Timeshare Sales and Contracts

Because of the complexities of the product, the timeshare sales person will spend approximately what percentage of the timeshare presentation on product knowledge? - Answer- 10% After a prospect indicates a willingness to purchase, the salesperson's next big challenge is to: - Answer- Ensure that all components of the purchase contract are covered and clearly understood. A promissory note represents: - Answer- An unconditional promise in writing made by the purchaser to the developer (seller) to pay at a definite time a certain sum of money to the note holder. The primary purpose of the trial program is to - Answer- maintain a relationship with the non-buyer In the timeshare sales process, the sales executive is able to build the financial case for the product if - Answer- The prospects usually spend approximately $4,000 to $5,000 on vacations annually. Which of the following is the biggest drawback in using a script during the sales process? - Answer- It limits the degree of flexibility on the salesperson's part in presenting the vacation ownership product. In timeshare sales, the personal selling approach is referred to as a - Answer- Consultative sales process Because of the nature of "relationship selling", the timeshare sale is generally made - Answer- Within the first 15 minutes of the process During the trial close process, it is important for the salesperson to: - Answer- All of these steps are important. In the timeshare sales process, whose responsibility is it to get the buyers in front of the sales executives? - Answer- The marketing department's Immediately after a consumer has purchased a timeshare, many resort use a quality assurance manager or "button-up" person to: - Answer- Assure that the purchasers understand what they bought and the terms of their contract It is unlawful to explain that timeshare provides - Answer- an investment based on the expectation of real estate appreciation Your comp