Sales Approaches & Closing
Greeting, service, and merchandise are types of this.
Approaches
Give a common type of objection
Price, need, product, and time are examples of this.
partial refund offered after purchase
Rebate
The study of how people and nations manage limited resources.
economics
The process of promoting, selling, and distributing a product or service.
marketing
Use this approach when the customer seems unsure or open to suggestions
service approach
A way to get around objections by using your own experience with the product
Testimonial
game of chance used to promote a product
Sweepstakes
Large scale decisions in the economy
macroeconomics
A tool used to identify strengths, weaknesses, opportunities, and threats.
SWOT analysis
2 part answer:
This highlights what the product does; this explains how it helps the customer
Feature - Benefit
This closing technique gives up something small to make the sale.
concession close
promotion requiring skill or effort to win
Contest
A condition where wants exceed the resources available.
scarcity
A quick and persuasive 30 second summary of a product, business, or idea.
Elevator pitch
This closing technique focuses on something handmade or one-of-a-kind
artisan close
This closing technique encourages buying at a specific time for a reason
best time close
reduced price used to encourage purchases
Discount
Because of limited resources, people must make choices and give something up
Tradeoffs
Vague words like “helps,” “virtually,” or “may” used to mislead in advertising.
weasel words
This closing method gives the customer two options so they feel in control.
choice close
This part of the process includes checking stock and removing barriers before the sale.
pre-approach
reward or benefit offered to influence action
Incentive
Give one cost and one benefit for going to school
Answers may vary
4 P's of the Marketing Mix
Product, Price, Place, Promotion