STE Unit 3

List the SIX steps in handling objections. (6 marks)

Describe FOUR ways on how to be a good active listener. (4 marks)

Define suggestive selling and describe THREE suggestive selling methods. (5 marks)

Define cross selling and list THREE cross selling methods. (5 marks)

List the SIX steps in the sales process. (6 marks)

What is a canned presentation? (4 marks)

What is the difference between up-selling and cross-selling? (2 marks)

Give an example of upselling in a restaurant. (2 marks)

List TWO common upselling methods. (2 marks)

Describe TWO sales presentation techniques. (4 marks)