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

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

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Answer 1-100

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Answer 1-200

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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

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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