Chapter 12-15

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Across
  1. 2. Is a conscious, logical reason for a purchase.
  2. 5. Are the advantages or personal satisfaction a customer will get from a good or service.
  3. 6. Is providing solutions to customers' problems by finding products that meet their needs.
  4. 7. The things customers do or say to indicate a readiness to buy.
  5. 10. May take place in a manufacture's or wholesaler's showroom.
  6. 13. Is obtaining an agreement to buy from the customer.
  7. 14. Is a feeling experienced by a customer through association with a product.
  8. 15. Are words that average customer can understand.
Down
  1. 1. May be basic, physical, or extended attributes.
  2. 3. Are reasons for not buying or not seeing the salesperson.
  3. 4. Is a document that list common objections and possible response to them.
  4. 8. Matching the characteristics of a product to a customer's needs and wants.
  5. 9. Is any form of direct contact between a salesperson and a customer.
  6. 11. The salesperson ask the customer if he or she needs assistance.
  7. 12. The last type of personal selling situation.