4.04_SE895 Vocab Crossword

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Across
  1. 6. A closing technique in which a salesperson answers a customer’s objection so that the customer no longer has a reason not to buy
  2. 7. A closing technique that uses products that go with the item being presented to help customers make buying decisions
  3. 10. A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation
  4. 12. 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
  5. 15. A closing technique in which the salesperson stops talking after the presentation to allow the prospect time to think and to respond
  6. 17. A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product
  7. 18. A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale
  8. 19. The most simple and natural of all closing techniques; involves merely asking the customer to buy
Down
  1. 1. The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration
  2. 2. A closing technique that involves comparing a product’s pros and cons
  3. 3. A closing technique in which customers are offered something extra for buying immediately
  4. 4. 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
  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 percentage of the total sale amount paid to the individual or business that makes the sale
  7. 9. The point in the selling process at which the customer makes a favorable buying decision
  8. 11. A motivator (in sales, for example, a monetary bonus for reaching a certain goal)
  9. 13. 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
  10. 14. 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
  11. 16. 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