1.12 SE895 Glossary Terms

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Across
  1. 6. A closing technique in which the salesperson helps the customer reach a buying decision by reducing the number of items from which to choose, and then asking the customer to choose between the remaining ones
  2. 7. A closing technique that uses products that go with the item being presented to help customers make buying decisions
  3. 10. A percentage of the total sale amount paid to the individual or business that makes the sale
  4. 11. The point in the selling process at which the customer makes a favorable buying decision
  5. 15. The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration
  6. 16. A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale
  7. 18. A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product
  8. 19. A closing technique in which a salesperson answers a customer’s objection so that the customer no longer has a reason not to buy
Down
  1. 1. A closing technique that involves comparing a product’s pros and cons
  2. 2. A closing technique in which the salesperson takes for granted that the customers agree with all that has been said in the presentation and that they will buy
  3. 3. The most simple and natural of all closing techniques; involves merely asking the customer to buy
  4. 4. A closing technique in which the salesperson stops talking after the presentation to allow the prospect time to think and to respond
  5. 5. A point of difference between a customer and a salesperson that may prevent a sale; the customer's reason for not buying
  6. 8. A closing technique in which the salesperson creates a sense of urgency to buy by mentioning that the item being presented is one-of-a-kind or in limited supply
  7. 9. A motivator (in sales, for example, a monetary bonus for reaching a certain goal)
  8. 12. A closing technique in which the salesperson tells a story about other people who successfully made a buying decision and how the product solved their problem
  9. 13. A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation
  10. 14. A closing technique that involves getting the customer to make minor decisions about a purchase before asking for the major decision of whether to buy or not; also known as stimulus-response close
  11. 17. A closing technique in which customers are offered something extra for buying immediately