1.3 Explain the importance of effective questioning to the sales x process 1.4 Explain how linking benefits to product features helps to promote x sales 1.5 Explain why products must be x matched to customers’ needs 1.6 Explain the importance of x closing the sale 2. Understand how questions 2.1 Define and ‘open’ ‘closed’ are used to identify questions and state the purpose of x customers’ needs each in the selling process 2.2 Define what is meant by questions and state the ‘probing’ x purpose of these in the selling process 2.3 Identify questions which can be used to establish sales x x opportunities 3. Understand the benefits 3.1 Explain how comprehensive and and uses of product up-to-date product knowledge can x x knowledge be used to promote sales 3.2 Describe how the features and benefits of products can be x x identified and matched to customers’ needs 3.3 Describe a range of methods for keeping product knowledge x 4. Understand how sales are 4.1 State what is meant by a closed signal’ and describe the ‘buying main buying signals the salesperson x x needs to look for 4.2 Describe the main ways of x closing sales Understanding how individuals and contribute to the effectiveness of a retail business 5 and Credit Value: 3 Answer working
1.3 Explain the importance of effective questioning to the sales process x 1.4 Explain how linking benefits to product features helps to promote sales x 1.5 Explain why products must be matched to customers’ needs x 1.6 Explain the importance of closing the sale x 2. Understand how questions are used to identify customers’ needs 2.1 Define ‘open’ and ‘closed’ questions and state the purpose of each in the selling process x 2.2 Define what is meant by ‘probing’ questions and state the purpose of these in the selling process x 2.3 Identify questions which can be used to establish sales opportunities x x 3. Understand the benefits and uses of product knowledge 3.1 Explain how comprehensive and up-to-date product knowledge can be used to promote sales x x 3.2 Describe how the features and benefits of products can be identified and matched to customers’ needs x x 3.3 Describe a range of methods for keeping product knowledge x 4. Understand how sales are closed 4.1 State what is meant by a ‘buying signal’ and describe the main buying signals the salesperson needs to look for x x 4.2 Describe the main ways of closing sales x Understanding how individuals and contribute to the effectiveness of a retail business 5 and Answer working Credit Value: 3
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