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SPANCΟ is a systematic sales process used by salespersons to convert a potential customer into an actual buyer and develop a continuing relationship with the customer. In retail marketing, the process helps salespeople understand customer needs, present suitable products, overcome objections, and complete sales effectively. SPANCO stands for Suspect, Prospect, Approach, Need Creation, Close and Order, and it represents the major stages through which a salesperson guides a customer. The first stage is Suspect. A suspect is any person or organisation that may have a potential need for the retailer’s product or service. At this stage, the salesperson identifies a broad group of possible _________ ________ ____ _______ ____ ___ ______ ___ ___ _________.
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