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Unformatted text preview: ood guidelines for
establishing a positive relationship
with Chapter 14 - The Sales Process The Approach in Industrial
Setup an appointment during the
preapproach, and arrive early to
s Introduce yourself, smile, and
shake Chapter 14 - The Sales Process The Approach in Industrial
Engage in small talk to build a
relationship with the customer.
s Comment on important things to
keep the customer interested.
keep Chapter 14 - The Sales Process The Approach in Retail Sales
Service Approach Method
s “May I help you”
s Appropriate when the customer is
obviously in a hurry or you are simply
an order taker.
s Ineffective in most situations; you lose
control of the sales situation.
Chapter 14 - The Sales Process The Approach in Retail Sales
Greeting Approach Method
s “Good afternoon, Mr. Wright” or an
appropriate personal comment.
s This approach begins conversation and
establishes a positive rapport.
s Do not focus on the merchandise. Chapter 14 - The Sales Process The Approach in Retail Sales
Merchandise Approach Method
s The salesperson makes a comment or
asks questions about a product that the
customer is looking at.
s Ask questions about the item.
s Usually the most effective approach
because it immediately focuses
attention on the merchandise.
Chapter 14 - The Sales Process...
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- Fall '13