Marketing Essentials

Section 2: Determining Needs in Sales

After You Read Online Action

Key Terms and Concepts

1. Determining needs is used to build the entire sales presentation and is the basis for consultative selling.
2. Asking open-ended questions allows the customer to talk about his or her needs.
3. Do not directly ask about his or her price range. Instead, ask about the rug's intended use to gain clues about how much he or she expects to pay.

Academic Skills

4. $400; $1,500 ÷ 4 = $375; $375 + $25 = $400
5. Answers will vary depending on the product used and should be in appropriate question format.