants.

• Responding to questions customers may have about a product.

What is NOT a type of product features?

• Basic features

• Physical features

• Extended product features

• Package features

What is the difference between a FEATURE and a BENEFIT in product selling?

• A feature is what the product does, a benefit is how that can add value to the customer.

• A feature is the color of the product, a benefit is the price of the product.

• A feature is the price of the product, a benefit is the color of the product.

• There is no difference between a feature and a benefit.

Name three (3) customer BUYING MOTIVES.

• Rational

• Emotional

• Distracted

• Patronage

TRUE/FALSE: It is the salesperson's job to analyze a product and determine customer benefits.

• TRUE

• FALSE

What is PROSPECTING?

• Looking for new customers.

• Greeting customers at the door.

• Letting customers search for items they are interested in.

• Providing product specs and information to potential customers.

Why should we NOT ask a customer "May I help you?"

• Customers may be embarrassed to answer

• It's an open-ended question

• It's a closed-ended question

• It's a rhetorical question.

What are three (3) methods for determining needs?

• Listen

• Patronize

• Question

• Observe