Marketing Essentials Chapter 13 MOD
Terms in this set (19)
Maintaining eye contact is an important way to show interest and establish a report with a customer.
Determining a retail customer's needs is done immediately after the approach.
Feature-benefit selling refers to the basic physical attributes of a product.
During which step of the sale should you learn what the retail customer is looking for in a good or service?
Lee works in the men's clothing department of a large department store. He notices a regular customer inspecting an elegant suit. As he approaches the customer, he says, "Good morning, Mr. Rivers. How may I help you this morning?" What method of initial approach is Lee using?
How should a salesperson approach a customer who is in a hurry?
As a part of training, some salesperson _______ more experienced salesperson before actually selling.
Questions that require more than a "yes" or "no" answer are called _______ questions.
When a retail salesperson approaches a customer and asks are you looking for a children's jacket the salesperson is using the __________________________ approach method
There are three methods to use for the approach: ______________, greeting, or merchandise.
To educate the customer, a good salesperson should have ___________ knowledge.
A product's ____________ is the most basic product benefit.
______________ is an important interpersonal skill demonstrated by giving customers undivided attention when selling.
face-to-face meeting with a customer
a product feature that benefits the customer
way to determine needs
initial approach involving business etiquette
engaging the customer
facial expressions, hand motions, and eye movements
inquiring about a customer needing assistance
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