Title: Determine the customer’s wants and needs.
Course: Marketing Exploration (12160-36) > Section: Completing a Sales Transaction

Determination should include the discovery of the consumer’s wants and needs by means of observing, listening, and questioning.

Process/Skill Questions:

- Why is product knowledge an important tool for addressing customers’ needs and wants?
- How does a successful salesperson relate a customer’s wants and needs to the product/service available?
- How could using open-ended questions be beneficial in determining needs and wants? What are examples of open-ended questions?
- What metrics do e-commerce retailers use to determine customer needs and wants?