Question

When Benjamin purchased a camera at Best Buy, the cashier asked him for his home zip code. Which of the following approaches was Best Buy using to identify the trade area for the store?
A) Customer clustering
B) Residential research
C) Financial demographics
D) Geographic research
E) Customer spotting

Answer 1

Answer:

The correct answer is E) Customer spotting .

Explanation:

The detection of needs in the sale is the third step, of the six that must be taken to increase the possibilities of selling.

The detection of needs consists specifically in asking your client a series of questions that you have to have prepared in advance, in order to discover:

1. What are the real needs they have
2. If the products or services you have in your portfolio are suitable for what you need.

Not carrying out a correct detection of needs forces you to walk blindly and thus lose many chances of achieving success.

Keep in mind, that it is in this step where it is most important that you pay attention and listen to what the client has to say.