Title: Demonstrate the selling process for a selected product or service.
Course: Marketing (12164) > Section: Selling Products and Services

Demonstration should include the following steps:

- Preapproach
- Approach the customer
- Determine the customer’s wants and needs
- Present the product or service features as customer benefits
- Answer and overcome customer’s objections
- Close the sale
- Use suggestion/substitute selling
- Apply follow-up and relationship-building strategies

Process/Skill Questions:

- Why is the first impression important in the sales process?
- What are the steps in the retail approach method of selling? The service approach method? The greeting approach method? The merchandise approach method? The combination approach method? What are the advantages and disadvantages of each?
- How do successful salespeople use observation, listening, and questioning to determine customer wants and needs?
- Why are feature/benefit charts helpful tools for a salesperson?
- Why is it important to answer the customer’s objections?
- Why should a salesperson always be ready to close the sale at any point during the sales transaction?
- What is the simplest way to close the sale? What other methods can be effective?
- How does suggestion selling increase the customer’s satisfaction with the purchase?
- How does a successful salesperson build relationships? How does the business benefit from relationship-building?