A customer has purchased a digital camera. Which one of the following describes a product benefit?
Zoom facility
There is a cover to protect it
Available in a variety of colours
Pictures instantly available
Which one of the following is an example of an open question?
Can I help you?
Would you like to see our new product range?
Is it a size large skirt/trousers you are looking for?
What style of skirt/trouser did you have in mind?
Which one of the following describes a buying signal?
Avoiding making eye contact
Someone paying for goods
A customer waving goodbye to a salesperson.
A customer is looking around for a salesperson.
If a sale has not been closed correctly, the customer is most likely to
Become confused about the product features
Change their mind about the purchase
Insist on a full refund of payment
Complain about the service provided.
Using effective questioning within the sale process enables the salesperson to
Identify the cusomers needs
Put the product through the till
Find out if they want to be served
Reduce the amount of time spent with the customer
A customer has purchased a lawnmower. Which of the following describes a product feature?
It cuts all types of grass
The electrical cable is 30 metres long
Your garden will look well kept and neat
It is easy to use
When a customer is ready to buy they are.......
Talking to other customers
Making 'not now' excuses
Spending time looking at one product type
Moving around quickly
Product Knowledge helps you to ....
Know how much a customer wants to spend
Provide guidance and advice on products
Know why a customer wants a product
Asking Open & Probing Questions to customers help you to ....
Know where a customer lives
Know their name
Select and recommend appropriate products
The first step in the selling process is ,,,,,
Overcoming customer objections
Identifying customer needs
Checking customer buying decisions
