Prompts, Goal Setting and Feedback to Increase Suggestive Selling

Suggestive selling has been demonstrated to increase sales in comparison designs in a variety of settings. Similarly prompts have increased suggestive selling in comparison designs. In the present study, prompts, goal-setting, feedback, and praise were used to increase red and white wine sales in a multiple baseline design. This combination increased suggestive selling when applied to each wine. Prompts with just goal-setting and praise produced largely temporary effects. Prompts with feedback and praise tripled the percent of checks containing wine sales; however, these increases were not maintained after the feedback, praise, and prompts were discontinued.