Description should include the steps of the personal selling process:

  1. Use pre-approach techniques.
  2. Approach the customer.
  3. Determine customer needs and wants.
  4. Present the product or service features as customer benefits.
  5. Answer questions and overcome customer objections.
  6. Use suggestion selling.
  7. Close the sale.
  8. Complete the transaction.
  9. Apply follow-up, relationship-building strategies.

Process/Skill Questions: