Title: Demonstrate the selling process through the steps of the sale.
Course: Fashion Marketing (12153-I) > Section: Developing Customer Service and Personal Selling Skills

Demonstration should include the following steps:

- Prepare for the sale (i.e., review product knowledge, customer buying motives, merchandise preparation).
- Approach the customer.
- Determine the customer's needs.
- Present/demonstrate the product.
- Overcome any customer objections.
- Offer additional products through suggestion selling.
- Close the sale.
- Follow up with the customer.

Process/Skill Questions:

- What are examples of proactive selling techniques?
- How can sales aids assist in demonstrating a product?
- How can an effective salesperson tell when the time is right to close a sale?
- How can a sales associate establish rapport with a customer?
- What are some reasons a salesperson should follow up with the customer?