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27 Cards in this Set
- Front
- Back
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Discovering the client's needs and wants is also called the ____________________. |
Diagnosis Phase |
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What does AIDCA stand for? |
A = Attention I = Interest D = Desire C = Conviction A = Action |
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Features should be _______, _______, and or ______. |
Hidden, Obvious, Unique |
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What is phase 3? |
Prescribing Solutions to needs/wants |
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What could phase 5 lead to? |
Repeat sales |
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What should you do before meeting with a client? |
Do some research. |
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The completion of a sale is largely determined by the first few ___________ that you spend with your customers. |
minutes |
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What is phase 4? |
Reaching Closure |
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Establishing relationships with customers is essential for ____________ salespeople. |
sugcessful |
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What are the two things that you must understand in order to make a sale? |
Understand the product and customer. |
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Assessing customer needs/wants is important because it _____________ the amount of time required to make a sale. |
shortens |
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What is the definition of selling? |
Direct, personal communication with prospective customers in order to assess needs and satisfy those needs with appropriate products and services. |
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List at least two disadvantages of personal selling. |
- Cost per customer - Time - Control - Skill |
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List at least two advantages of personal selling. |
- Information - Time - Flexibility - Feedback - Persuasion - Follow-up |
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One of the purposes of the fourth phase of the selling process is to identify customer resistance, or ___________. |
questions |
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What is the first phase? |
Establishing Relationships with Customers. |
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True or False Personal Selling is used with a complex product. |
True |
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True or False Features aren't the same as benefits. |
False |
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True or False You should never mention a competing product when you are trying to make a sale. |
False |
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List at least two good forms of greetings. |
- What brings you in today? - How did you hear about us? - Are you familiar with……? |
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True or False Qualifying involves gathering information to see which customers are most likely to buy. |
True |
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List the steps in the selling process. |
1. Approach --------Retail Selling --------Business-to-business selling 2. Determine needs 3. Demonstration 4. Answer Questions 5. Close the Sale 6. Suggestion Selling 7. Follow-Up |
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Identifying the remaining resistance is part of which phase? |
Phase 4 |
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Convincing a customer to buy a product is part of which phase? |
Phase 3 |
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Asking, listening, observing, and analyzing is part of which phase? |
Phase 2 |
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Reading the situation is part of which phase? |
Phase 1 |
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Increasing the confidence in the purchase is part of which phase? |
Phase 5 |
