2. Template by Bill Arcuri, WCSD Click Once to Begin JEOPARDY! A game show template

3. Template by Bill Arcuri, WCSD JEOPARDY! 100 200 300 400 500 Category Selling Category Selling 2 Category Selling 3 Category Selling Process Category Selling Process 2 Category Selling Process 3

4. Template by Bill Arcuri, WCSD Daily Double Graphic and Sound Effect! DO NOT DELETE THIS SLIDE! Deleting it may cause the game links to work improperly. This slide is hidden during the game, and WILL not appear. In slide view mode, copy the above (red) graphic (click once to select; right click the border and choose “copy”). Locate the answer slide which you want to be the daily double Right-click and choose “paste”. If necessary, reposition the graphic so that it does not cover the answer text. Daily Double!!!

5. Template by Bill Arcuri, WCSD Answer 1-100

6. Template by Bill Arcuri, WCSD Answer 1-200

7. Template by Bill Arcuri, WCSD Calling customer 2 weeks after a sale of a car to see how they were enjoying the purchase Follow up

8. Template by Bill Arcuri, WCSD If a item is out of stock a good sales person will attempt to meet the customers need by offering a….. Product Substitution

9. Template by Bill Arcuri, WCSD Straighten up, cleaning and restocking is what step in the selling process? Preapproach

10. Template by Bill Arcuri, WCSD Any form of direct, personal communication between a salesperson and a prospective customer. Selling

11. Template by Bill Arcuri, WCSD Matching the characteristics of a product to a customer’s needs and wants Feature-benefit selling

12. Template by Bill Arcuri, WCSD Consumers have conscious, logical, well thought out reasons for making purchases. Example: Purchasing a hybrid vehicle because of increased gas mileage. Rational

13. Template by Bill Arcuri, WCSD Feelings experienced by the customer through association with a product. Example: Buying a loved one a Valentine’s gift Emotional

14. Template by Bill Arcuri, WCSD Takes place when a customer has had no previous experience with the item. Extensive

15. Template by Bill Arcuri, WCSD To form by instruction, discipline, or drill. Daily Double!!! Training

16. Template by Bill Arcuri, WCSD The first step in the sales process Approach

17. Template by Bill Arcuri, WCSD Step three in the sale proccess Present the product

18. Template by Bill Arcuri, WCSD The salesperson asks the customer if they need help Service Approach

19. Template by Bill Arcuri, WCSD The salesperson uses two or three of the service, greeting, or merchandise approaches Combination approach

20. Template by Bill Arcuri, WCSD A legitimate reason, doubt, or hesitation a customer has for not making a purchase. Objection

21. Template by Bill Arcuri, WCSD A reason a customer will not buy or speak to a salesperson Excuse

22. Template by Bill Arcuri, WCSD the objection back to the customer as a selling point. Boomerang

23. Template by Bill Arcuri, WCSD Initiating and obtaining an agreement from the customer to purchase a product. Closing a sale

24. Template by Bill Arcuri, WCSD watch for facial expressions, body language, and listen to comments. Buying signals

25. Template by Bill Arcuri, WCSD Suggest the customer choose between two items Which Close

26. Template by Bill Arcuri, WCSD Test the readiness of the customer to buy. For example, “Is this a gift for someone? Trail close

27. Template by Bill Arcuri, WCSD Asking for the sale. This method is most effective when the buying signals are very strong Direct

28. Template by Bill Arcuri, WCSD Selling complimentary or additional goods or services to the customer that would make the original purchase more enjoyable. Suggestion selling

29. Template by Bill Arcuri, WCSD Offering related merchandise. For example, the customer has committed to buying a pair of sneakers Cross selling

30. Template by Bill Arcuri, WCSD Recommending larger quantities of merchandise at a lower price. This method is most effective when the retail customer is purchasing inexpensive items, or when a B2B customer can take advantage of lower prices or special deals. Upselling

31. Template by Bill Arcuri, WCSD merchandise is removed from stock and held until the customer pays for it. Layaway sales

32. Template by Bill Arcuri, WCSD an agreement that allows the customer to take the merchandise home, for further consideration On approval sale

33. Template by Bill Arcuri, WCSD a customer pays for the merchandise upon delivery. These are not as efficient as other types of transactions Cash-on-delivery

34. Template by Bill Arcuri, WCSD Funds are immediately withdrawn from the customer’s bank account Debt Card