1. SUGGESTIVE SELLING Selling additional goods or services to the customer.

2. BENEFITS OF SUGGETIVE SELLING Suggestion selling benefits the salesperson, the customer, and the company. Salesperson benefits because the customer will want to do repeat business. Customer will benefit because he/she is more pleased with the original purchase. Company benefits because the time and cost involved in suggestion selling is less than the cost of making the original purchase.

3. RULES FOR SUGGESTIVE SELLING • Do suggestive 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. Ex. “If you want to use your camera immediately you might want to buy a memory card”

4. Make the suggestion definite. Ex. Don’t ask “Will that be all?” Instead say “This oil is recommended by the manufacturer for this engine.” • Show the item you are suggesting. • Make the suggestion positive. Ex. “This scarf will complement your coat beautifully. Look haw perfectly it matches the color and how fashionable it looks.”

5. SUGGESTIVE SELLING METHODS There are three methods used in suggestive selling. They are offering related merchandise, recommending larger quantities, and calling attention to special sales opportunities.

6. OFFERING RELATED MERCHANDISE Can be a good or service that would increase the use or enjoyment of the customer’s original purchase.

7. RECOMMENDING LARGER QUANTITIES Suggesting a larger quantity usually works in retail settings when selling inexpensive items or when savings in money or time and convenience are involved.

8. CALLING ATTENTION TO SPECIAL SALES OPPORTUNITIES Salespeople are obligated to communicate special sales opportunities to their customers.