DECA Prep Mini Unit - Selling

DECA Prep Mini Unit 5
Instructional Area: Selling
Textbook Reference: Pages 256-356

Key Terms: personal selling, rationale motive, emotional motive, product feature, customer benefit, prospect, referral, endless chain method, objection analysis sheet, CRM, COD, UPC, POS, FOB, PO
Key Concepts: feature-benefit selling, steps of the sale, methods of approach, methods for determining needs, techniques for an effective product presentation, five buying decisions on which common objections are based, four-step process for handling objections, methods for handling objections, rules and methods for closing the sale, rules for effective suggestion selling, strategies for maintaining and building clientele

Assessment Activity:
Come up with an acronym/rhyme to help you to remember the seven steps of the sale.

Approach the customer
Determining needs
Presenting the product
Overcoming objections
Closing the sale
Suggestion selling
Relationship building
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Create a feature/benefit chart (page 262), as well as an objection analysis sheet (page 302) for a product of your choice.


Extension Activities (optional; can be submitted for extra credit):

All found at http://www.glencoe.com/

Unit 5 Selling
Practice Quizzes, Interactive Tutor, E-flash cards – Chapters 12-16