Explanation should include the steps of the selling process such as
- pre-approach activities
- product knowledge
- prospecting/qualifying
- the approach
- the needs of customers
- the presentation and demonstration
- overcoming objections
- the close
- asking for referrals
- suggestion selling
- the follow-up (relationship marketing).
Process/Skill Questions:
- What activities can take place before the selling process?
- To what extent is it important to perform the steps of the sale in order?
- What might be the results of omitting or underemphasizing one or more selling steps?
- How can product presentation and demonstration assist with the sales process?
- How can basic selling techniques be adapted to various sports and entertainment sales situations?
- Why is suggestion selling important when closing the sale?
- How can following up with consumers create positive sales feedback?