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Terms in this set (12)
Closing the sale
Obtaining an agreement to buyfrom the customer
Things customers do or say to indicate a readiness to buy
Facial expressions, body language, or comments
An initial effort to close the sale
Encourages a customer to make a decision between two items.
"Which one do you prefer?"
Used when a product is in short supply or when the price is going up in the near future
"I'm sorry, but if you don't buy now I can't promise that the cost will be the same next time"
Method in which you ask to close the sale
"Can I assume you're ready to check out?"
"If so, we'll just need to talk about the quantity that you need."
Closing method in which you explain services that overcome obstacles or problems
Gift wrapping, a return policy, layaway, warranties
Selling additional goods or services to the customer Suggesting batteries for a children's toy
A sales representative may suggest buying larger quantities of goods for additional discounts
"If you buy one more you'll get $5.00 off!"
The sales representative may suggest related merchandise to the retail buyer.
Laces or shoe inserts for tennis shoes
Special sales opportunities
When a manufacturer runs a special promotion on products or wants to introduce a new product
Typically announced by sales people
"Hi! Welcome to Old Navy! The entire store is 50% off today!"
Customer relationship management
Finding customers and keeping them satisfied Developing relationships including leads, sales support, customer service, etc.
Sets with similar terms
Marketing Chapter 15
Chapter 15: Closing the Sale
Marketing Essentials Chapter 15
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