Wallpaper can not only cover walls, but also bring good income. How a wallpaper seller should ask correctly What a wallpaper seller needs to know

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The conversation should be conducted in such a way that the interlocutors turn from enemies to friends, and not from friends to enemies

Pythagoras

But anyone can learn to work with people, you just need to work hard on yourself. The ability to learn and perseverance allow us to “work real miracles.” Let's try to identify the most important things for achieving success.

1. Meet the client fully prepared

“I shouldn’t work around the clock,” you say. But it's completely normal to prepare for work before it starts. After all, teachers prepare for lessons in advance, and do not start flipping through the textbook after entering the classroom. Actors rehearse roles, not go on stage with a cheat sheet in hand. So you must be prepared for work.

2. Study products and prices for similar products in other companies

Firstly, you must replenish your assortment if you see that a certain product is in demand and you don’t have it. Secondly, you will be prepared to discuss financial issues.

Your prices should not be higher than others, and if they are higher, then be sure to explain to the customer why this is due: longer service life, additional functions (“the mobile phones we sell have built-in GPS, you will not need to buy a separate navigator for auto").

3. Forget forever the proverb “If you don’t cheat, you won’t sell”

Moreover, the client now went informed - before meeting you, he had already surfed the Internet, discussed the issue with friends, and looked into or called a couple of other companies. In any case, you can deceive the customer once; he will not come to you a second time.

Anyone who wants to have a regular clientele trades honestly (remembering the proverb: “Tell the truth, the whole truth, but don’t tell the truth out of place!” - don’t give out unnecessary information unnecessarily!).

4. The client should not wait

Taxi, private driver, garbage truck - but you must be on site ten minutes before the meeting in order to have time to look around, check that your appearance is in order, and enter the office minute by minute.

The same applies to order fulfillment - have a board or calendar on your wall with a note next to each date when you should remind customers that the goods will be shipped to them tomorrow. And if they promised “tomorrow morning” - so it should be.

The storekeeper's drinking habits, transport problems, and technical reasons do not concern the customer. Precision is not only a courtesy of kings. This is the first thing you need to learn when wondering how to learn how to sell correctly.

5. Don't get lost!

The entire time you are not in the office, you should have your mobile phone in working condition (check in advance that it is charged). In the office - telephone, fax, e-mail (it is possible to receive notifications of incoming letters).

It should be easy for the customer to contact you. And if you also remember (on your own or with the help of the list on the table) which customer’s name is, this will help to intensify contacts.

6. Trade "on the fly"

At the eastern bazaar they always weigh as much as the buyer asked for, and add a little more from themselves (“with a hike”). You should always have some not too formal additions ready for the client - offer him free instruction on how to use the product, give him a calendar with the company logo.

In a word, do something beyond what is required. Are you not indifferent to the customer? And you too! Seeing that you work from the heart, he will enjoy the purchase, recommend you to other people, and next time he will come to you again. No familiarity, but be friendly.

7. Make a good impression!

You should always be in a great mood and in good shape. A fit, healthy, energetic salesperson is always easier to achieve results. There are no trifles here - everything is according to Chekhov: “And the face, and the clothes, and the soul, and thoughts.”

Comparing, for example, two approximately identical dental clinics, with equal prices, quality and range of services, a person will make a choice in favor of the one where the staff is more pleasant, polite, and erudite.

8. Remember that working with a group is always easier than working with one buyer

Remember, from Gilyarovsky: “It’s difficult to persuade one village peasant to go into a shop and buy something - that’s difficult. But I’ll persuade a crowd to swim in an ice hole in winter!” When there are acquaintances, family members, or even just other visitors nearby, it is more difficult for a client to refuse a transaction than face to face.

If it is possible to organize meetings with groups of clients, be sure to do so. This approach is good for retail sales. Using this technique, any sales consultant will understand very quickly how to sell correctly.

9. Not a day without a new customer!

10. A negative result is also a result.

Of course, in order to understand how to sell correctly, you need to gain experience, which usually consists of a large number of negative results. Yes, it's unpleasant when a deal falls through - but it gives you the opportunity to understand what exactly went wrong with you.

After analyzing the reasons for failure, you change tactics - and next time everything will be fine. You have to believe in yourself, work on yourself - and success will come.

Every seller dreams that the wallpaper in his store has become a bestseller. This is especially true for the new range. How to properly demonstrate a new product, how to present it to customers and tell about its advantages - these are questions the store owner has to solve regularly.

Recently, REGIONPROEKT began offering its customers interesting collections from the Turkish factory Yasham. In this material, we want to tell you more about the prerequisites for their creation, concept and advantages, using an example to show how to sell new wallpaper to a buyer.

Trends in fashion and design

First of all, let's start with design, and turn to world catwalks and advice from fashion designers. It is not for nothing that couturiers are considered fashion trend setters, because their ideas extend to other areas, in particular interior design.

Today the world is dominated fusion style. It is characterized by combinations of things not only from different directions, but also with different colors, textures and patterns. Just a couple of years ago, style connoisseurs would have booed you for combining pink and red, but now designers give complete freedom of action. There are no more boundaries, and everyone is free to express their preferences in any way. Bold looks combining trendy jeans and granny ruffles are welcome.

What about interior fashion? Home decor has changed a lot over the past decades. If you remember the distant 80s and early 90s, then Soviet apartments demonstrated a complete lack of imagination. All the interiors were like two peas in a pod: a floral pattern on the wallpaper, chosen once and for all, calm shades, artificial flowers as decoration, sets of armchairs and a sofa, and, of course, bulky sideboards in the living room.

The 21st century and the passage of time have brought new trends. IN 2010s It became fashionable to zone space, which was especially important for small apartments, in which a good half of the country’s population lived. And this is where combining wallpaper comes to the rescue. The combination of a bright patterned motif and plain background canvases served to divide the room into functional zones. The color palette was carefully selected and followed in furniture, accessories and wall shades. Elements that create a cozy and warm atmosphere have become popular: soft pillows, blankets, small floor mats.

Concerning current year and forecasts for the next couple of years, then the designers rushed to other ideas. Like fashion designers who design clothes, specialists who create the appearance of our homes sing in unison with the fusion style. The interior is a mixture of styles and finishing materials: modern and romantic, textured stone and cold metal - eclecticism is visible everywhere.

Clear and simple geometries and patterns, like reflections in a kaleidoscope, are mixed with natural forms. Unusual furnishings and graphic elements are at the peak of popularity, and extravagant accents are increasingly attracting attention. However, the principle of harmony still remains in the foreground: you have the right to combine any objects and textures, but do not forget about aesthetics.

How to help the buyer make a choice

Let's use Yasham as an example to figure out how to sell wallpaper that has just appeared in the store's assortment.

First of all, we will show how interior trends influence the release of this or that canvas design.

Turkish wallpapers have several significant advantages that set them apart from the rest. These benefits can be voiced during the sale, explaining to buyers why Turkey is worth their attention.

The designers of the Yasham factory were the first to notice the popularity of the fusion style. The concept of the factory's trademarks is the same principle of combining the incongruous, and it is successfully embodied in each collection.

The Seela and Parrot brand catalogs offer a wide selection of wallpapers created in a variety of directions: classic, modern, loft, and romantic. At the same time, the designs are arranged in several options: choose a motif and several backgrounds for it in the same color scheme, or select designs in different shades and textures. In any case, the combinations will look stylish and harmonious.

Important parameters for buyer choice are quality and price. As a rule, wallpaper has been selected for more than one year, so the consumer wants to get a durable product, but is in no hurry to overpay.

Yasham places great emphasis on the quality of its products. It is not inferior to the level of Italian wallpaper, but at the same time the prices are quite affordable. The production team was recruited in Germany and Italy. Raw materials for wallpaper production are supplied from Europe, and in the future will be produced in-house.

To maintain an adequate cost of the collections produced, the factory’s specialists work correctly with production facilities. For each drawing, a manufacturing method is selected that will be most effective. Thus, the rich pattern of Parrot wallpaper is made on dense material using embossing. And the loft design of the Modern Touch collection uses simpler technologies and equipment, which does not increase the final price of the canvases.

When the choice of goods in stores is not diverse, the consumer strives to find something unusual and exclusive.

Yasham wallpaper is not a mass product like Erismann or Palette. In the catalogs of Turkish collections, buyers will be able to choose interesting designs for unusual interior solutions. In addition, such an assortment is also profitable for the entrepreneur himself, as it allows him to take more advantageous positions and differentiate himself from competitors.

If you have any questions or need help from our managers, REGIONPROEKT is always in touch

Everyone does shopping - some people to a greater extent, others to a lesser extent, but in the modern world it is impossible to imagine those who do not have a need to buy something. But how to choose a seller? How to learn to sell? Let's discuss the process from A to Z, identifying the main stages and patterns.

What qualities should a salesperson have?

Can anyone become a good salesman? Probably not, because here, as in any job, vocation and abilities are important. But you can learn to sell a product if you have the desire and desire. The seller is always a psychologist, a key figure on whom the number of sales depends. What qualities are inherent in a good employee? Professional and personal skills necessary for successful activities include:

• Ability to maintain a balance between helpfulness and self-respect. Imagine that you came to a store and were taken in by an active salesperson who wants to read your thoughts and spreads out in front of you like a doormat. Is excessive intrusiveness unpleasant? Certainly. Few people will be happy with excessive helpfulness and a fake smile, which are often perceived as forced hypocrisy. Perhaps people with low self-esteem will like such a meeting, but it is still worth focusing on an adequate part of the population. The seller is also a person, just like the buyer, so self-esteem should not be forgotten at home when leaving for work. Do not talk to potential buyers using the intonation of a powerless serf. Try to maintain a fine line between “keeping” the consumer and “bending” to him. But it is worth remembering the importance and necessity of good manners: a greeting and a sincere smile, attentiveness and cordiality, competent speech are significant components in the work of a seller.
• Ability to smooth out conflict situations and solve customer problems. Any seller cannot do without self-confidence, resourcefulness and self-control, since it is impossible to even approximately predict the possible behavior of buyers. Many deliberately provoke conflicts because they simply lack emotions in life. What should the seller do? Don't panic - fear usually paralyzes your thinking abilities, which means you won't be able to figure out how to achieve understanding. It is best to model common situations in advance and formulate for yourself universal methods and techniques that will allow you to find a way out that satisfies both sides. For example, a woman buys an expensive designer tie in a store, packaged in a beautiful box. At first everything is great - the customer pays the money, takes the box and leaves completely satisfied and happy. But after a couple of minutes he returns and draws the seller’s attention to the fact that the packaging is defective - slightly torn. It’s logical - if an item is purchased as a gift, then you want everything to be perfect. What should I do? Change? But no matter... those ties have run out. Return the money? And the woman will remain dissatisfied, and the store will not make a profit, and the seller’s time will be irrevocably wasted. Of course, in no case should the buyer be refused to return his money. But it’s better to politely apologize and offer him a choice: a refund; discount on purchased goods (for example, 5%); discount card; small gift with purchase. In most cases, buyers prefer to get a discount than to return an item they already like.
• Good product knowledge. Talking about the product and its qualities is the direct responsibility of the seller. And for this you need to have a good understanding and orientation in the industry in which you work. You can sell successfully only if you understand what you want to realize. Buyers ask questions and expect logical and complete answers, so it is unlikely that anyone will buy a “pig in a poke” when the seller cannot say a single articulate sentence. Here you can remember the Soviet cartoon about the sale of a cow, where an old man, having come to the market, could not get rid of it, but suddenly a boy appeared who decided to help him and praised his product so much that the owner eventually decided - “he needs such a cow himself!” " Of course, it is much more pleasant and easier to trade Swiss watches rather than Chinese consumer goods, since product quality is the main characteristic that attracts consumers. If you sell food, then be prepared to answer questions about which cake is the most delicious, which cottage cheese makes the best cheesecakes, which sausage is suitable for salad, and which one is suitable for cheese rolls... and so on. It is very unpleasant to see sellers who work, for example, in confectionery stores, but proudly inform customers that they do not know about the taste of sweets and cookies, since they are on a diet, do not like or do not eat sweets, etc. If you are selling complex (or not so complex) equipment, then it is very important to be able to show its capabilities and functions to potential owners. Also, people are usually interested in the country of origin, subtleties and results of use.
• Focus on customer needs. It is important not only to be able to listen to what the buyer needs, but also to hear and understand it. The seller must have developed empathy (feel for people), know the basics of psychology in order to establish contact and identify the client’s needs. Sometimes a person comes to a store wanting to buy spoons, and leaves with a set of expensive pans, because the seller directed his thoughts in such a way that the buyer realized: yes, he dreamed of this wonderful set for a long time and strongly, new kitchen utensils are the first necessity! Selling a product to a client is easy and relaxed if you know how to communicate, are sincerely interested in people and want to help them.
• Respectful attitude towards customers. In our country, society cultivates the principle of “we meet by our clothes.” Its fruits are also very noticeable in business - some sellers try to assess the solvency of potential buyers by appearance. It is sad to see sometimes the boorish attitude of sales workers towards people whose clothes do not seem presentable at first glance. You won’t see this abroad; it’s common there that even millionaires can wear torn jeans and old sneakers. But in any case, sellers should not take on the role of evaluators - all visitors should be treated with respect, without thinking about whether they are going to make a big purchase or not. After all, even if a person came for a small change, but was rude or served reluctantly, he simply will not return next time, choosing another store.
• The habit of abstracting yourself from personal problems at work. It is clear that everyone has difficulties and troubles - a toothache, a broken phone, insomnia or a quarrel with a friend, etc. But these details are not of interest to buyers at all; they are not your friends or relatives. Their problems are important to them. When you come to a store, you want to see a friendly, polite and qualified professional as a seller, and not the sad shadow of Hamlet’s father, wiping away his tears with a silk handkerchief. People working in trade need to be able to control emotions and thoughts, leaving all negativity at home.

Important: a good salesperson must have a number of personal qualities - adequate self-esteem, striving for excellence, positive and flexible thinking, self-confidence and stress resistance. If you want to improve yourself, but don’t have enough time, then it’s worth studying.

How to sell a product correctly?

Nowadays, competition is so great that to run a successful business, you need to think through every step. In other words, you can’t do without a competent strategy. Now there is a huge amount of literature describing effective ones. Of course, it is unlikely that there will be a universal method suitable for all products, since everyone’s product is different, but some general trends and patterns that attract buyers can be identified. Let's consider step by step how to sell a product correctly.

Establishing contact with the buyer

This is the main and very important stage, since the outcome of the conversation often depends on the first impression. Without contact, there will be no normal dialogue, which means that the chances of selling the product will quickly approach zero. According to scientists, an opinion about a person (about a seller in our case) is formed at the very beginning of a conversation - literally in seconds. In trading, first impressions often play a decisive role, since lost buyer trust is almost impossible to regain. You need to understand that initially, most clients are subconsciously opposed to the seller and do not want to communicate with him. There is a widespread belief among managers that “everyone likes to buy, but no one likes to be sold to.” That is, a person intends to purchase a product, simply dreams, but active imposition and pressure can lead to the opposite effect, and the buyer changes his mind. Newton's third law will work - the force of action is equal to the force of reaction. How often does the buyer respond to the excessive affection of a seller who has failed to induce goodwill, “I don’t need anything”? There are many more cases than it seems at first glance. To prevent this from happening, the seller should try to establish contact. How? For example, you can do the following:

• Attract the buyer's attention - start a dialogue with the client, captivate him. It is worth considering the standard rules: open posture, maintaining a “safe” distance (no need to get too close, usually a one and a half meter distance from a person is optimal), eye contact, bright facial expressions and gestures. It will be useful to read. For example, Harry Friedman in his book “No, thanks, I'm just looking” wonderfully describes the process of turning an ordinary visitor into a buyer.
• Get acquainted - introduce yourself by saying your name and unobtrusively indicating your field of activity, and also ask what the buyer’s name is. Acquaintance transforms the “seller-buyer” communication model into “person-person”, and it is logical that it is much easier to trust a person than a seller. But you need to understand that banal and template greetings (for example: “Hello, my name is Anna, I’m a sales consultant”) do not in any way distinguish you from the crowd of identical trade workers, so it is better to show originality. If the buyer introduces himself in response, then address him by name, as this is pleasant for everyone. However, there is still no need to transform someone else’s name - if a man called himself Alexander, do not make him Sashenka, etc.
• To interest the buyer - tell us about ongoing promotions, new collections, modern trends reflected in the assortment of your store, etc. To do this, you need to have a good understanding of your field of activity, know everything about your competitors in order to inform the client about the advantages of your products. If a potential buyer has his eye on an expensive sweater, then tell him about the composition and quality, emphasizing that a sweater made of natural wool will keep you warm in winter and last a long time, that is, it cannot be compared with analogues made of acrylic sold in neighboring stores. points.

Important: people perceive information comprehensively - visually, auditorily and verbally, that is, the seller is obliged to pay attention not only to his words and their meaning, but also to intonation, facial expressions, and gestures.

Identifying client needs

To sell a product, you need at least basic knowledge in the field. How to understand what the client wants to receive? Needs are needs that are embodied through specific services or goods. It is believed that the needs may be:

• conjugated;
• unconjugated.

Satisfaction of a related need leads to the birth of another. For example, a woman bought shoes, but she also needs a suitable handbag to go with them. A new skirt requires the purchase of a blouse, etc. The seller needs to understand and anticipate the client’s desires and guide them. Correctly identifying the buyer's needs is very important, since people come shopping trying to solve some problems, but exactly the same product may be needed for different purposes.

Let's look at an example: A potential buyer comes to the store wanting to purchase curtains. The seller finds out the approximate amount that the client is willing to spend, asks about the interior and color scheme of the room, and then shows options that match the stated information. However, the purchase is not made, and the person leaves lightly... Why? The consultant simply did not ask: what is the buyer’s goal, what does he want to get? The seller offered those curtains that matched the interior, and the visitor sought to protect himself from sunlight, since the sun in his room had been shining since the morning, preventing him from sleeping. In this case, a person would most likely purchase blackout curtains (made of opaque fabric) if he had been told about them, paying attention to the advantages - drawn curtains plunge the room into complete darkness, since they do not let in light from the street.

To identify the buyer's needs, you need to ask him. Typically the following types of questions are distinguished:

• Closed questions – they can be answered unambiguously (“yes” or “no”). You should not ask too many such questions, otherwise the amount of information received will be negligible. Example: “Do you prefer classic clothes?”
• Open questions – it is assumed that the answer will be detailed. However, it is worth keeping in mind that if the buyer is not interested, he will simply run away to another store, where he will not have to conduct long and tedious dialogues. Example: “Which dresses do you prefer?”
• Alternative questions – give a person a choice in the form of several answer options. Example: “Do you like long dresses or short ones?”
• Leading questions are required when the buyer himself does not really understand what he wants to receive. Example: “When choosing a dress, it is important to understand for what purpose the purchase is being made: if you are planning to go to a holiday, should we look at elegant and bright ones?”
• Rhetorical questions - create an atmosphere of ease in conversation, necessary to maintain dialogue. Example: “You want to choose a dress that best emphasizes your individuality and beauty?”

Important: As a result of the conversation, the seller must mentally compose a certain questionnaire highlighting client preferences. Products should be offered based on the information received. It is also important to remember the associated needs: if you choose a shirt, immediately offer to match it with a tie, etc.

Presentation of a product or service

A presentation is a process in which you describe or show the product or service you offer to the client. Of course, everyone understands: “it’s better to see once than to hear a hundred times.” Therefore, the seller’s task is to show the product so that the client understands that this is exactly what is needed! Typically, representatives of the organization’s sphere participate in developing the idea for a product presentation, and sellers implement the idea. When presenting a product, you can pay attention to a number of points:

• Show preliminary steps. It is impossible to sell a house without showing it to the buyer. If you make bespoke kitchens, clients will want to see samples as well as designs made specifically for them.
• Indicate the benefit that the client will receive. Just listing properties and characteristics is not enough; it is important to indicate how the product will change the buyer’s life, what it will allow, etc. Example: “This refrigerator does not need to be defrosted, which will save you a lot of time.”
• Know how to correctly identify your target audience. Everyone has different needs, but you can identify buyer types and create presentations for them. If you sell clothes, and young students come to you for shopping, then they give preference to what is modern, which means that when presenting products, the emphasis should be on the latest fashion trends.
• Anticipate logical objections. Tired of constant questions about why it is so expensive? Include your answer in your presentation. For example: “Some people are surprised by the price that is too high, in their opinion, but it is justified, since our doors are made of natural wood, therefore, they will not negatively affect your health.”
• Explain professional terms. Moreover, this should be done unobtrusively and easily - the client should not have the idea that he is stupid and does not know obvious things.
• Praise carefully, do not overdo it. When everything is too sweet, that is, often you don’t even want it anymore... and it’s hard to believe. Therefore, it is better to talk about the disadvantages, as this will help gain trust - after all, everyone understands that nothing is ideal.
• Offer choice. Comparing similar products is always interesting and useful - sometimes this is what helps the client give something their preference.
• Talk about the product using arguments. It is important for people to know that others liked and liked the product, as this automatically makes it attractive. Add digital data, graphs, photos and videos, existing certificates, reviews, newspaper excerpts or recommendations from social networks, etc. to your presentation. For example: “We have been selling similar greenhouses for 5 years, during which we have received only gratitude and not a single complaint.”
• Include the buyer in the process of using the product. How? Due to trial periods, samples, etc. If you sell cars, pay special attention to test drives, since sometimes the opportunity to find out what it’s like to drive the car you like is the decisive factor in purchasing it.
• Encourage the client to buy. Anything is suitable for this: discounts, bonuses, additional guarantees, gifts, promotions... Everyone wants a holiday, and it happens when you buy two bottles of cognac for the price of one.

Important: When presenting a product, you need to not just act according to an established and rehearsed scheme, but focus primarily on a specific buyer and his needs.

Proposal wording

After the presentation, you should check the buyer’s readiness to complete the transaction. It is better to ask open-ended questions, for example: “Did you like the offer?”, “Are you satisfied with the conditions?” and the like. If you ask directly, it's easy to hear "no", so you should proceed with caution, as there may not be a second chance.

When formulating a proposal, there is an opportunity to add value to the product or service being offered. How? There are three methods:

1. Scarcity acts as a kind of psychological factor that makes a person want to get something that is only available in limited quantities. Owning something exclusive (or at least not mass-produced) helps a person feel unique.
2. A limited time offer is a catalyst that helps you make a positive decision. The promotion will expire, which means the buyer will miss out on the benefits... and who would do that?
3. The effect of repetition (imitation) - often people strive to copy others on a subconscious level, therefore a large number of customers who have purchased a product is a kind of proof of its quality and relevance.

Important: the wording of the offer must be clear, transparent and in no way misleading to buyers, otherwise the lost trust will not be regained.

Handling possible objections

Every seller faces customer objections every day in his work. They can arise both at the very beginning, that is, at the stage of establishing contact, and after the presentation of the product. It is normal and logical that the client has doubts. The seller’s task is to give a reasoned answer, dispelling doubts or explaining unclear points. Let's look at examples of the most common objections and methods for dealing with them.

"Too expensive!"

A common objection, especially in retail stores. What should the seller do? Carefully find out what is causing this decision. Depending on the cause, you should come up with a neutralization method. For example:

• The customer saw a similar product in another store, but at a lower price. Then you need to prove that the proposals are not at all identical. Your product is better in certain parameters, therefore the price is higher. You can build a dialogue in such a way that the buyer himself realizes the superiority of your product, for example: “Are the wine glasses in the Alfa store also crystal, like ours, or are they made of glass?”
• The buyer wants to get a discount. If your organization’s policy provides for discount cards, then make a discount and meet them halfway. However, you are not required to do so otherwise. Explain that the price of the product is logical and reasonable.
• The price is really too high for the client. Then you can offer a similar product at a lower price.
• The buyer thinks the price is unfair. Give arguments proving the objectivity of the price. For example, high quality of the product, prestige, compliance with the latest trends, etc.

"I will think…"

Everyone thinks before shopping - someone wants to consult with friends, evaluate the assortment in other stores, or simply reflect on the need for the desired product. Is there really nothing the seller can do? Can. Usually people put off a purchase because something stops them - they don’t understand, or are embarrassed to ask, for example. In this case, the salesperson should ask what is preventing the client from making a decision about what information he lacks.

Important: Set a deadline for the buyer, that is, a deadline during which the announced price for the product is valid. In other words, tomorrow the selected cabinet will cost 10% more, since a new month begins, from which the supplier has raised prices for materials.

Concluding a deal and resolving issues

It seems that the client is already ready to buy, but even at this stage a failure may occur. The buyer can’t make up his mind, and the seller is already afraid of refusal. It is important to unobtrusively push a person into a transaction - to remind him of the possibility of returning within a certain period, of the guarantee, of the discount card that will be issued along with the purchase. Usually this is enough, and as a result, an agreement is concluded, documents are drawn up, etc. Perhaps the purchase will be made on credit, then the seller must help the client.

The role of merchandising in sales

Merchandising is the art of selling, that is, a unique set of activities aimed at increasing sales in a particular store. According to statistics, more than half of all decisions to purchase any product were made by customers standing directly in front of the counter. Why? A person chooses with his eyes... after seeing something, he can suddenly realize the need for this thing. If you come to a clothing store, it’s easy to notice that scarves and gloves often hang next to bags, and men’s shirts are next to ties. Accidentally? Not at all. The location of the product should ideally encourage visitors to make a purchase, or better yet, more than one.

It is believed that product promotion is carried out in two stages. First, the manufacturer organizes an advertising campaign - in the media, on billboards, on social networks, etc. Its goal is to inform potential consumers about the quality of the product, its properties and characteristics. Due to the branded packaging, brand, and star participating in advertising, the client also creates an image of the product. Merchandising belongs to the second stage; it is a way to attract the attention of the consumer and show him the product in a profitable manner. So that you want to buy it.

Features of sales during cold contacts with a client

Today, everyone experiences cold sales—they are often called “phone spam” because they are carried out entirely at the initiative of the seller. Cold contacts can occur either over the telephone or in person, for example by door-to-door visits. The client most often does not show any interest in the product, and simply does not want to talk to the seller. However, this does not always happen - out of 50 unsuccessful calls, one may turn out to be winning, that is, attract a buyer.

The main feature of cold selling is the difficulty in establishing contact with a potential buyer. You call on the phone, but you have no idea who will answer the phone? Pensioner, student, secretary or CEO? How to behave and adapt to your interlocutor in order to interest him? Typically, cold calling specialists have developed communication plans (they are called “sales scripts”). However, you need to be able to form an opinion about a hypothetical client in the first seconds of a dialogue in order to select a suitable scenario. It is very important to understand what you are selling and know everything about your competitors.

Important: To engage in cold sales, you must not only have stress resistance, conversational skills and competent speech, good knowledge about the product and flexibility of thinking, but also a beautiful, pleasant voice that evokes goodwill and a desire to continue the dialogue.

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Thus, learning to trade correctly, increasing sales volumes, is quite possible if you focus on the needs of the buyer and understand the importance of each stage in the process of selling goods. World-famous marketer Philip Kotler said that “the client needs to be given a choice, and then he will leave all his money with you.” And you can help with the choice...

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The success of sales directly depends on the correct approach to a potential buyer. It is no coincidence that employers who work in the trade sector introduce various employee reward systems. Those consultants who manage to attract more customers receive more impressive income. Proper communication with the client is the key to success. There are 5 main stages of sales that every sales consultant should know about.

Stage one - establishing contact

The first impression of a person is the most important. This opinion is truly justified and applies not only to communication in everyday life. It matters how the store will be presented for the first time in the eyes of a potential buyer. And if the consultant manages to make a good impression, sales will definitely increase. At the same time, you cannot ignore the client or be intrusive. You should choose the “golden mean”.

In this business, those who know how to recognize the type of client at first sight become successful. Some potential buyers do not like being approached; they are confident that they themselves will be able to ask a question to a consultant if necessary. Others expect attention to their nature immediately upon arrival at the store. And if the seller does not pay attention to such a client, the impression of the outlet will be negative. All these points must be clearly understood by a successful sales consultant in a clothing, footwear, household appliances, etc. store.

How should a person who works in trade behave? As soon as a potential buyer crosses the threshold of the store, you should definitely smile and greet him. Over the next few seconds, you need to evaluate the buyer and understand whether he needs help. Next, you can contact the client with the question “Can I tell you something?” If you refuse, under no circumstances should you impose yourself.

The appearance of the store employee also plays an important role. Even the best sales technique for a sales assistant won't work if he looks unkempt. A market employee must be well-groomed. It’s good if the store follows a dress code.

Stage two - recognizing needs

A good sales consultant will be able to increase sales volume in any case and sell goods that are not in demand. However, in this way it will not be possible to establish contact with a potential buyer for long-term cooperation. It is important to find out what exactly the client came for, what he is really interested in. How can I do that? First of all, you need to let the person speak without interrupting him. Active listening is the key to success. The only thing you can do is ask a few clarifying questions. So, if we are talking about shoes, it is worth clarifying what size and color the potential buyer is interested in.

The sales technique of a sales consultant involves choosing questions that begin with the words “when?”, “where?”, “for what purpose?” (for example: “Where do you plan to use this or that shoe model?”). A potential buyer cannot answer “yes” or “no” to such questions. He will have to provide detailed information that the seller can use to offer several product options at once. The buyer will certainly be able to choose one of the proposed models.

The most important qualities of a seller at this stage are: politeness, goodwill, and the ability to listen. Patience is a quality that is also of great importance. The seller will have to deal with a variety of buyers. Many of them will find it difficult to articulate their wishes. But statements like “you yourself don’t know what you want” in relation to the client are not acceptable.

Stage three - product presentation

If communication with the client went well in the first two stages, the buyer was able to figure out what direction to take next. It is necessary to offer the potential buyer several models of the selected product at once and describe their benefits. You should not persuade a person to buy a more expensive model. There is a risk that a potential buyer will completely abandon the idea of ​​buying a product here and now.

What should be the sales technique of a clothing sales consultant? The specialist found out why the buyer came to the store. Next, you should ask clarifying questions and offer the potential buyer several suitable options. At the same time, it is worth assessing the physical parameters of a person, in no case discussing them out loud. So, you should not offer a woman with impressive figures a tight-fitting minidress.

Communicating in the client's language is another important step. A person should feel comfortable in a store. If the consultant uses professional slang and calls the product in words unknown to the buyer, then it will most likely not be possible to increase sales. The consultant will be able to show his competence in a completely different way - by offering the potential buyer product options that really suit him.

Stage four - questions and objections

Any objections or questions from a potential buyer are a good sign. Such moments should not frighten the seller. After all, they are the ones who show that the client is really interested in purchasing the product. Any questions are steps that lead to a successful completion of the transaction. The seller’s task is to correctly answer any objections and persuade the client to buy.

Consultants who have learned to work with objections can consider themselves true masters. After all, for this it is necessary not only to have complete information about the product that is being presented, but also to have the skills of a psychologist. It is important to understand the essence of the buyer's objection in order to find an appropriate answer or offer an alternative product.

"Too expensive!" - this is the objection sellers hear most often. Discussion of cost is a separate moment of successful sales. The consultant must be able to justify the price of a specific model. What should be the sales technique of a telephone sales consultant? The specialist should explain that a particular model is more expensive because it was made in England and not in China. Durable materials were used in its manufacture. The buyer must understand that by purchasing a cheaper model, he receives only a temporary benefit.

What if a potential buyer agrees with all the arguments of the store specialist, but simply does not have the full amount to purchase the product now? The sales technique of a sales consultant involves promoting not only the store’s products, but also its partners. Thus, almost any retail outlet cooperates with banks that can issue a loan for a particular product. This information should definitely be provided to a potential buyer.

Stage five - closing the deal

The final stage of sales is the most difficult. The client still doubts whether he should make a purchase, and the seller is afraid of being refused. Now it is important not to retreat back. In most cases, buyers are waiting to be nudged into action. They already held the product in their hands, and parting with it may be quite difficult. At this stage, you can remind the indecisive buyer that, according to the legislation of the Russian Federation, the goods can be returned to the store within 14 days. This argument usually goes in favor of the sale. Although in reality no more than 5% of purchases are returned.

You should push a doubting client into action unobtrusively. In this case, the likelihood that a person will want to return to a specific retail outlet increases. It is recommended to further encourage the client - offer him a discount on the next product or issue a discount card.

The success of a consultant directly depends on the chosen sales technique. The 5 steps described above are fundamental. But it’s also worth knowing about the mistakes that most novice sellers make. If you manage to avoid them, your income will increase significantly.

The first mistake is failure to listen.

A seller who knows everything about the product he is offering and talks about it in silence will not be able to become successful. To really interest the buyer, you need to let him speak. The client must tell why exactly he came, what he would like to see in the proposed model. Under no circumstances should the impression be created that the seller is imposing something on a potential buyer. A consultant is an assistant who guides the client to the right choice.

While listening to the interlocutor, the seller must understand when and how to ask clarifying questions. If a potential client loses interest in communication, you should definitely notice this. The first 10-15 seconds of contact between the seller and the buyer who comes to the store are the most important. You can easily win over your client if you take notes during the meeting and conversation with him. Such a moment necessarily involves the sales technique of a furniture sales consultant. When ordering this or that model, the buyer must be sure that he was understood correctly and in the end he will really get the kind of sofa (bed, cabinet, wardrobe) that he wants.

Another important rule: if the conversation reaches a dead end, it should be stopped. Aggressiveness and intrusiveness are traits that do not suit a salesperson. If a customer receives negative emotions from communication, he will never want to return to the store again.

Mistake two - ignoring the buyer's point of view

Each seller must carefully study the selected sales technique, the 5 stages of which are described above. Correct presentation of a particular model is a necessity. However, it is worth remembering that the buyer comes to the store based on his own benefit. He does not always care whether a particular product is the most in demand on the market (this is what most sellers report during the presentation).

It's definitely worth exploring the buyer's point of view. Did a person come to the store to buy cheap shoes? There is no need to dissuade him and inform him that economical models do not last long. The client himself knows what is more profitable for him. The sales technique of a shoe sales consultant should include the presentation of models from various price categories.

Mistake Three: Convincing rather than Explaining

Novice salespeople are confident that they can increase profits if they corner the buyer, describe all the benefits of a particular product, and get the buyer to buy. It is possible that on the way of such consultants there will be weak-willed clients who will nevertheless complete the transaction. But even such customers will not want to return to the store again.

In no case should the seller aggressively convince the client that a particular product is the most profitable for him. All you need to do is argue for the actual benefits for the buyer. The sales technique of a sales consultant should include polite communication and clarification of the client’s wishes. If a person does not make contact, you cannot impose yourself. Only if the buyer is truly interested in the product and asks questions, should you honestly explain to him why it is worth making a purchase.

Mistake four: underestimating the buyer's mental abilities

When a sales consultant comes to a clothing store for the first time, he does not know how to behave with potential clients. All the people who visit the store seem exactly the same. At the same time, many inexperienced sellers may underestimate the client's capabilities. A consultant who talks about the benefits of purchasing a particular dress to a stylist looks quite funny. A successful salesperson must be able to evaluate buyers almost at first sight. This will avoid a funny situation.

Overestimating the mental capabilities of a potential buyer is another serious mistake. When a consultant begins to use professional words that not everyone understands, a person feels his own incompetence in this matter. It’s good if the client is not embarrassed, wants to ask again and still makes contact. Many buyers decide to end the conversation if the information provided is not clear to them.

Active offer of additional services

How else can you interest a potential buyer? It is worth actively promoting additional products and services. The possibility of obtaining a particular product on credit has already been discussed earlier. Additionally, you can offer the buyer to insure the purchase. This service is especially relevant in mobile phone stores. Perhaps the client will agree to purchase a more expensive smartphone if he is told that he can insure it against falls or theft.

What products can be additionally offered in clothing stores? You can greatly increase your sales with the help of various accessories. If a buyer comes for trousers, you can offer him a belt or socks. Scarves and tights are also selling well. You will be able to get more income if preparations for sales have been carried out correctly. Related products should be placed side by side on shelves. Clothing stores also offer additional services well, such as discounts on dry cleaning, tailoring, and the possibility of delivering goods.

Client base

Those who decide to devote their lives to sales should start their own customer base. All you need to do is save the buyer’s data when making a transaction. In the future, using the specified number or email, you can notify the client about the arrival of a new product or discounts on old products. Such tactics must necessarily include the sales technique of a sales consultant for household appliances. A person who bought a refrigerator will sooner or later need a microwave oven or a multicooker. In addition, any equipment breaks down over time. In addition, the client can tell his family and friends about the possible benefits. In this case, sales will grow exponentially.

Direct contact with the client through a phone call will be even more effective. During the conversation, you can interest the potential buyer in new promotions and advantageous offers. In this case, it is also important not to impose. From the first seconds of communication, a professional sales consultant must understand whether the conversation is interesting to the client.

Anyone can become a successful salesperson. The main thing is not to despair and try to correct the mistakes you have made. It is also important to choose the right field of activity. Thus, a woman who is not well versed in automotive technology will most likely not be able to achieve much success in an auto parts store. Also, a male sales assistant is not the best option for a women's underwear salon.

Many of us, when buying wallpaper, do not even think about what it is made of. The modern buyer is most often guided by the aesthetic and practical side of the issue. Of course, you and I, as wallpaper sellers, know very well that wallpaper can be completely paper or vinyl, which differ in the base, it can be paper or non-woven.

Lesson 5. Paper wallpaper. How to sell them?

We want to dedicate this lesson to PAPER WALLPAPERS and for good reason. Working in the hall of our retail store, I have already communicated several times with customers who came for PAPER WALLPAPERS. What’s strange, you might think, is that many buyers prefer paper wallpaper because it’s cheap. But “my” buyers had a different motive. It turns out that there is a very important factor that influences the choice of paper wallpaper - it is ECO-FRIENDLY. “My” buyers, I want to note that they are very wealthy people, had experience in covering a bedroom with vinyl wallpaper. For some time after the renovation, they could not understand why it became impossible to stay in the bedroom for a long time, the “heavy” air made breathing difficult, they had to frequently ventilate the room, which is very difficult to do in the cold season. The night became torture, not rest. But then I realized why this happened.

I do not want, in any way, to belittle the dignity of vinyl wallpaper, which amazes with its diversity, beauty combined with practicality, I just want to emphasize that Each type of wallpaper has its own purpose. Vinyl wallpaper is ideal for rooms with good ventilation, such as bathrooms and kitchens, as well as for spacious rooms (halls, living rooms, hallways) that can be frequently ventilated and in which household members spend a short time. And, of course, the corridor, for which vinyl wallpaper, especially hot stamping, is the most practical option.

But bedrooms and children's rooms are those rooms where natural materials will provide us with peace of mind. That is why in these rooms we recommend gluing paper wallpaper to the walls, and paper wallpaper manufacturers have long ago turned this nondescript material into a work of art. Features of paper wallpaper include low resistance to light (they fade quickly) and low wear resistance; they cannot be washed when dirty. The service life of paper wallpaper does not exceed 3-4 years, so they are especially suitable for people who like to frequently change their interior.

Paper wallpaper simplex- this is a single-layer wallpaper, quite thin, so it is unlikely to be able to hide the unevenness of the walls. When decorating rooms with simplex wallpaper, you need to be very careful. They are thin and tear easily. Therefore, manufacturers recommend applying wallpaper glue only to the wall and immediately gluing the wallpaper.

Paper wallpaper duplex- this is wallpaper consisting of two layers of paper glued together. This manufacturing technology allows you to apply a beautiful relief pattern on them. Duplex wallpaper is intended for covering ceilings and walls. The advantage of this wallpaper is that when applied, due to its thickness and depth of embossing, it hides minor unevenness in the walls and gives the room additional volume and an elegant appearance.

Paper wallpaper is moisture resistant- this is the wallpaper with latex coated, which provides abrasion resistance and moisture resistance. Such wallpaper is suitable for the corridor, hall, living room, kitchen, but not in the sink area. They can be wiped with a damp cloth without using detergents, so as not to destroy the protective layer, thanks to which they do not fade so quickly.

Paper wallpaper with acrylic foam paint (foam wallpaper). Another type of paper wallpaper is foam wallpaper. The process of their production is very similar to the production of duplex wallpaper. After the two canvases are glued together, acrylic polymers are applied unevenly onto this base, which are then foamed at high temperatures. As a result, the decor in the form of a relief pattern is obtained on the front side of the product. These wallpapers, having sufficient density, also smooth out uneven walls quite well. In addition, glued foam wallpaper does not interfere with air exchange, since the acrylic binders are applied not in an even layer, but in a targeted manner. When gluing foam wallpaper, you must use a roller to roll the wallpaper so as not to damage the decor applied to it.

There are manufacturers who designate colors differently, but also with numbers, for example, green - 04 or 14, cream - 05 or 15, pink - 03 or 13. Here's an interesting fact.

In the modern world, the requirements for sellers are becoming higher and more often our customers want to see a designer in the seller, at least a little bit, at the level of recommendations for the combination of colors and shape/size of the picture. Let's talk a little about this too.

When choosing colors for wallpaper, it is important to remember one rule: when choosing wallpaper of a neutral color, the room can be filled with almost any furniture, textiles and accessories, and the color of the wallpaper that is used for the combination must be duplicated in the interior. These can be different shades of the same color or the same style of pattern or ornament. When the color palette of combined wallpaper is repeated in the interior, a harmonious interior appears.

The ratio of the main color (wallpaper, floor and ceiling), additional color (for example, curtains and furniture) and contrasting accents (decorative accessories) should be in the proportion of 70% + 25% + 5%.

Before choosing a color combination, become familiar with the effect each color has on a person. This will help you make the right choice when choosing wallpaper.

Gold

Golden shades of wallpaper in measured quantities will create an atmosphere of tenderness, warmth, and can add solemnity. They go well with light tones (beige, light brown), but combinations with dark ones will be too gloomy.

Yellow

The color yellow is associated with joy. Yellow wallpaper is ideal for rooms with limited natural light. Yellow wallpaper can be safely chosen for the kitchen, nursery, and living room. They harmonize with almost all colors, especially white, green, blue, black, and many shades of brown.

Orange

Orange colors symbolize energy and strength, they are perfect for rooms where the family gathers: dining room, living room, kitchen. But if you choose this color of wallpaper for a nursery, then it needs to be diluted with white tones so as not to cause aggression. They are not recommended for bedrooms. Orange color belongs to the warm range, so this wallpaper is best combined with cold colors (gray, blue), as well as with white, red, pink, yellow, ocher, green, black, gray colors.

Brown

Brown wallpaper has dual properties: it can act both calming and depressing. Therefore, when choosing, you should pay attention to lighting, combinations with other decorative elements, and the functions of the room. Brown wallpaper is suitable for offices, living rooms, and if skillfully combined with light colors (light green, beige, yellow, gold) and a good design, it can even be suitable for a bedroom. This color adds nobility to the interior. In combination with light ones and with sufficient lighting, it is well suited for the hallway and corridor.

Stripes

If we talk about striped wallpaper, then you should remember that vertical stripes on the walls will bring symmetry to the room, and also visually “stretch” in height.

Horizontal stripes will make the room wider, but the ceiling will visually appear lower.

Red

Red color is stimulating, but it is better for them to make only accents in the room, for example, covering one wall. It goes well with both pastel colors and related shades (companions). Recommended in active areas - living room, hall, corridor. Can be used in the kitchen to improve appetite. But in the bedrooms - carefully and in doses. Red wallpaper harmoniously combines with white, blue, pink, orange, golden yellow, silver, and black colors. Red color in large quantities creates nervous tension (contraindicated for hypertensive patients).

Pink

But in a nursery, the pink color of the wallpaper is recommended - according to the designers, unlike red, it is calming. However, there is no need to overdo it with tonality. Pink wallpaper goes well with white, light green, purple, lilac and even red elements. In our country there is a stereotype that pink is suitable only for girls, and blue for boys, but this is not entirely true. Each color carries a special psychological load, regardless of stereotypes. Thus, pink causes sensitivity and reduces aggressiveness. However, its excess can develop frivolity. An excess of any of the colors will not be beneficial for the child’s psyche. In children's rooms it is recommended to use up to three main cheerful shades.

It should also be taken into account that a sparse and small pattern expands the space. Therefore, the smaller the room, the lighter the wallpaper should be and the smaller its pattern. Wallpaper with small patterns calms and promotes peace of mind.

Violet

Purple color is mysterious and receding, that is, expanding the room. It fits well in the living room, bedroom, kitchen. But here it is very important to choose the right tone (not to darken it) and harmoniously combine it with other, preferably lighter colors: white, gray-blue, lilac, pink, gold, orange, light green. Purple color, as well as other dark colors (blue, gray, chocolate) are suitable for rooms where there is a lot of sunlight. A special feature of these colors is their ability to absorb excess light energy.

Blue

Blue is a color loved by many. This is a cold color, it calms, but also reduces activity, but at the same time it can carry a feeling of cold and discomfort. Not recommended for small rooms, but in large bedrooms and kitchens it can add coziness. It relieves fatigue and promotes better sleep, making it perfect for the bedroom. In combination with light, warm elements, such as orange or yellow, it is perfect for a child's room. Blue wallpaper is combined with green, turquoise, red, purple, gray, and gold colors.

Do not forget that frequent and large elements of wallpaper reduce the space and thicken it. Therefore, bright, contrasting patterns are not recommended for use in small rooms. The larger the pattern, the softer its color should be.

Blue

Blue - simple, limitless, light, light. This is the color of romantics, it calms and enchants. That is why it is good not only for residential premises, but also for office ones. Controversial issues and conflict situations are often resolved in “blue rooms”. Even in abundance, it does not become gloomy and cold, it visually expands the space, and is perfect for children's rooms. Combines harmoniously with pastel colors, green, brown, white, blue, gray, purple, light green.

Green

Green wallpaper is natural, it is a symbol of life and confidence. Often used for decoration, color increases the visual perception of space. It helps cope with negativity and irritation. Many people love wallpaper with green patterns, symbolizing plant motifs. However, different shades of green can have different effects. Light colors relax, while richer colors stimulate. They can look great in any room. Green wallpaper is combined with light green, blue, yellow, black and lime colors.

Black

This color is loved by many; there is something mystical about it. However, at the same time it is also gloomy and depressing - which is why, although it is often used in interior design, it must be combined with additional colors. With the right dosage and the right combination, this color adds style and elegance to the room. Ideal combination with white. It is important to remember that black color “eats up” space.

White

The light, open white color of the wallpaper gives almost complete freedom for further decoration of the room. It is perfectly complemented by any shades, but in itself it can evoke boredom or a feeling of isolation, “hospital”. This color is good in combination with bright, rich, expressive colors. Wallpaper in white and pastel colors is suitable for those rooms where you need to create a relaxing environment (living room, bedroom). They harmonize well with brown and gold shades. In combination with white, the room becomes calm and bright.

Black and white

Black and white design is one of the best options. However, here the question is not primarily what the color effect on the viewer will be, but the geometry of the pattern used. So, striped wallpaper can make a room look formal and elegant, while splashes of other colors will add playfulness and fun.

When the seller calculates with the buyer the required amount of wallpaper, it is important not to forget about such 2 factors, like rapport and batch number.

Rapport is the repetition of a specific pattern on a sheet of wallpaper. The presence of rapport indicates that the wallpaper will need to be adjusted according to the pattern. The length of the repeat is not a constant value, it all depends on the design of the wallpaper. Most often, rapport varies from 20 to 64 cm, but it can be more. The longer the repeat length, the greater the wallpaper consumption - the buyer will have to cut off some part of the wallpaper to adjust the pattern. Naturally, this affects the amount of wallpaper that is needed to cover the room. Therefore, offer the buyer to increase the quantity of wallpaper by 1 roll, giving him a guarantee that within a certain period he can return the extra roll. Practice shows that having a sufficient amount of wallpaper, which was paid for yesterday, the buyer forgets about saving and generously cuts the wallpaper as it turns out, without special cutting.

The second argument in favor of an additional roll of wallpaper is the risk that if suddenly there is not enough wallpaper, the buyer may either not find such wallpaper at all (there was a sale and everything was sold), or the necessary wallpaper will turn out to be from another batch. The batch number is indicated by the manufacturer on each roll of wallpaper; these can be numbers or a combination of letters and numbers. Batch number- this is a unique marking for each new batch of wallpaper released. If the rolls turn out to be from different batches, there is a possibility that the shade of the wallpaper color will be slightly different, sometimes the difference is fundamental and very noticeable on the walls.

I hope our tips will be useful. After all, the most important thing is that our customers are not disappointed with their choice; this determines whether they return to us or not.

Happy sales!

Questions for the materials "Paper wallpaper. How to sell them correctly?":

1. Which wallpaper requires particularly careful preparation of the walls:

A) foam wallpaper

B) simplex

B) duplex

2. Which statement is false?

A) different batches of wallpaper indicate that the wallpaper was produced in different factories

B) different batches of wallpaper indicate that the wallpaper was released at different times

C) different batches of wallpaper indicate that the wallpaper may differ in shade

3. Which statement is being questioned?

A) The smaller the room, the larger the drawing should be

B) Darker wallpaper absorbs light

C) Vertical stripes visually “raise the ceiling”

4. Which statement about wallpaper rapport is false?

A) Rapport is the repetition of a certain pattern on a sheet of wallpaper

B) The greater the rapport, the greater the consumption of wallpaper

C) With a repeat of 20 cm, the wallpaper does not require adjustment

5. Which wallpaper will best hide uneven walls?

A) duplex

B) simplex

B) moisture resistant

6. What wallpapers are additionally decorated during production?

A) moisture resistant

B) foam wallpaper

B) duplex

7. Which wallpapers do not need to be coated with glue when pasting?

A) moisture resistant

B) simplex

B) foam wallpaper

8. What color is the wallpaper Idyll 5 3?

A) green

B) yellow

B) orange

9. What color is the Croquette 61 wallpaper?

A) gray

B) blue

B) beige

A) wallpaper in pastel colors

B) wallpaper with a large pattern

C) bright wallpaper with horizontal stripes

11. What color wallpaper absorbs light?

A) yellow

B) green

B) blue

12. What color wallpaper will require additional contrasting accents to harmonize the interior?

A) red

B) white

B) blue

A) red

B) white

B) blue

A) white

B) orange

B) blue