January 10th, 2018
6 steps in the sales process
Create a chart showing each of the 6 steps in the sales process: 1. Approaching the Buyer, 2. Investigating Needs, 3. Demonstrating Capability, 4. Negotiating Concerns, 5. Gaining Commitment, 6. Post Negotiation Strategy
◦Briefly explain what happens in each step.
◦Explain what the expectation of the buyer is in each step.
•Once you have created a chart, write a fictitious scenario that illustrates all 6 steps in the sales process.
◦Identify a hospitality provider.
◦Identify a buyer and his or her needs.
◦Provide dialogue for both the buyer and the seller.
•Be sure to cite all sources in APA format.