Marketing Essentials

Marketing Essentials

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. Suggestion Selling Rules for Suggestion Selling 1. Use suggestions 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 customers point of view and give at least one reason for your suggestion. 3. Make the suggestion definite.

4. Show the item you are suggesting. 5. Make the suggestion positive. Suggestion Selling Suggestion Selling Methods Offering Related Merchandise Recommending Larger Quantities

Calling Attention to Special Sales Opportunities Maintaining and Building a Clientele Building Clientele Follow-Up After-Sales

Activities Order Fulfillment Order Processing Departure Maintaining and Building a Clientele

After-Sales Activities Maintaining and Building a Clientele E-Mail and Social Media Online Customer Support

Special Vendor Services Special Retail Services Customer Training

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