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Template byBill Arcuri, WCSD
Click Once to BeginJEOPARDY!A game show template
Template byBill Arcuri, WCSD
JEOPARDY!
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Category
SellingCategory Selling 2
Category Selling 3
Category Selling Process
CategorySelling
Process 2
Category Selling
Process 3
Template byBill Arcuri, WCSD
Answer 1-100
Template byBill Arcuri, WCSD
Answer 1-200
Template byBill Arcuri, WCSD
Calling customer 2 weeks after a sale of a car to see
how they were enjoying the purchase
Follow up
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If a item is out of stock a good sales person will attempt to
meet the customers need by offering a…..
Product Substitution
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Straighten up, cleaning and restocking is what step in the
selling process?
Preapproach
Template byBill Arcuri, WCSD
Any form of direct, personal communication between a
salesperson and a prospective customer.
Selling
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Matching the characteristics of a product to a customer’s
needs and wants
Feature-benefit selling
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Consumers have conscious, logical, well thought out
reasons for making purchases. Example:
Purchasing a hybrid vehicle because of increased gas
mileage.
Rational
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Feelings experienced by the customer through association
with a product. Example: Buying a loved one a
Valentine’s gift
Emotional
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Takes place when a customer has had no previous
experience with the item.
Extensive
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To form by instruction, discipline, or drill.
Daily Double!!!
Training
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The first step in the sales process
Approach
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Step three in the sale proccess
Present the product
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The salesperson asks the customer if they need help
Service Approach
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The salesperson uses two or three of the service, greeting, or merchandise approaches
Combination approach
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A legitimate reason, doubt, or hesitation a customer has for
not making a purchase.
Objection
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A reason a customer will not buy or speak to a salesperson
Excuse
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the objection back to the customer as a selling point.
Boomerang
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Initiating and obtaining an agreement from the customer
to purchase a product.
Closing a sale
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watch for facial expressions, body language, and listen to
comments.
Buying signals
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Suggest the customer choose between two items
Which Close
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Test the readiness of the customer to buy.
For example, “Is this a gift for someone?
Trail close
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Asking for the sale. This method is most effective when
the buying signals are very strong
Direct
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Selling complimentary or additional goods or services to the customer that would make
the original purchase more enjoyable.
Suggestion selling
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Offering related merchandise. For example, the customer has committed to buying a
pair of sneakers
Cross selling
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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
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merchandise is removed from stock and held until the customer pays for it.
Layaway sales
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an agreement that allows the customer to take the
merchandise home, for further consideration
On approval sale
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a customer pays for the merchandise upon delivery. These are not as efficient as other types of transactions
Cash-on-delivery
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Funds are immediately withdrawn from the
customer’s bank account
Debt Card