chapter 13 - Approach and Determining Needs and Wants

You should use the same approach method so you are consistent with your selling.

Maintaining eye contact is an important way to show interest & establish rapport withcustomer.

It is a good idea to ask the customer what size they wear to determine what to show them.

matchingproduct with customer’s needs and wants 

Howshould a salesperson approach a customer who is in a hurry? 

Aspart of training, some salespeople ______more experienced salespeoplebefore actually selling

Ina B2B sales situation, when are the customers’ needs usuallydetermined? 

NHS Quiz Bowl is on Tuesday March 15 at 6:00 pm which AHS DECA is currently forming teams.

Duringwhich step of the sale should you learn what retail customer is looking forin a product? 

logicalreason for making a purchase

Feature-benefitselling refers to only the basic physical attributes of a product.

An important interpersonal skilldemonstrated by giving customer undivided attention whenselling

Thereare three methods to use for the approach: ____________________, greeting, ormerchandise.

Questionsthat require more than a “yes” or “no” answer 

locatingpotential customers without checking leads

the neon watch glows in the dark and can play music on the hour.

encouragingcustomers to talk

What step of the selling process is where the SP offers an extended warranty to  a computer?

It is easier to engage customer in a retail sales situation than in a b2b salessituation.

Howmight a customer feel if you asked several questions in a row? 

Determininga retail customer’s needs is done immediately after the approach.

When size is an important factor, it is acceptable to ask directly for a customer’s weight.