2.02_SE1 Glossary Crossword

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Across
  1. 4. Not able to be detected through any of the five senses
  2. 5. Making contact and exchanging information with a variety of people; used mostly for business and career purposes
  3. 8. A method of pay in which a salesperson earns a portion of what s/he sells
  4. 9. The act of identifying any person or organization with the potential to buy a product and compiling that information in an organized manner for future use
  5. 13. Able to be detected through the five senses (e.g., heard, seen, felt, tasted, smelled)
  6. 15. A method of prospecting in which a salesperson asks a dominant member of a group to use or endorse her/his products
  7. 16. A method of prospecting in which a salesperson asks every prospect to whom s/he makes a presentation to give the names of others who might be interested in the product(s)
Down
  1. 1. Organizations or individuals who have a need for a product, have the ability to pay, have the authority to buy, and are accessible to the salesperson
  2. 2. Awareness of one’s surroundings; the most commonly used method of prospecting
  3. 3. A dominant member of a group
  4. 6. A method of prospecting in which a salesperson asks someone s/he knows or someone who uses the product(s) to recommend them to others
  5. 7. A gradual loss of customers due to natural circumstances (e.g., retirement, downsizing, etc.)
  6. 10. Unannounced calls or visits by a salesperson to prospects about whom little may be known
  7. 11. broker: A company that prepares prospect lists for a fee
  8. 12. Any person or business with the potential to purchase a good, service, or idea; a qualified lead
  9. 14. The name of an organization or individual who might be interested in a salesperson’s good or service