Questions
1. how sellers imitate customers
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A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
2. the effect on sales of methods used by shops to distract customers
Select
A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
3. mention of the use of laughter to assist sales
Select
A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
4. bringing a sale to its conclusion
Select
A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
5. examples of question topics that help establish a personal connection with a customer
Select
A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
6. how to differentiate the top buyers
Select
A. He believes that supermarkets work hard to slow shoppers down. They also use music to relax shoppers and so make them move more slowly about the store. B. Research has shown that 75% of profit comes from 30% of customers. Loyalty cards can be used to identify and better accommodate these elite shoppers. C. Humorous advertisements were remembered for longer than serious ones. D. Most salespeople will build up a rapport by asking about hobbies, family and lifestyle. This has the double benefit of making the salesperson likeable while furnishing them with more information about the client’s wants. E. Young says that effective salespeople try, as far as possible, to match their style of self-presentation to that of the buyer. This approach can even include the salesperson attempting to mirror the body language of the buyer, or repeating the last phrase used by the prospective customer. F. Whatever the method used, all salespeople work towards ‘closing the deal’. They look for ‘closing signals’ throughout their dealings with potential clients.
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