Sales Techniques and Strategies Flashcards

In retail sales, 'suggestion selling' most commonly refers to:

Answer: Recommending additional items that complement the customer's purchase

Suggestion selling increases average ticket size by recommending accessories, warranties, or related items at the point of sale.

Which behavior best demonstrates active listening during a sales interaction?

Answer: Nodding and paraphrasing the customer's statements to confirm understanding

Paraphrasing confirms understanding, shows genuine interest, and encourages the customer to share more information.

A 'value proposition' in sales is best described as:

Answer: A statement explaining why a product solves the customer's problem better than alternatives

A strong value proposition connects the product's benefits to the specific needs and pain points of the target customer.

The 'alternative choice close' involves:

Answer: Asking the customer to choose between two purchase options rather than yes or no

By offering two options (e.g., 'Would you prefer the blue or the black?'), both choices lead to a sale and the customer feels in control.

A customer enters a store and says 'I'm just looking.' The most effective response is to:

Answer: Greet them warmly and let them know you're available if they have questions

A warm, low-pressure greeting opens the door for assistance while respecting the customer's autonomy.

Feature-Benefit selling requires the salesperson to:

Answer: Connect each product feature to a specific benefit the customer will experience

Customers buy benefits (outcomes), not features (specifications), so connecting each feature to a relevant payoff increases persuasiveness.

Which of the following is considered an ethical sales practice?

Answer: Recommending products that genuinely meet the customer's stated needs

Ethical selling prioritizes matching customers with products that truly serve their needs, building long-term trust and repeat business.