| A | B |
|---|
| Product Features | Physical characteristics of an item |
| Question Technique | A technique of handling objections in which the customer is questioned in an attempt to learn more about the objection(s) raised |
| Rain Check | A certificate that entitles the customer to buy an out-stock advertised special at later time at the same advertised price |
| Rational Motives | customer reasons for bying based on logical thinking and decision-making |
| Return | Merchandise returned for a refund or credit on account |
| Sales transaction | The process of recording a sale and presenting the customer with proof of paymeant |
| Service Close | The method of closing the sale that explains service that overcome obstacles or problems |
| Special offers | Additional item that can be obtained as a result of purchasing an item |
| Standing Room Only Close | The method of closing that used when a product is in short supply or when the price wll be going up in the near future |
| Suggestion Selling | A method of increasing sales by encouraging the customer to ad items to the prginal purchase |
| Superior point | A technique of handling objections in which the salesperson acknowleges objections as valid, but offsets them with other features ans benefits |
| Third Party | A technique of handling objections that uses a previous customer or another neutral person who can give them a testimonial about the product |
| Trading up (Up-selling) | Suggesting a substitute item that is higher priced, of better quality, or more economical for the custumer than item originally requested |
| Trial close | The salesperson's initial attempt(s) to close the sale |
| Undecides Customers | Customers who need an item but want more information before making a purchase |
| Uneven Exchange | An exchange transaction in which the replacement merchandise sells for more or less than the returned merchadise |
| which close | A mwthod of closing the sale tha encourages a customer to make a decision between two item |
