Tuesday (write down one of the Learning Targets)

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Presentation transcript:

Tuesday (write down one of the Learning Targets) Explain the benefits of suggestion selling. List the rules for effective suggestion selling. Demonstrate appropriate specialized suggestion-selling methods. Discuss strategies for maintaining and building a clientele. Explain the importance of after-sale activities and customer service. Discuss what salespeople can do to plan for future sales.

After you close the sale, there are many things you can do to enhance customer satisfaction. Creating a positive relationship with customers will ensure future business.

Suggestion Selling Benefits of Suggestion Selling The customer wants to return and sales will increase. The salesperson receives positive evaluations. Customers are happy with purchases. The cost of suggestion selling is less than the cost of making the original sale. suggestion selling Selling additional goods or services to the customer.

Rules for Suggestion Selling Use suggestions selling after the customer has made a commitment to buy but before payment is made or the order written. Make your recommendation from the customer’s point of view and give at least one reason for your suggestion. Make the suggestion definite. Show the item you are suggesting. Make the suggestion positive.

Suggestion Selling Suggestion Selling Methods Calling Attention to Special Sales Opportunities Offering Related Merchandise Recommending Larger Quantities

After-Sales Activities Maintaining and Building a Clientele Building Clientele Order Processing Follow-Up After-Sales Activities Order Fulfillment Departure

After-Sales Activities Maintaining and Building a Clientele After-Sales Activities

Maintaining and Building a Clientele Online Customer Support E-Mail and Social Media Special Retail Services Special Vendor Services Customer Training