Marketing Essentials Chapter 15

Initial effort to close the sale is called the Direct Close

• True
• False

At the Holiday Inn Hotel, you will find a questionnaire in your room to be filled out about your stay.  This after the sale activity is known as a(n) 

• Evaluation
• Follow-up
• Phone Call

“This hat and scarf will look great with the coat you’re purchasing” is an example of suggestion selling called offering _______________________ merchandise.  

• Up-selling
• Cross
• Related

___________ involves strategies businesses use to stay close to their customers

• CRM
• Suggestion Selling
• Buying Motive

_______________________ is a closing method that encourages a customer to pick between two items.

• Standing Room Only
• Trial
• Which Close

Suggestion Selling is selling customers items that will save them time and money or make the original purchase more enjoyable.

• False
• True

Lana sells upscale casual wear at Northeastern Adventures. Just before she writes up a customer’s order, Latasha shows the customer the store’s newest merchandise, particularly those items that coordinate with the customer’s purchases. What method is she using to sell additional merchandise? 

• developing and nurturing relationship marketing         
• offering related merchandise   
• recommending larger quantities
• calling attention to special sales opportunities

What is the easiest and most effective method of suggestion selling? 

• recommending larger quantities           
• calling attention to special sales opportunities
• making a positive suggestion
• offering related merchandise

During what stage of selling should you educate a customer about the special care or special instructions an item requires? 

• Close
• Follow-up
• Departure
• Evaluation

What should the salesperson do when a customer is having difficulty making a buying decision? 

• explain the characteristics of each product being considered
• stop talking about the product
• stop showing additional merchandise
• encourage the customer to be impulsive