Ch.15 Flashcards
Creating a means of maintaining contact with the customer after the sales
Relationship Building
The process of obtaining a positive agreement from the customer to buy
Closing the sales
Suggesting additional merchandise or services that will save your customer money
Suggestion selling
The things customers do or say to indicate a readiness to buy
Buying signals
An initial effort to close a sale
Trail close
A method of closing a sale that encourages a customer to make a decision between two items
Which close
A method of closing a sale that is used when a product is in short supply or when the price will be going up in the near future
Standing room only
A closing method in which a salesperson asks for the sale
Direct close
A way to close a sale in which a salesperson explains services that overcome obstacles or problems
Service close
