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Bell Ringer

Bell Ringer. What does the counter person at McDonald’s or Burger King routinely asks after a customer orders a hamburger ?. Chapter 15.2. Effective Selling. What You’ll Learn. Why suggestion selling is an important The rules for effective suggestion selling

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Bell Ringer

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Presentation Transcript

  1. Bell Ringer • What does the counter person at McDonald’s or Burger King routinely asks after a customer orders a hamburger?

  2. Chapter 15.2 Effective Selling

  3. What You’ll Learn • Why suggestion selling is an important • The rules for effective suggestion selling • Specialized suggestions selling methods • The concept of relationship marketing and how it is related to the sales process

  4. Suggestion Selling Suggestion Selling - selling additional goods or services to the customer • Benefits of Suggestion Selling: • You benefit because customers will want to do business with you again. • Your customer benefits because he or she is ore pleased with the original purchase. • The firm benefits because the time and cost involved in suggestion selling is less than the cost of making the original sale.

  5. Rules for Suggestion Selling 5 Basic Rules: • Do suggestion 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. • Shoe the item you are suggesting. • Make the suggestion positive.

  6. Suggestion Selling Methods • Offering Related Merchandise • Recommending Larder Quantities • Calling Attention To Specials Sales Opportunities

  7. Relationship Marketing • Taking Payment/Taking the Order • Departure • Follow-up • Evaluation

  8. Wrap-up Complete following: When properly used, suggestion selling saves the customer…

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