Complete and submit Chapter 14 Review Q’s: # 14.3,
14.5, 14.6, 14.7, & 14.9.

14.3 What
guidelines should a salesperson follow for closing the sale?

14.5 Define the
term “incremental commitment.” Why is it important to achieve incremental
commitments throughout the sale?

14.6 Is there a
best method to use in closing the sale? Explain.

14.7 What is meant
by a trial close (the minor point close)? When should a salesperson attempt a
trial close?

14.9 What
confirming steps should a salesperson follow when the customer says yes? What
should 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 Define
customer service. List the three major activities associated with this phase of
personal selling.

15.4 Adding value
with follow.through can involve several postsale services. List five possible

15.6 This chapter
describes the value of the lifetime customer. Is it realistic to believe that
people will become lifetime customers in our very competitive marketplace?

15.7 Define
upselling and explain how it can add value.

15.8 What types of
customer service problems might be prevented with the use of a call report?

15.9 Describe the
steps for partnering with an unhappy customer.

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