Questions and Answers
What are some benefits of suggestion selling?
Customer returns and sales increase, salesperson receives positive evaluations, customers are happy, cost of selling is less than the cost of making the original sale.
What is the term for selling additional goods or services to the customer?
Suggestion Selling
When do you use suggestion selling?
After the customer has made a commitment, but before payment is made.
What are some rules for suggestion selling?
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What are complimentary products you offer to sell?
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What is the term for recommending a higher priced product?
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Study Notes
Suggestion Selling Benefits
- Increases customer returns and overall sales
- Enhances salesperson's performance ratings
- Improves customer satisfaction and happiness
- Reduces the overall cost of selling compared to initial sales efforts
Suggestion Selling Defined
- Involves selling additional goods or services to a customer during the buying process
Timing for Suggestion Selling
- Used after a customer has made a purchasing commitment but before the payment is processed
Rules of Effective Suggestion Selling
- Frame suggestions from the customer's perspective and limit to one recommendation
- Ensure suggestions are clear and definite
- Physically show the suggested item to the customer
- Maintain a positive tone in communication
Cross-Selling Explained
- Refers to the practice of offering complementary products to enhance the customer's purchase experience
Up-Selling Explained
- Involves recommending a higher-priced product to increase the overall sale value
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Description
This quiz explores the concept of suggestion selling, highlighting its benefits and definitions. Perfect for sales professionals looking to enhance their skills, the flashcards cover when and how to implement suggestion selling effectively. Test your knowledge and boost your selling techniques with these key concepts.
