Using words in a sales presentation that the average person can understand is called using __________ ________
What are LAYMANS TERMS
100
The advantage or the personal satisfaction a customer receives from a good or service is called a _____________
What is BENEFIT
100
Honest concerns, doubts, or hesitations about a product are referred to as
What are OBJECTIONS
100
The step in the selling process where the customer agrees to buy
What is the CLOSE
100
Words such as "you" and "your" and phrases that talk about the customer using the product in the future help to close the sale by creating this
What is OWNERSHIP
200
The physical characteristics or facts about a product or service are known as the
What are FEATURES
200
During the presentation, it is very important to overcome objections and determine the customer's ________
What are NEEDS
200
When the customer's objection is based on misinformation about the product
What is DENIAL
200
The actions that a customer does or says which indicate a readiness to buy are called
What are BUYING SIGNALS
200
The type of sales close used when stock is low on a product or when a temporary sale is about to expire is called the
What is STANDING ROOM ONLY CLOSE
300
When questioning a customer, don't ask too many questions at once. However, in order to get information from the customer, do ask these kinds of questions
What are OPEN-ENDED QUESTIONS
300
It is important for a salesperon to not only ask the custsomer questions but also to ____________
What is LISTEN
300
When you handle an objection by turning it into a selling point you are using the
What is BOOMERANG METHOD
300
The closing method used when the salesperson is so sure the customer is ready to buy, the salesperson asks for the sale
What is the DIRECT CLOSE
300
The initial attempt by a salesperson to capture a sale is called
What is a TRIAL CLOSE
400
The expression of oneself through only behaviors and body language-not through talking- is called
What is BODY LANGUAGE
400
Whenever possible, the salesperson should get the customer to be ___________ in the demonstration
What is INVOLVED
400
When a salesperson references previous customers and uses them as testimonials about a product or service during a sales presentation.
What is THIRD PARTY METHOD
400
Selling add-ons to a customer immediately after closing a sale is called
What is SUGGESTION SELLING
400
When a salesperson uses a method to close the sale that forces a customer to decide between two items. This is called the _______ close.
What is WHICH
500
When a salesperson is in direct contact with a customer. This is called _________________ selling
What is PERSONAL
500
A salesperson should always start with the middle priced product in a product line. This will allow them to trade ___ or _____
What is UP OR DOWN
500
When a salesperson agrees with the customer's objection that something about the product is not as good as another, but then offers additional information to out-do the others. The salesperson is using this objection handling method.
What is SUPERIOR POINT METHOD
500
The type of sales close used when a salesperson must overcome abstacles by explaining benefits offered by the business such as their return policy, warranties, premium offers, gift wrapping etc.
What is SERVICE CLOSE
500
The trend toward companies requiring their salespeople to stay in close contact with customer through after-the-sale activities is calle