Putting jewelry in a glass case , and putting in on the customers hand is an example of what ?
Display and handling the product .
100
What is necessary for an effecetive product presentation ?
Planning .
100
The boomerang method brings the objection back to the customer as a what ?
selling point .
100
What is a need ?
Something you cannot live without .
ex. food, water , shelter .
100
What does the service approach do ?
Asks he/she needs assistance .
200
What is showing how the product works ?
Demonstrating .
200
Creatively displaying the product is the first step in what ?
eye-catching presentation .
200
What method is when the customer's objection is based on misinformation ?
Denial.
200
You can prepare yourself for most objections that might occur in a sales situation by completing a what ?
Objection analysis sheet .
200
What is one way to get the customer's attention ?
ASK QUESTIONS !
300
In giving the customer free samples of a product you are ?
Involving them .
300
What helps build a customers confidence ?
Demostarting the product .
300
A technique that permits the sales person to acknowledge objections as valid yet still off-set them with other features and benefits ?
Superior-point method .
300
Objections based on _______ source often occur because of negative past experiences with the firm or brand .
Source .
300
What are the do's about questioning ?
Ask open ended questions .
(Questions that have answers more than yes or no)
Ask clarrifying questions .
400
The goal of a sales presentation is to match customer needs to what ?
Features and Benefits .
400
Is it better to get a customer physically or emotionally involved ?
Physically .
400
Read the following excert .
Customer : "I can't see how this machine can save me $1,000 in operating costs the first year,"
Sales person: "Frank Smith, one of my customers , questioned the same point when he bought his machine a year ago . He now praisesits efficiency and says that his costs have gone down by $1,200. Here's a letter I recently recieved from him."
What method are they using ?
third-party method .
400
In telemakerting , overcoming objections become more difficult when you are what ?
face to face .
400
What are the five most important listening skills ?
Giving the customer undivided attention
Maintain eye contact
Do NOT intterupt the customer
Providing feedback
Open Mind
500
When you handle a product always demostrate _____ for what you are selling .
Respect .
500
What are 5 examples of sales aids ?
newspaper articles , audivisual aids , models , photographs , drawings , graphs , charts, specification sheets , customer testimonials , and warranty information .
500
What are the 4 steps in the four-step process for handling objections ?
Listen carefully
Acknowledge the objections
Resate the objections
Answer the objections
500
Objections based on _______ are more common with expensive merchandise .
Price .
500
What are the 7 steps of sale backwards?
7. relationship building
6.Suggestion selling
5.closing the sale
4.Overcoming Objectives
3. Presenting the product
2.Determining needs
1.Approaching the customer .