Marketing Chapter 12

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Across
  1. 2. The preparation for the face-to-face encounter with potential customers.
  2. 5. A retail approach method in which the salesperson welcomes the customer to the store.
  3. 6. the salesperson asks the customer if he or she needs assistance
  4. 8. May be basic, physical, or extended attributes of the product or purchase.
  5. 10. A conscious, logical reason for a purchase
  6. 11. Matching the characteristics of a product to a customer's needs and wants
  7. 13. using the telephone to sell directly to customers
  8. 18. Any form of direct contact between a salesperson and a customer.
Down
  1. 1. used when a person buys goods and services that he or she has purchased before but not regularly
  2. 3. a lead to a potential customer
  3. 4. The process used when a person needs little information about a product to make a decision because he or she buys it regularly.
  4. 7. the names of other people who might buy the product
  5. 9. May take place in a manufacturer's or wholesaler's showroom or a customer's place of business.
  6. 12. the advantages or personal satisfaction a customer will get from a good or service
  7. 14. A feeling experienced by a customer through association with a product.
  8. 15. used when there has been little to no previous experience with an item. Item is expensive and not purchased often.
  9. 16. A way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest.
  10. 17. Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.