The Sales Process. Marketing Co-op Chapter 13.1 and 13.2. 8 Steps in the selling process. Product analysis Approach the customer Determining needs Presenting the product Overcoming objections Closing the sale Suggestion selling After the sale activities. Step One: Product Analysis.
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Chapter 13.1 and 13.2
Approach the customer
Presenting the product
Closing the sale
After the sale activities
How will the product satisfy the customer’s needs and wants?
How much should the product cost?
Where should the product be purchased?
How should the product be used, cared for, or maintained?
Direct Experience –personal use of the product or service
Printed Materials – brochures or manuals that explain product use
Other People – learning through word of mouth from family, friends or other employees
Formal Training – training provided by the company
(Have you dealt with them before?)
Service Approach - asking if the customer needs assistance
Salesperson:“This is one of our most popular tennis rackets. It’s perfect for you – the grip is the correct size and the large sweet spot can improve your game.”
Customer:“That is very interesting; but, I’m not buying the racket for myself. It is actually a gift for my 9 year old daughter.”
A sale gone wrong
Chapter 13 Bookwork (Orange Marketing Text)
13.1 – pg. 282 – Key Terms and Concepts……(1-3)
13.2 – pg. 287 – Key Terms and Concepts……(1-3)
Chapter Review – Review Facts and Ideas…..(2-11)
You will be held responsible
for all the red dot terms on the test