Belmira Machado
Lakshya Kaushal
Xander Jacques

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Characteristics of an Effective Approach
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Respectful and Courteous
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Sincere
Enthusiastic
Timed Properly
Types of Approaches
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Greeting
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Service
Merchandise
Combination

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Encourages the customers to talk about their wants and needs.
Examples:
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“What did you like about the product?”
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“How do you plan to use this?”
“Would you change anything about this product?”

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Used by the salesperson to confirm their understanding of the customer’s wants and needs.
Examples:
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“So red is your favorite color?”
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“Since you prefer sweatshirts over long-sleeved shirts,…”

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Facts about the product
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Construction
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Materials
Workmanship
Uses
Prices
Safety Features
Etc.

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Benefits of using a certain product.
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The personal satisfaction that a customer wants from the product. (Buying Motives)
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Why do we want the product?

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Goals
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To create customer interest and desire for your product.
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To prove what you’re saying about your product.
To involve the customer in the sales process.

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Eleven Rules of Product
Demonstration
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Handle product with respect
Creatively display each product feature and benefit.
Continue to ask questions of the customers
Use dramatic action
Show the product in use
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Use descriptive accurate and Interesting vocab
Show enthusiasm for the product
Anticipate interruptions
(Have a planned presentation)
Use selling aids in presentation
Practice, practice, and practice
Involve the customer in the presentation

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An objection is a reason not to buy.
Types of objections are
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The cost
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The product
The company
The time to buy

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The Key to Success in
Overcoming Objections
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Anticipate the objection and having a planned response.
Other Guidelines
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Listen actively and closely
Pause
Empathize
Don’t argue
Be honest
Deliver
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Methods of Overcoming
Objections
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“Yes, but…”
The Boomerang
Deny the Objection
The Question Method
Show ‘em Method
Testimonial
“Try It” Method

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Closing is encouraging the customer to make a buying action.
Buying Signals
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Indications that the customer is ready to buy.
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Methods of Closing
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Ask for the sale
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Assume the sale is made
Build a series of “yes” questions
Summarize selling points.
“what if…” method
Land chance to buy method
Standing room only
Narrow the choice

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The recommendation of products to satisfy new customer problems because they bought your product or service.

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Public Relations: The profession or practice of creating and maintaining goodwill of an organization's various publics (customers, employees, investors, suppliers, etc.), usually through publicity and other nonpaid forms of communication. These efforts may also include support of arts, charitable causes, education, sporting events, and other civic engagements.
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Publicity: Type of promotion that relies on public relations effect of a news story . The main objective of publicity is the creation of an image through editorial or 'independent source' commentary. While the publicist can control the content of the story, they may not have any control over its placement or interpretation by the media.

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Social Responsibility: The obligation of an organization's management towards the welfare and interests of the society in which it operates.
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Example: The LVHS DECA store could do many civic activities for our school including creating discounted tshirts for our biggest sporting events, giving a percentage of merchandise should on show nights to the drama department, or creating special merchandise for the drama department for them to wear during the week of their show to advertise.
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The main benefit of doing civic activities within the school is that in turn, it will help maintain the relationship between
DECA and the other groups within the school.

Employee: Good morning! What brings you into the store today? What are you particularly looking for within the store?
*Customer replies* Example: “Looking for a sweatshirt.”
Employee: For what occasion would you be wearing the sweatshirt for? What type of material do you prefer? Would be wearing it mainly for comfort or for work?
Customer: Need it for the winter. I mainly will be wearing it to school but I would like to keep warm.

Employee: Well we’ve got a variety of sweatshirts. This particular sweatshirt is 100% cotton, very durable, can soak up a little bit of water if it is raining. Its got an adjustable hood that you could wear over your head allowing you to trap the heat. The sweatshirt also has comfortable material on the inside allowing you to stay comfortable and not get itchy.
Customer: How much are they?
Employee: 34.00
Customer: It’s a little pricy

Employee: Indeed it is pricy but it will last longer than most other sweatshirts you have. It also is spirit wear so you would be wearing it quite often when coming to sporting events or any normal events within the school.
Customer: I guess it will be worth the money since it will last long
Employee: Should I ring you up?
Customer: Yes please.

Employee: Would that be cash or credit?
Customer: Credit
Employee: Now along with the sweatshirt, sweatpants would go very well with the sweatshirt and would keep you even more.
Would you be interested?
Customer: Maybe another time, thank you though
Employee: No problem.