Page 45 - Consultative Selling
P. 45
MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS
The following are the steps involved in the ‘Sales Process’:
Acquiring Product/Merchandise Knowledge
Studying the Customer
Approaching the Customer
Understanding the Need of Customer
Presenting the Merchandise
Overcoming Resistance
Suggestive Selling
Consuming the Sale
Consultative Selling - A new
2/5/2019 45
Approach
