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Timeshare Industry Chapter 8-15 Quiz 4- Timeshare Questions and Complete Solutions Graded A+
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Timeshare Industry Chapter 8-15 Quiz 4- Timeshare Questions and Complete Solutions Graded A+
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Timeshare IndustryChapter 8-15 Quiz 4-
Timeshare Questions
and Complete Solutions
Graded A+
Timeshare purchasers have attended how many presentations before they buy? - Answer: 2.79
What percentage of recent purchases have attended one to two presentations before they buy? -
Answer: 64%
The general rule of sale? - Answer: One out of 10
Closing rate? - Answer: 15.5% closing rate in 2014
Exit programs - Answer: Developers must recoup marketing costs extended on the non purchasers by
devising exit programs and trial membership programs that maintain and enhance prospect interest in
timeshare
The sales process 10 steps - Answer: 1. Sales environment, 2. Salesperson mental mindset 3.
Registration and meet and greet. 4. Warm up 5. The order of the day (agenda/ intent), 6. Discovery 7.
Information and confirmation 8. The property tour 9. Product recommendation and 10. The close and
completion of the details.
First step in the sales process - Answer: begins when prospects enter the sales environment.
Components of this environment include the reception area, the sales room, and the staff members
responsible for operation of the sales environment. Interaction occurs not only between staff and
, prospects but inanimate objects and prospects. The sales environment should appeal to the prospects
five sense and evoke a relaxed feeling.
The check in staffs first responsibility? - Answer: is to verify the prospects names and addresses with the
list provided by the lead generator such as an off-premise contract (OPC). The lead generator is
responsible for qualifying and scheduling prospects for sales tours and presentations, and tracking the
source of the prospect is a critical marketing metric. (Page 106)
Responsibilities - Answer: tour provider: pre qualifying prospects
salesperson: responsible for introducing the prospects to the vacation ownership resort.
Pre tour activities - Answer: Meeting their salesperson after registration for a podium presentation. This
is an effective way to convey a large amount of standard info to a large number.
In absence of one, each salesperson will give prospects a general idea of the concept and then branch
off.
Order of the Day - Answer: As part of building rapport and trust, this is the point at which the
salesperson tells the prospective customer what to expect during the remainder of the process.
This may also be the point at which a new salesperson introduces his or her sales manager, in case the
prospect has any questions that the salesperson cannot answer
IT is important to mention that the offer of a premium or a gift is a readily accepted practice within the
industry
Discovery - Answer: The successful salesperson sincerely and openly expresses interest in his or her
prospects welfare and personal needs.
Discovery is the most important step in the sales process. It is where the sales rep learns what is
important to the customer and what emotional connections exist between the customer and the
available vacation ownership.
The Property and Resort Tour - Answer: The next step is to impress them with a tour of the resorts
model residential units, recreational facilities, and any on site retail outlets. The tour is a very important
element in the sales process because the prospects are able to see, hear, feel the experience first hand.
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