Reviewing Key Terms and Concepts

1.
Why is determining needs an essential step in the sales process?
Discovering your client's purpose for purchasing can aid you in the
following phase of the sale when you are assisting the consumer in
selecting the goods and you can also give other choices.

2.
How can you use open-ended questions to encourage customers to do
the talking?
Open-ended questions allow you to get qualitative responses from clients
who are generally rich in information. By asking this question, you let your
clients answer anything they want without restricting or influencing them
with predetermined replies.

3.
You are a salesperson in a rug store that carries inexpensive area rugs,
medium-priced area rugs, and costly handmade area rugs.
How would you determine your customer's price range?

In order to determine your customers' cost range, ask open-ended

questions about the item they are looking for. In business sales, the
Needs should be identified while evaluating a prospect. In retail sales,
needs should be determined during or immediately following the approach.

Integrating Academic Skills

Math

4.
Based on your analysis of the customer's needs, a premium of $1,500
per year is required for long-term health care insurance for your client.
Since your client cannot handle this yearly payment, you want to offer
A quarterly payment schedule. There is a surcharge of $25 per quarter.
For this service. What are the quarterly prices for this client?

($1,500 / 4 + $25)= $400 This is the quarterly price for this client.

Language Arts

5.
Use the product you used at the end of the last section to write five to
ten questions that could be used to determine a customer's needs in the
sale of that product.
First, let's define your search. Are you looking for a hoodie for yourself? as
well as the type of hoodie you're looking for? Which shop do you like to get
your hoodies from? Are there any particular requirements your hoodie
should have, what size you like wearing your hoodies in, and what color
would you like the buy this hoodie in? the inquiries should get more specific
as the conversation progresses.