Chapter 15: Closing the Sale

jazzydoeΛογισμικό & κατασκευή λογ/κού

30 Οκτ 2013 (πριν από 3 χρόνια και 7 μήνες)

80 εμφανίσεις


Closing the sale: is obtaining an agreement to
buy from the customer.


A.


1.
the things customers do or
say to indicate a readiness to buy.


2.
is an initial effort to close a sale.


B.


1.
Recognizing Closing Opportunities


2.
Help Customers Make a Decision


3.
Create Ownership Mentality


4.
Do Not Talk Too Much and Do Not Rush








1.

encourages a
customer to make a decision
between two items.




2.
is
used when a product is in short
supply or when the price will be
going up in the near future.




3.
is a method in
which you ask for the sale.




4.
is a closing
method in which you explain
services that overcome
obstacles or problems.




5.
takes place in an industrial
selling situation.




6.
takes place in a retail selling
situation.




1.
For
example
-

Make a graceful exit, leaving
the door open for future sales.


2.
success comes from
the result of training, apprenticeship, and
experience.


Consider your future
:


Does the idea of working on 100%
commission turn you on or turn you off?


Factors to mull over




High risk = high reward (?)


The harder you work, the more $ you make



We will talk about this in 5 minutes!


Chapter 15.2 Notes


Extension Assignment




Quiz on Thursday! (4/14)


Prep for test on Thursday! (4/14)


Chapter 15 Test on Monday! (4/18)


Shark Tank Project Assigned on Monday! (4/18)


5 class periods (450 minutes or 7.5 hours to work on
this!)


Chapter 16 Extra Credit Test on Tuesday (4/19) or
Thursday (4/21) during lab!

is selling
additional goods or services to
the customer.


1.
Use suggestion selling
after

the customer has made a
commitment to buy but before
payment is made or the order
written.


2.
Make
your recommendation
from the customer’s point of
view and give at least one
reason for your suggestion.



C.
(continued)


3.
Make the suggestion definite.


4.
Show the item you are
suggesting.


5.
Make the suggestion positive.

D.

Up
-
selling, cross
-
selling, special
sales opportunities


1.
Offering Related Merchandise


2.
Recommending Larger
Quantities


3.
Calling Attention to Special
Sales Opportunities



1.
Order Processing


2.
Departure


3.
Order Fulfillment


4.
Follow
-
Up


5.
Customer Service


6.
Keeping a Client File


7.
Evaluate Your Sales Efforts




involves
finding customers and keeping
them satisfied.




1.
Customizing for their business.




2.
IBM helped the National
Geographic Society with its own
photography e
-
commerce site.



3.
Amazon.com’s practice of collecting
information about customers’ book purchases
and then e
-
mailing personalized information
about promotions and merchandise within the
customer’s established range of interest.


4.
Informing customers of sales by using e
-
mail.


5.
E
-
mailed questionnaires with prize entries.



Assignment


List out one strength and
one weakness of each idea that is
presented!


Due at the end of the hour!


Think of a time when you have “closed a sale”
in life. (i.e., gotten someone to say “yes” to go
to prom with you, convinced a coach through
your play that you should make the team, etc.)


Write a one
-
page paper (TNR, 12 pt., DS) comparing
and contrasting that situation to tactics that are used
to close a sale in a business setting.





Note: We will begin our Parkway North Shark
Tank project next week!! (Be ready!)