Marketing Essentials

Section 1: The Sales Process

After You Read Online Action

Key Terms and Concepts

1. All seven steps do not have to be followed in every sale. Some customers are pre-sold and know exactly what they want. Also, the salesperson may do such a good job matching products with a customer's needs that there are no objections.
2. In retail selling, the customers arrive in the store location. In business-to-business selling, sales people go to the customer's place of business to make a presentation. Also, a business-to-business meeting is usually made by appointment.
3. The merchandise approach immediately focuses attention on the product and gives the salesperson an opportunity to tell the customer about its features and benefits.

Academic Skills

4. $5.33; $15.99 ÷ 6 = $2.665 X 2 = $5.33
5. Answers may include merchandise approaches should point out the features of the product being sold.