Level 2 Certificate in Retail Knowledge - Unit 2

Level 2 Certificate in Retail Knowledge- Unit 2 Understanding the retail selling process (A/502/5806)

The Learner will:

  1. Understand the 5 steps of the selling model

The Learner can :

  1. Outline the 5 steps of the selling model
  2. Explain why an effective rapport needs to be created with customers.
  3. Explain the importance of effective questioning to the sales process.
  4. Explain how linking benefits to product features helps to promote sales.
  5. Explain why products must be matched to customers’ needs.
  6. Explain the importance of closing the sale.

Use the information sheet from Tesco and your own research to help you answer the questions above.

The Learner will:

  1. Understand how questions are used to identify customers’ needs.

The Learner can:

  1. Define ‘open’ and ‘closed’ questions and state the purpose of each in the selling process.
  2. Define what is meant by ‘probing’ questions and state the purpose of these in the selling process.
  3. Identify questions which can be used to establish sales opportunities.

We will work together on these questions and use some help sheets and PPTs.

Level 2 Certificate in Retail Knowledge- Unit 2 Understanding the retail selling process (A/502/5806)

The Learner will:

  1. Understand the benefits and uses of product knowledge.

The Learner can:

  1. Explain how comprehensive and up-to –date product knowledge can be used to promote sales.
  2. Describe how the features and benefits of products can be identified and matched to customers’ needs.
  3. Describe a  range of methods for keeping product knowledge up-to-date.

Do a PPT to answer the questions above – present to your peers

The Learner will:

  1. Understand how sales are closed

The Learner can:

  1. State what is meant by a ‘buying signal’ and describe the main buying signals the salesperson needs to look .
  2. Describe the main ways of closing sales.

Add the information/ answers for 4.1/4.2 to the PPT you did for part 3 (above)