Complete and submit Chapter 14 Review Qâ€™s: # 14.3, 14.5, 14.6, 14.7, & 14.9.
14.3 What guidelines should a salesperson follow for closing the sale?
14.5 Define the term â€œincremental commitment.â€ Why is it important to achieve incremental commitments throughout the sale?
14.6 Is there a best method to use in closing the sale? Explain.
14.7 What is meant by a trial close (the minor point close)? When should a salesperson attempt a trial close?
14.9 What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?
Complete, and submit answers to Chapter15 Review Qâ€™s # 15.2, 15.4, 15.6, 15.7, 15.8, & 15.9
15.2 Define customer service. List the three major activities associated with this phase of personal selling.
15.4 Adding value with follow.through can involve several postsale services. List five possible services.
15.6 This chapter describes the value of the lifetime customer. Is it realistic to believe that people will become lifetime customers in our very competitive marketplace?
15.7 Define upselling and explain how it can add value.
15.8 What types of customer service problems might be prevented with the use of a call report?
15.9 Describe the steps for partnering with an unhappy customer.