Complete and submit Chapter 14 Review Q’s: # 14.3,14.5, 14.6, 14.7, & 14.9.
14.3 Whatguidelines should a salesperson follow for closing the sale?
14.5 Define theterm “incremental commitment.” Why is it important to achieve incrementalcommitments throughout the sale?
14.6 Is there abest method to use in closing the sale? Explain.
14.7 What is meantby a trial close (the minor point close)? When should a salesperson attempt atrial close?
14.9 Whatconfirming steps should a salesperson follow when the customer says yes? Whatshould be done when the customer says no?
Complete, and submit answers to Chapter15 Review Q’s #15.2, 15.4, 15.6, 15.7, 15.8, & 15.9
15.2 Definecustomer service. List the three major activities associated with this phase ofpersonal selling.
15.4 Adding valuewith follow.through can involve several postsale services. List five possibleservices.
15.6 This chapterdescribes the value of the lifetime customer. Is it realistic to believe thatpeople will become lifetime customers in our very competitive marketplace?
15.7 Defineupselling and explain how it can add value.
15.8 What types ofcustomer service problems might be prevented with the use of a call report?
15.9 Describe thesteps for partnering with an unhappy customer.
