MP_11 The Sales Process

S view notes about the personal view aspects of the

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Unformatted text preview: es about the personal View aspects of the customer. aspects s Qualify new customers. s Inquire with other salespeople who Inquire are with non-competing lines. are Chapter 14 - The Sales Process Preparing for the Sale Industrial Sales s Ask Ask questions in a pre-visit phone call. call. s Make an appointment to see the Make prospect in order to have time to explain the features of your product. explain Chapter 14 - The Sales Process Preparing for the Sale Retail Sales s The The customer comes to you, so most of the preparation is in the retail store. store. s Stockkeeping and housekeeping Stockkeeping duties are important. duties s Learn about the merchandise and the Learn prices of the merchandise. prices Chapter 14 - The Sales Process Approaching the Customer s First First impressions count; if a customer is turned off by the approach it will be difficult to win him or her over. him s Be alert to what interests the Be customer. customer. s Establish rapport. Chapter 14 - The Sales Process Approaching the Customer s Be Be aware of the customer’s buying style. style. s Follow g...
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This document was uploaded on 11/21/2013.

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