1. Identify the goals of Selling.
Eagle Challenge
Learning Target
Identify the goals of Selling.
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

2. Standard OG4 Identify methods of approaching (e. g
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer
Initiating the Sale

3. The Sales Process The seven steps of a sale
The importance and purposes of the approach in the sales process
How business-to-business sales representatives conduct the initial approach
The three initial approach methods used by retail salespeople
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

4. BUYING MOTIVES A salesperson must know what motivates customers to buy
Standard OG4 Identify methods of approaching (e.g., greeting,
service, merchandise, combination) the customer
BUYING MOTIVES
A salesperson must know what motivates customers to buy
Rational Motives – conscious, logical reason for a purchase
Emotional Motives – a feeling experienced by a customer through association with a product

5. Steps of a Sale Approaching the customer Determining needs
Presenting the product
Overcoming objections
Closing the sale
Suggestion selling
Relationship building
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

6. Approaching the Customer
The first face-to-face contact with the customer.
Can make or break a sale
Sets the mood or atmosphere
Establishes a relationship
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

7. You never get a second chance to make a first impression!
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

8. The Approach in Retail Selling
If customer is in a hurry, approach quickly.
If customer is undecided, let them look.
Encourage customers to look around and to ask questions.
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

9. Service Approach Method
Methods for the initial approach:
Service Approach Method
Ask if assistance is needed.
“May I help you?”
Problem – customer says, “I’m just looking.”
Instead, ask “How may I help you?”
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

10. Greeting Approach Method
The salesperson welcomes the customer
“Good morning.”
Establishes a positive atmosphere.
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

11. Merchandise Approach Method
Let the customer look around. When they show interest in a product, the salesperson makes a comment or asks a question.
The most effective approach because it gets the customer talking about the merchandise he/she may be interested in.
Standard OG4 Identify methods of approaching (e.g., greeting, service, merchandise, combination) the customer

12. Why determining needs is important:
Customer needs are related to buying motives.
When customer needs are met, the salesperson experiences a feeling of success.

13. When to Determine Needs:
As early in the sales process as possible, usually right after the approach
Standard OG5 Explain how to determine customer needs and expectations in selling process

14. How to Determine Needs
Observing – Nonverbal communication (body language such as facial expressions, hand motions, and eye movement.)
Standard OG5 Explain how to determine customer needs and expectations in selling process

15. How to Determine Needs Listening – Helps you pick up clues
Standard OG5 Explain how to determine customer needs and expectations in selling process

16. How to Determine Needs Questioning – Gets the customer talking
Begin with general questions about intended use.
Then ask Who, What, How questions
Standard OG5 Explain how to determine customer needs and expectations in selling process

17. Guidelines for Questioning
Do ask open-ended questions that encourage talking
Do ask clarifying questions to make sure you understand needs
Don’t ask too many questions in a row – customer may feel cross-examined
Don’t ask questions that might embarrass or put the customer on the defensive
Standard OG5 Explain how to determine customer needs and expectations in selling process

18. Name the 7 Functions
Name the 5 Utilities
What is the Marketing Mix?
What are the 3 different Global Marketing Strategies?
What is the difference between for-profit and non-profit?
What are the 3 different market segments?
What is Market Share? How do you calculate the market share?
Small vs Large Business
Price Gouging
Whistleblowing
What are the 2 different types of competition?
What is monopoly? What can be a monopoly?
Know the following: copyright, patent and trademark
International Trade
Domestic vs Global
Government Regulators
Factors of Production
Licensing/Franchise
Three Different Approaches
Three ways to determine needs