MP_11 The Sales Process

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Unformatted text preview: ood guidelines for Follow establishing a positive relationship with customers. with Chapter 14 - The Sales Process The Approach in Industrial The Sales Sales s Setup Setup an appointment during the preapproach, and arrive early to the appointment. the s Introduce yourself, smile, and Introduce shake hands. shake Chapter 14 - The Sales Process The Approach in Industrial The Sales Sales s Engage Engage in small talk to build a relationship with the customer. relationship s Comment on important things to Comment 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 Appropriate obviously in a hurry or you are simply an order taker. an s Ineffective in most situations; you lose Ineffective control of the sales situation. control Chapter 14 - The Sales Process The Approach in Retail Sales Greeting Approach Method s “Good afternoon, Mr. Wright” or an Good appropriate personal comment. appropriate s This approach begins conversation and This establishes a positive rapport. establishes 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 The asks questions about a product that the customer is looking at. customer s Ask questions about the item. s Usually the most effective approach Usually because it immediately focuses attention on the merchandise. attention Chapter 14 - The Sales Process...
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