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15_Whited_Ovalle
| Question | Answer |
|---|---|
| can be used when the price of a product will soon increase | standing room only close |
| a first attempt to get a customer's agreement to buy | trial close |
| the period in which a salesperson should try to reinforce a customer's buying decision | departure |
| techniques for nurturing customer relationships to analyze what has occured | relationship marketing |
| offering a cutsomer a payment plan for a purchase | perseverance |
| can be used when a customer has clearly indicated positive feelings about a purchase | evaluate |
| a short time when merchandise is discounted | service close |
| encouraging a customer to view a purchase decision as a choice betwteen tow items | direct close |
| The salesperson at the Car Agency always call a customer three weeks after he or she has purchased a car to see if the the customer is satisfied with the car and the agency's service. The calls exemplify the after-sale activty known as a(n)_______. | follow-up |
| Courtney owns an art gallery. Recently, she heard a customer say, "This landscape painting will be perfect for the north wall in my dining room." Courtney recognized the cutsomer's implied ownership as a buying ______. | signal |
| "May i write up your order now?" is the question to be used during a(n)______close. | direct |
| of of the most helpful techniques for closing the sale is a dramatic product ______. | presentation |
| John works in a coffe store where he sells coffe and coffe-making equipment.John is rarley succesful at suggestion selling because he usually ask "what else can i get for you?" john needs to be more_____in his sugestions. | direct leading specific |
| Often,hotel guest will find a questionare in their rooms that ask to rate the services they recieve from the hotel staff.The questionair help the hotel manegment in the aftewr-sale activity called____? | evaluation |
| A salesperson should not rush a customer into making a buying decison because, in a customer-orientated marketplace,ther salesperson's primary intrest should always be in a customer_______. | satifacation |
| "This brass lamp would look very elegnat on the coffe table you're purchasing," is an example of the suggestion selling method called "offering ________ merchandise." | related |
| Companies use relationship marketing strategies in order to encourage ___________________ buisness. | repeat |
| The sales close that should be used infrrequently because it can be viewed by the customer as a pressure tactic is the | standing room only close |
| Latasha sells upscale casual wear. Just before she writes up a customer's order, she shows the customer the store's newest merchandise. What method is she using to sell additional merchandise? | offered related merchandise |
| During what stage of selling should you educate a customer about the special care or special instructions an item requires? | departutre |
| What is the easiset and most effeiective method of suggestion selling? | offered related merchandise |
| What should the salesperson do when a customer is havng diffuculty making a buying decision? | stop showing additional merchandise |
| if a trial is a failure in a retail setting,the salesperson should continue with the product presentation | true |
| Encouraging a customer to make a decision between two items is an example of trial close. | false |
| many perfume and make-up salesperson offer customers a gift such as a make-upo bag or small bottle of perfume with a puchase.This offer is part of a service close. | true |
| As a customer leaves a shop, the salesperson should thank him or him even if the customer has not made | true |
| The time for suggestion selling is immediately before a sale is closed. | false |
Created by:
vhaun
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