Shared Flashcard Set

Details

Wrap It Up
SE107
19
Marketing
9th Grade
11/21/2013

Additional Marketing Flashcards

 


 

Cards

Term
Assumption close:
Definition
A closing technique in which the salesperson takes for granted that the customers agree with all that has been said in the presentation and that they will buy
Term
Bonus close:
Definition
A closing technique in which the salesperson helps the customer reach a buying decision by reducing the number of items from which to choose, and then asking the customer to choose between the remaining ones
Term
Choice close:
Definition
A closing technique in which the salesperson helps the customer reach a buying decision by reducing the number of items from which to choose, and then asking the customer to choose between the remaining ones
Term
Closing on objection:
Definition
A closing technique in which a salesperson answers a customer’s objection so that the customer no longer has a reason not to buy
Term
Commission:
Definition
A percentage of the total sale amount paid to the individual or business that makes the sale
Term
Contingent close:
Definition
A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale
Term
Contrasting advantages and disadvantages close:
Definition
A closing technique that involves comparing a product’s pros and cons
Term
Direct close:
Definition
The most simple and natural of all closing techniques; involves merely asking the customer to buy
Term
Incentive:
Definition
A motivator (in sales, for example, a monetary bonus for reaching a certain goal
Term
Minor-points close:
Definition
A closing technique that involves getting the customer to make minor decisions about a purchase before asking for the major decision of whether to buy or not; also known as stimulus-response close
Term
Narrative close:
Definition
A closing technique in which the salesperson tells a story about other people who successfully made a buying decision and how the product solved their problem
Term
Objection:
Definition
A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying
Term
Related product close:
Definition
A closing technique that uses products that go with the item being presented to help customers make buying decisions
Term
Sales close:
Definition
The point in the selling process at which the customer makes a favorable buying decision
Term
Sales presentation:
Definition
The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration
Term
Silence close:
Definition
A closing technique in which the salesperson stops talking after the presentation to allow the customer time to think and to respond
Term
Standing-room-only close (SRO):
Definition
A closing technique in which the salesperson creates a sense of urgency to buy by mentioning that the item being presented is one-of-a-kind or in limited supply
Term
Suggesting ownership close:
Definition
A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product
Term
Summary close:
Definition
A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation
Supporting users have an ad free experience!