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Introduction to Business & Marketing
The Selling Process Introduction to Business & Marketing
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Selling Process Process of matching customer’s needs & wants with features & benefits of a product 7 steps in this process Salesperson plays vital role
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Step 1 Approach the Customer Greet the customer face-to-face
Begin conversation Establish relationship
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Step 2 Determine Needs Learn what the customer is looking for
Decide which product to show first Determine what features to highlight
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Step 3 Present the Product Educate the customer about the product
Explain why this product would be best Give other product options
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Step 4 Overcome Objections Learn why customer is reluctant to buy
Provide information to remove confusion Help customer make satisfied decision
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Step 5 Close the Sale Get customer to be positive about purchase
Happy customers buy more & more often Money is exchanged
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Step 6 Suggestion Selling Additional products are recommended
Typically sale items are suggested Add-on’s for the original purchase item
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Step 7 Relationship Building Create means of contact with customer
Happy customers tell their friends Make money in commission-based jobs
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Qualities of a Successful Sales Pitch
Video
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IT’S PROJECT TIME!!! Think about a product that you recently purchased at the store (any product) Take that product through The Selling Process (all 7 steps must be used) You may serve as either the customer or the sales associate We will present these projects in class
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