CH. 18 - PERSONAL SELLING AND SALES MANAGEMENT

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Product Knowledge

- Understand the features and specifications of the MacBook models being sold

- Stay informed of the latest updates, releases and promotions from Apple


Customer Identification

- Identify potential customers who would be interested in purchasing a MacBook.

- Understand the customers' needs and preferences for the product



Introduction & Greeting

- Approach customers in a friendly manner

- Introduce yourself and ask if the customer is interested in a specific product


Needs Assessment

- Ask the customer questions so you know what they're looking for



Product Demonstrations

- Showcase the MacBook's features and capabilities, emphasizing those that line up with the customer's needs.

- If possible, allow the customer to experience the device hands-on.

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