Esthetics Program
Chapter 23: Selling Products & Services
Retail, Client Relationships & Professional Recommendations|37 Questions|Board Exam Prep
Vocabulary Matching
Match each numbered term with the correct lettered definition.
Terms
1.Consultative approach
2.Home care regimen
3.Upselling
4.Cross-selling
5.Product knowledge
6.Client education
7.Closing the sale
8.Objection handling
9.Return on investment
10.Rebooking
Definitions
A.Recommending products based on professional analysis rather than pressure tactics
B.A personalized set of products and routines prescribed for daily use between professional treatments
C.Suggesting additional or premium services that enhance the client's original appointment
D.Recommending complementary products or services that pair with the client's purchase
E.Deep understanding of ingredients, benefits, and proper use of the products you recommend
F.Teaching clients about their skin condition and why specific products or services are beneficial
G.The point in the recommendation process where the client decides to purchase
H.Addressing a client's concerns or hesitations about purchasing in a professional manner
I.The value or benefit a client receives relative to the cost of the product or service
J.Scheduling the client's next appointment before they leave to maintain treatment continuity
Fill in the Blank
Complete each statement with the correct word or phrase.
11.The approach recommends products based on professional analysis, not pressure.
12.A personalized daily routine prescribed between professional treatments is a home care .
13.Suggesting additional services that enhance the original appointment is called .
14.Deep understanding of ingredients and benefits is called product .
15. the client about their skin condition builds trust and drives purchases.
16.Addressing client hesitations professionally is called objection .
17.Scheduling the next appointment before leaving is .
18.Recommending complementary products alongside a purchase is .
Multiple Choice
Select the best answer for each question.
19.The most effective way to recommend products to clients is:
20.Product knowledge is important because it:
21.When a client objects to a product price, you should:
22.Home care recommendations should be:
23.Which approach builds the most long-term trust with clients?
24.Rebooking at the end of a service is important because:
25.Cross-selling in esthetics might look like:
26.The best time to recommend home care products is:
True or False
Write T for True or F for False in the blank.
27.Product recommendations should be high-pressure to maximize retail sales.
28.Educating clients about ingredients helps them understand the value of professional products.
29.A home care regimen should be personalized to each client's skin type and conditions.
30.It is unprofessional to discuss product prices during a consultation.
31.Clients who understand their skin are more likely to follow through with product purchases.
32.Rebooking should happen after the client has already left the building.
33.Product sampling is an effective strategy to introduce clients to new products.
34.An esthetician should be knowledgeable about every product they recommend.
Short Answer
Answer each question in 2-4 complete sentences.
35.Describe the consultative approach to selling and explain why it is more effective than pressure-based selling.
36.Why is a home care regimen important for maintaining professional treatment results? Give three examples of essential home care products.
37.How should an esthetician handle a client's objection about product price? Provide two professional responses.