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1) obtaining commitment- salespeople gain commitment repeatedly: when
asking for an appoitment, when chekcing to see whether the customer’s
entire needs have been identifies, and when asking whether the prospect
would like to see a demonstration or receive a proposal.
2) Discount types- discounts are given for many reasons and may be based on
the type of customer, quantity purchased, or some other factor.
a. The most common type of discount is quantity discount- encourages
large purchases by passing along savings resulting from reduced
processing costs. There are two types of quantity discounts 1)
single-order discount and 2) cumulative discount (read page 287)
b. Cash discounts- allowed for early payment. Cash discounts are the last
discount taken, meaning that if a quantity discount if offered, the cash
discount is calculated after the quantity discount if taken off.
3) Discount types-
4) Dicount types-
5) FOB geographic pricing- FOB (free on board) is used to determine the point
at which the buyer assumes responsibility for both the goods and the costs of
shipping them. FOB destination means the buyer will take responsibility for
the goods once they reach the buyer’s location and the seller will pay the
a. FOB installed means that the title and responsibility do not tranfser
until the equipment is installed and operating properly.
7) Nonverbal cues- while attempting to gain commitment, the salesperson
should use the buyer’s nonverbal signals to better identify areas of concern
and see whether the buyer is ready to commit
a. Facial expressions most often indicate how ready the buyer is to make
b. Positive signals include eyes that are open and relaxed, face and
mouth not covered with hands, a natural smile, and a relaxed
forehead. The reverses of this indicate that they buyer is not ready.
8) Benefit statement-
9) Buying signals-
10) Closing techniques-
11) Assertiveness- assertive salespeople are self-confident and postive. They
maintain the proper perspective by being responsive to customer needs.
Rather than aggressively creating new “needs.” Their presentation emphasize
an exchange of information rather than a one-way presentation.
12) Closing methods-
13) Closing methods-
14) Probing method- sales representatives initially attempt to obtain
commitment by another method, perhaps imply asking for it.
15) Buyer insecurity- after important decisions by the buyer, they may feel a
little insecure about whether the sacrifice was worth it. Such feelings are
called buyer’s remorse and postpurchase dissonance. Successful salespeople
reassure customers that their chouce was the right one.
16) Failure to obtain commitment- don’t take an objection personally, one