Title: Demonstrate a sales call.
Course: Entrepreneurship, Advanced (12053-II) > Section: Applying Sales and Customer Service Skills

Demonstration should include the steps of a sale:

- Approaching the customer
- Determining the customer’s needs
- Presenting the product's features, assets, and benefits
- Overcoming objections
- Closing the sale
- Suggestion selling
- Relationship-building

Process/Skill Questions:

- What are the different types of approach? What are the advantages and disadvantages of each?
- What are some effective methods of overcoming objections?
- How can open-ended questions be used in a sales call?
- How does a salesperson's approach affect the outcome of the sale? Why is the first impression important?
- How does a successful salesperson relate a customer's wants and needs to the product/service available?
- What resources are available for a salesperson to determine the benefits of a product/service?
- What are some common objection categories?
- How can the effective salesperson tell when the time is right to close a sale?
- When should suggestion selling take place?
- Why is it important to follow up on sales?
- How can relationship building be accomplished in a brick-and-mortar store? In an Internet marketing business?
- Why is it important to establish a plan for moving forward with a potential client?
- How can technology aid businesses in the performance of sales calls?
- How have sales calls evolved in the digital age?