Please enable JavaScript.
Coggle requires JavaScript to display documents.
3-The Selling Process (Retail Selling Process (APPROACH (service approach …
3-The Selling Process
-
-
Retail Selling Process
PROSPECT
When a customer enters a store, an alert salesperson will watch a customer for a few seconds and try to gain information on what the customer is looking for.
-
INTERVIEW
A salesperson must listen carefully in order to select the best features of the product you will present to the customer.
-
PROPOSAL
Spent time thinking up ways to tell a customer a feature in terms of how it will benefit him. This is called giving the customer the “Benefit” of the product.
NEGOTIATE
To overcome this objection, a salesperson may suggest alternative to the product i.e. different flavor, different dosage form or help customer to improve compliance.
When a customer gives a salesperson an excuse, he is saying he is not really interested in buying today. A professional salesperson will recognize excuses over objections and realize he needs to move on to the next customer.
CLOSING
Upselling
salesperson may offer a more-expensive product, suggests an upgrade or convince the customer to purchase add-ons.
Cross-selling
act of offering customers additional items that will go well with the one they are purchasing. To cross sell, items that complement a product are suggested to go along with it.
-
WWHAM PATHWAY
tool commonly used in pharmacy to support both pharmacists and pharmacy assistants in opening up a conversation with patients and finding out more about their condition
-
-
-
–What Action has been taken already? This will avoid recommending the same product that a customer has already tried.
-