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Anthony likes the khaki slacks but they must be dry cleaned he hesitates to purchase. The salesperson responds, Actually, these slacks are made with microfiber, so you can machine wash them and dry them on low . What objections technique is used?
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
An exchange transaction in which the replacement merchandise sells for more or less than the returned merchandise is a/an:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
George helps Roderick select two men’s dress shirts. After Roderick decides to purchase the shirts, George shows him matching ties. George is trying to increase the sale by using:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
The salesperson’s first attempt to get a buying commitment from the customer is which type of sales close?
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
Amy works at the cosmetics counter in a department store. Each time she performs a makeover for a customer, she records the information for future reference. Amy is using a/an:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
Jane works in the menswear department at Hecht’s. She sends a written letter to a customer who purchased a suit asking about his satisfaction with the alterations service. Jane’s PRIMARY reason for communicating with her customer is to:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
Juan is helping a customer with a purchase. The customer cannot decide which item to buy. At this point, Juan’s BEST course of action to help his customer reach a buying decision would be to:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
Add-ons, trading up, special offers, and more-thanone are techniques for:
uneven exchange
add-ons
Stop showing additional items
Suggestion selling.
client file
Follow through on commitments made during the sale.
direct denial
trial
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