Title: Identify the basic steps of the sales process.
Course: Travel and Tourism Marketing, Advanced (16152) > Section: Relating Sales and Marketing to Travel and Tourism

Identification should include the following steps:

- Pre-approach
- Approach
- Determining needs
- Demonstration
- Answering questions/handling objections
- Close
- Suggestion selling
- Follow-up

Process/Skill Questions:

- Why is the pre-approach important in the sales process?
- Why is a first impression important in the sales process? How does a salesperson’s approach affect the outcome of a sale?
- How do successful salespeople use observation, listening, and questioning to determine customers’ wants and needs?
- What types of questions are most helpful in getting information from a customer?
- Why should a salesperson anticipate a customer’s objections? Why is it important to answer a customer’s objections?
- Why should a salesperson always be ready to close a sale at any point during the process?
- How does suggestion selling increase a customer’s satisfaction with the purchase?
- Why is it important to follow up with customers after they have made their purchases?