Question 1

I picked a furniture store named Fortune Furniture. I picked the store because it is widely known

by the residents of the city for being affordable and producing quality furniture. I have also

shopped at the store before. The furniture store is strategically located near the main highway

that is used by lots of people. When I immediately entered the store, the sales person rushed to

meet me.

Question 2

The sales person greeted me politely and asked how she could help me. I said that I wanted to

purchase a bed. The sales person inquired the size of bed that I needed and my budget for the

bed. On responding to the questions, the salesperson informed me that there were several beds

that would suit my needs on the budget that I had proposed. The salesperson knew a lot about the

store, she even offered me a bed side lamp stand at a cheap price.

Question 3

After the greetings, the sales lady took time to introduce herself. Her name was Miss Clara. This

captured my attention. I introduced myself before saying what I wanted to purchase. She asked

whether I had earlier shopped at the Fortune store and what kind of experience I had. The sales

person was using the element of interest. She took time to listen and apologized for a desk that

was delivered late when I shopped at the store. Due to her politeness I had desire to shop at the

store again.
Question 4

The sales lady made good use of the selling process. First she took time to connect with me. She

made the first impression because she wanted to create a relationship between the buyer and the

seller. She then identified my needs. She knew the solutions to my problems. She has knowledge

of other materials of the store. The sales lady got me interested in the buying the bed and the

lamp stand. The sales presentation was interesting and attractive. She listened as I asked for a

discount on the bed. She interpreted why the discount was too large correctly without arguing.

Question 5

The whole personal selling process seemed professional. The sales person was polite and

captured my attention. I saw the AIDA approach completely in her style of making sales. The

selling process was well thought off as if she had several years of experience in doing it. The

step of approach was great; from introduction to closing of the deal.

Question 6

If I were the sales person I would ask a few warm up questions for the approach. The salesperson

was direct to the point. At first I was nervous when she asked my name. I would also do a follow

up on the items sold. Follow up ensures that customers are retained.