| A | B |
|---|
| closing the sale | process of obtaining a positive agreement from the customer to buy |
| buying signals | things customers do or say to indicate readiness to buy |
| trial close | an intial effort to close a sale |
| which close | method of closing a sale that encourages a customer to make a decision between two items |
| standing-room-only close | method of closing a sale that is used when a product is in short supply or when the price will be going up in the near future |
| direct close | closing method in which salesperson asks for the sale |
| suggestion selling | method of selling in which the salesperson recommends assitional goods or services to the customer |
| customer relationship management | (CRM) identifying & understanding customers to form a strong, long-lasting relationship |
| service close | a way to close a sale in which a salesperson explains services that overcome obstacles or problems |
