| A | B |
|---|
| Encouraging a customer to make a decision between two items | which close |
| This close can offers customers a premium such as a free item | service |
| This ATTEMPT at closing a sale is helpful for future sales | trial close |
| The time for suggestion selling is______ the customer has made a commitment to buy but before payment is made | AFTER |
| When a customer is having difficulty making a buying decision, stop showing this | additional merchandise |
| “up-selling” means offering this during suggestion selling | larger quantities |
| stage of selling when the salesperson should educate a customer about the special care or special instructions an item requires | departure |
| Say this EVEN if a customer doesn't buy | Thank you |
| type of sales close that a customer views as a high pressure tactic | standing-room-only close |
| Telling customers about upcoming sales is a close that brings attention to these | sales opportunities |
| “Will that be cash or credit? is an example of this close | direct |
| a method for closing the sale is a dramatic one of these | product presentation |
| this item is going to be perfect in my home is an example of this | buying signal |
| suggestion selling needs to be this, not general | definite |
| This can be triggered if a salesperson pressures a customer into a sale | objection |
| communications with customers like facebook | social media |
| calling a customer after the customer after the purchase to see if he or she is satisfied | follow-up |
| anylzing what has occurred like using a questionnaire after the sale | evaluate |
| Building these with customers is helpful for future sales | relationships |
| encouraging a customer to decide between two items | which close |
| Can be used when the price of a product will soon increase | standing-room-only close |
| to analyze what has occurred | evaluate |
| step of the sale you should reinforce a customer’s buying decision | departure |
| close that could include offering a customer a payment plan for instance | service |
| this close is used when the buying signal is strong | direct close |
| another name for suggesting related merchandise | cross-selling |
| a first attempt to get a customer’s agreement to buy | trial close |
| A trait of successful salespeople | perseverance |
| Offering something that goes with the original purchase is this type of suggestion selling | related merchandise |
