[PPT]No Slide Title · Web viewTemplate by Bill Arcuri, WCSD Click Once to Begin JEOPARDY! A game...

Template byBill Arcuri, WCSD

Click Once to BeginJEOPARDY!A game show template


JEOPARDY!

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Category

SellingCategory Selling 2

Category Selling 3

Category Selling Process

CategorySelling

Process 2

Category Selling

Process 3


Answer 1-100


Answer 1-200


Calling customer 2 weeks after a sale of a car to see

how they were enjoying the purchase

Follow up


If a item is out of stock a good sales person will attempt to

meet the customers need by offering a…..

Product Substitution


Straighten up, cleaning and restocking is what step in the

selling process?

Preapproach


Any form of direct, personal communication between a

salesperson and a prospective customer.

Selling


Matching the characteristics of a product to a customer’s

needs and wants

Feature-benefit selling


Consumers have conscious, logical, well thought out

reasons for making purchases. Example:

Purchasing a hybrid vehicle because of increased gas

mileage.

Rational


Feelings experienced by the customer through association

with a product. Example: Buying a loved one a

Valentine’s gift

Emotional


Takes place when a customer has had no previous

experience with the item.

Extensive


To form by instruction, discipline, or drill.

Daily Double!!!

Training


The first step in the sales process

Approach


Step three in the sale proccess

Present the product


The salesperson asks the customer if they need help

Service Approach


The salesperson uses two or three of the service, greeting, or merchandise approaches

Combination approach


A legitimate reason, doubt, or hesitation a customer has for

not making a purchase.

Objection


A reason a customer will not buy or speak to a salesperson

Excuse


the objection back to the customer as a selling point.

Boomerang


Initiating and obtaining an agreement from the customer

to purchase a product.

Closing a sale


watch for facial expressions, body language, and listen to

comments.

Buying signals


Suggest the customer choose between two items

Which Close


Test the readiness of the customer to buy.

For example, “Is this a gift for someone?

Trail close


Asking for the sale. This method is most effective when

the buying signals are very strong

Direct


Selling complimentary or additional goods or services to the customer that would make

the original purchase more enjoyable.

Suggestion selling


Offering related merchandise. For example, the customer has committed to buying a

pair of sneakers

Cross selling


Recommending larger quantities of merchandise at a lower price. This method is most effective when the

retail customer is purchasing inexpensive items, or when a B2B customer can take advantage of

lower prices or special deals.

Upselling


merchandise is removed from stock and held until the customer pays for it.

Layaway sales


an agreement that allows the customer to take the

merchandise home, for further consideration

On approval sale


a customer pays for the merchandise upon delivery. These are not as efficient as other types of transactions

Cash-on-delivery


Funds are immediately withdrawn from the

customer’s bank account

Debt Card

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