DECA Sports and Entertainment Marketing Practice Exam

What practice occurs when a salesperson inquires if customers want to purchase related products?

1. Upselling

2. Suggestive selling

3. Cross-selling

4. Impulse buying

The correct answer is: Suggestive selling

The practice where a salesperson inquires if customers want to purchase related products is known as suggestive selling. This approach involves making recommendations to customers based on their current selections or interests. For instance, if a customer is purchasing a camera, the salesperson might suggest adding a memory card or a camera bag. This strategy is focused on enhancing the customer's experience by providing additional options that complement their original purchase, which can ultimately lead to increased sales for the business. In contrast, upselling typically involves encouraging the customer to upgrade to a more expensive version of the product they are considering. Cross-selling, while similar to suggestive selling, usually refers to offering unrelated products that might still appeal to the customer based on their buying behavior. Impulse buying refers to unplanned purchases that are made on the spur of the moment, often without prior consideration. All these terms focus on different techniques for engaging with customers in a retail environment, but suggestive selling is specifically tied to recommending related products during the sales conversation.