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Click Once to BeginJEOPARDY!A game show template
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JEOPARDY!
100 100 100 100 100 100
200 200 200 200 200 200
300 300 300 300 300 300
400 400 400 400 400 400
500 500 500 500 500 500
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