Selling
Commission, salary and combination
What is how is the salesperson is paid?
The salesperson asks how he/she can be of service.
What is service approach?
What motivates people to buy a product or service?
Excuse and objections.
What are the two types of customer objections?
Point out product benefits that best fit the customer needs, explain facts in terms the customer can understand, and demonstrate the product.
What is methods used to fulfill customer wants and needs?
Sells to retailers.
What are wholesalers?
Greet the customer with a pleasant salutation and use their name if known. Be direct and straight forward and take control of the conversation.
What is greeting approach?
Provide facts about the product patiently and thoroughly in order to reassure the customer.
What method to use with an indecisive customer?
The customer feels the product does not fit his/her needs. Help the customer analyze their needs and help them consider the benefits of the product?
What is need?
Ask direct questions and give clear answers, observe what merchandise the customer looks at, watch the customers facial expressions for clues or reactions to the sales presentation, and listen carefully to what the customer says.
What is methods used to determine customer wants and needs?
Types of businesses that employ salespeople.
What are retailers, wholesalers, and manufacturers?
Listening, reading, and writing.
What communication skills are needed in the field of sales?
Let the customer confirm the facts. Do not compete or argue with the customer.
What method to use with a Know-it-all customer?
The customer thinks the price is too high. Show less expensive products. Explain increase in quality and type of construction.
What is price?
The best way to handle a dissatisfied customer is to not create one. Make sure that any applicable warranty is thoroughly understood. Avoid selling a customer a product that does not fit their needs.
What is how do you prevent a customer from being dissatisfied?
Items that you can see and touch such as seed, machinery, and buildings.
What are tangible products?
Outgoing personality, have tact, be courteous, have initiative, persistence, good health, personal grooming, and ethical standards.
What personal skills are needed to be a good salesperson?
Attention, interest, desire, and action.
What are the four steps that most people go through when making a purchase?
The customer is concerned about the service. The salesperson should be able to guarantee good and fast service.
What is service?
Not providing service on a previous sale, a competitor offers a better deal, no one convinced the customer to buy, use of high-pressure sales tactics, and/or salesperson had a poor attitude.
What is why do some customers not return?
The transaction that occurs when someone exchanges services or goods for a valuable medium such as money.
What is selling?
What technical skills are needed in the field of sales?
Prospective customer, customer, casual visitor, and customers with complaints.
What are the different kinds of customers?
Get a clear understanding, don't tell the customer they're wrong, restate the objection, and turn objections into advantages.
What are general rules for handling customer complaints?
Reassure the customer, make sure the customer receives a receipt, make the necessary arrangements for delivery, suggest other items that might be related to the purchased item, and follow up the sale by contacting the customer later to determine their level of satisfaction.
What do you do after the close?