Perfume and cosmetics salespeople sometimes offer customers a premium, such as a makeup bag or small bottle of perfume with a purchase. This offer is part of a service close.

As a customer leaves a shop, the salesperson should thank him or her even if the customer has not made a purchase.

A salesperson can continue with the sales process if a trial close fails in a retail setting.

Suggestion selling benefits the salesperson, the customer, and the company.

When a customer is having difficulty making a buying decision, what should the salesperson do?

What does “up-selling” mean when using suggestion selling?

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

Colin sells camping gear at Northwestern Adventures. Just before he writes up a customer’s purchase, he shows the customer the store’s newest merchandise, particularly items that relate to the customer’s purchase. What method is Colin using to sell additional merchandise?

What type of sales close would a customer view as a pressure tactic?

“Would you like to look at other merchandise? We’re having a weekend sale right now,” is an example of suggestion selling that communicates sales ____________________.

“How would you like to pay for this—with cash or credit?” is a question to be used during a(n) ____________________ close.

One helpful technique for closing the sale is a dramatic product ____________________.

Courtney owns an art gallery. Recently, she heard a customer say, “This landscape painting will be perfect for the north wall in my dining room.” The customer’s comment represented a ____________________ signal.

Jill is rarely successful at suggestion selling because she usually asks customers, “Will that be all for you?” She needs to be more ____________________ with her suggestions.

A salesperson should not pressure a customer into making a buying decision because it might trigger an ____________________.

Ongoing communication with customers is facilitated through e-mail, ____________________, online support, retail and vendor services, and customer training.

Jason at Your Other Car Used Auto Sales always calls a customer three weeks after the customer has purchased a car to see if he or she is satisfied with the car and service. This call is an example of ____________________.

Hotel room questionnaires that ask guests to rate services help hotel management to ____________________, which helps solidify relationships with customers.

helpful for future sales

encouraging a customer to decide between two items

can be used when the price of a product will soon increase

to analyze what has occurred

reinforce a customer’s buying decision

offering a customer a payment plan for a purchase

used when the buying signal is strong

suggesting related merchandise

a first attempt to get a customer’s agreement to buy

leave an opening for returning sales calls; the way to succeed

When a customer acts and speaks as if the product is already theirs

Comments, facial expressions, non-verbal communication, and actions

"I have a perfect place for this in my living room"

If a man buys a suit and the sales person recommends a shirt, tie, and a belt that would go well with it.

The close of the sale can happen at any point during the sales process, not just the end

"How would you like to pay for this-cash or credit?"

What kind of closing strategy is being used?

What kind of closing is happening when you show a customer 2 different pairs of shoes and ask them which one they prefer?

When a customer is having difficulty making a buying decision, what should the salesperson do?

Brian sells camping gear. Just before he writes up a customer's purchase, he shows the customer items that relate to what the customer purchased. What method is he suing to sell additional merchandise?

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

Joshua from the Honda World calls calls a customer 2 weeks after the customer purchase a car to see if everything is going well. This call is an example of

A salesperson should stop with the sales process if the trial close fails to produce a willingness to close the deal.

Perfume and cosmetic salespeople sometimes offer gifts of small perfume bottles or makeup. This is part of what kind of close?

What does "up selling" mean when using suggestion selling?

A couple is having a difference of opinion on which house to purchase. Their real estate agent should take that as a sign of readiness to buy the home.

Tom wants to buy a car from you but does not have the money. You offer him a payment plan for purchasing. What close technique are you using?

You tell a customer that the house will probably not be available to buy in a week because it is located in a very desirable location. What close technique are you using?

The time for suggestion selling is

An initial effort to close a sale is an example of a ______________________________________

The key to closing the sale is the customer's readiness to buy.

A closing method in which you ask for the sale is _________________________