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Advanced Fashion: Standard 6 Selling

Advanced Fashion: Standard 6 Selling. Created by: Kris Caldwell Timpanogos High School. Selling. Rational Buying Behavior: Involves logical thinking and decision making. Emotional Buying Behavior: Based on feelings.

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Advanced Fashion: Standard 6 Selling

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  1. Advanced Fashion: Standard 6Selling Created by: Kris Caldwell Timpanogos High School

  2. Selling • Rational Buying Behavior: Involves logical thinking and decision making. • Emotional Buying Behavior: Based on feelings. • Nonpersonal Selling: The type of selling that does not involve interaction between people. • Personal Selling: The type of selling that involves direct interaction between sales associates and potential buyers by telephone or in person.

  3. Selling • Product Features: Physical characteristics of items. Ex: Fabric, construction, style • Benefits: Solutions that product features provide. Ex: comfort, saving money or time, safety, ease of care, higher social status. • Add-ons: A customer purchases an additional related item. • Trading up: A customer substitutes an item that is higher priced or of better quality.

  4. Steps of Selling • Approach • Determine needs • Present the product • Overcome objections • Close the Sale • Perform suggestion selling • Follow up

  5. Approach • Sales associate greets customer when they enter the store, usually by saying “hello”.

  6. Determine Needs • Learn as much as possible about the customer’s preferences in order to decide which products to show the customer. • Ask open-ended questions • Encourage customer to talk • Listen

  7. Present the Product • Translate features into benefits. • Customers buy benefits!

  8. Overcome Objections • Objections are concerns, hesitations, doubts, or other reasons a customer has for not making a purchase. • They might involve: price, product, timing, etc. • Use a positive approach

  9. Closing the Sale • Closing means that the customer agrees to buy the merchandise. • Observe the customer for signs they are ready to make a positive purchasing decision.

  10. Suggestion Selling • Selling additional goods or services to the customer. • It is a way to increase sales, including: • Add-ons • Trading-up • More than one • Special offer

  11. Follow-Up • After you close the sale, it is the beginning of the relationship building process. • Follow up with the customer • Build a rapport

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