Title: Demonstrate sale of a product or service.
Course: Small Business Marketing (12161) > Section: Selling and Promoting Products and Services

Demonstration should include the following steps:

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 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:

- What are effective methods of suggestive selling?
- How does a business determine the feasibility of selling a particular product or service?
- What are the differences between selling products vs. services?
- What step of the selling process is the most important for the company? For the customer?
- How can sales staff match product features to customer benefits during a sales presentation?
- What role does asking open-ended questions play in the sales process?