B2B Selling (MKT2130)

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Across
  1. 5. the third step in the buying process
  2. 6. an objection based on a prospect's prefernce for another company
  3. 9. a closing technique where the prospect must "act now"
  4. 10. the continuous prospecting method of making and utilizing contacts
  5. 11. the five steps or phrases that constitute a purchase decision
  6. 14. the act of reaching a mutual agreement
  7. 16. a ratio that determins the actual cost to the prospect
  8. 18. a type of proposition that gives the prospect a compelling reason to buy the product
  9. 20. the process of helping people make a decision that will benefit them
  10. 22. the method of offsetting negative product aspects with better benefit aspects
  11. 23. an acronym describing a sequential questioning approach used by salespeople
  12. 24. a closing technique where the salesperson attempts to reverse objections with persuasive sales argument
  13. 25. the process which determines if the prospect has the money, authority, and desire to purchase
  14. 26. an approach where the salesperson offers a prospect something as an inducement to buy
  15. 27. planning the sales call
Down
  1. 1. the most common but least powerful approach to capture the prospect's attention
  2. 2. a direct comparison statement using the words like, or, as
  3. 3. using a third party statement as proof
  4. 4. the ability to work and contact people throughout the account
  5. 7. a sequence of things to do and say to stress benefits important to customer
  6. 8. signals indicating a buyer is ready to buy
  7. 11. is often referred to as a formula sales presentation
  8. 12. an advantage held over the competition
  9. 13. questions that help salespeople onbtain information from prospects
  10. 15. the process of turning an objection into a reason to buy
  11. 17. a closing technique using graphs and bar charts
  12. 19. the prospect's opposition or resistance to the salesperson's information or request
  13. 21. the fifth mental step in the buying process
  14. 22. an approach where a salesperson creates a prospect's curiousity in a product or service