Page 192 - Massage Therapy School Program

Massage Therapy & Retailing – Handout & Quiz Answers
Student Handout & Quiz Answers: Massage Therapy & Retailing
What are the Three C's of Selling?
1. Consultation
2. Convenience 3. Compliance
List the five techniques for performing retail sales. (any five of the following)
1. Choose products you trust and believe in.
2. Educate yourself on the products you use and sell.
3. Choose products that are not easily accessible to your clients and carry a professional
recommendation.
4. Choose products that you use in your practice or are a direct extension of your work.
5. Charge a fair but profitable price.
6. Purchase products from a distributor or manufacturer that will work with you on important
customer service issues and marketing support.
7. Make the products visible and attractive.
8. Offer samples to your clients.
9. Keep track of your sales and inventory.
10. Drive your own BUS to increase your profits!
What are two advantages of retailing products? (any two of the following)
1. Adds value to your treatments
2. Extends the treatment and benefits at home
3. Increases your bottom line
What are two disadvantages of retailing products? (any two of the following)
1. Paperwork
2. Sales tax
3. Time
Define Keystoning. A retail industry term that means to double the cost that you pay, which represents a 100% mark-up
Identify three qualifications for choosing a particular product to sell. (any three of the following)
1. Is NOT commonly sold
2. Is unique
3. Is an extension of your work
4. Has a reasonable profit margin
5. Is beneficial
6. You believe in it
7. Your clients need or want it
©March 2012, P05507, Rev. 0