Company name LULULEMON ATHLETICA

10 Steps of the Sales Process (40 marks approx. 1000 Words)

For each step, please provide a minimum of 1 example

1. Prospecting

• Describe how you will find your customers.
• What your prospecting method will be.
• How you will connect with the prospect.

1. Pre-approach

• Describe the method you will take when preparing for your approach.
• Define and outline your strategy, plan, and end goal.

2. Approach

• Describe your sales approach techniques and method you will use to capture the attention of the prospect.
• How you will go about stimulating their interest.
• How you will transition into the sales presentation.

3. Presentation

• Define the strategy tools you will use in your sales presentation.
• Apply the FAB approach to assist the buyer in making an informed decision.
• Determine and discuss your selling proposition.

4. Trial Close

• Describe how you will transition to the trial close.
• Identify and explain 2 examples of how you would be able to gauge the prospects interest.

5. Determine the Objections

• Based on the product you have selected, identify 2 potential objections your customer may have
• How would you go about showing your understanding of these objections?

6. Meet Objections

• How would you go about overcoming these objections?

• Using a feature, advantage and benefit of your product, identify how you would go about overcoming each objection

7. Close

• Describe your final sales pitch.
• How would you go about closing the deal?
• Provide at least 1 example of the sales technique you would use to sell me on your product.

8. Follow Up

• Provide at least 1 example of the follow up technique you would use.
• Define how this might positively impact the customer.