Unit 5: Selling

Students will explain the steps of the selling process and understand how to determine client needs and wants; responding through planned and personalized communication

Explain the role of personal selling as a marketing function

Explain the steps of selling process

1. Explain the role of customer service as a component of selling relationships.

2. Explain the importance of preparing for the sale including: gaining product knowledge of features and benefits, identifying target markets and their needs, and overcoming common objections.

3. Identify needs of customers and their buying behaviors: emotional, rational or patronage.

4. Explain the steps of selling process including:

1. Approach the customer

2. Determine needs

3. Present the product

4. Overcome objections

5. Close the sale

6. Suggestion selling