exam 1 2024

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Across
  1. 4. Any point of contact between a sales rep and a prospect, whether it be an email, phone call, or personal visit, is referred to as a ___________
  2. 7. Once a BDR finds a good customer prospect they hand them over to a(n) Account _________.
  3. 8. Grocery stores often charge a ______ fee to companies wanting to put their product on their shelf
  4. 10. A salesperson must be intelligent, attractive, likeable, able to take rejection, computer literate, __________, self-motivated, and ethical (at least appearing so)
  5. 12. A type of sales where you attract the customer to you
  6. 13. In the pesticide sales industry, a person helping salespeople with CRM software would be called a subject _______ experts
  7. 15. Corteva uses the acronym COI which stands for centers of ___________
  8. 17. The ag dean’s wife who helps with the class is named _______ Lusk.
  9. 19. For inbound sales the job of a business development representative (BDR) is to find ______ leads
  10. 20. For an inbound sales strategy to work the company must have an effective marketing ________
  11. 22. The acronym POS stands for point of ______
  12. 23. In an inbound sales strategy, the potential client becomes a lead, then a qualified lead, then a sales __________, then a customer
  13. 26. Everything a company provides to a customer, from the product itself to business intelligence and news to customer service is referred to as the value _________.
  14. 27. Texas is just __________ Oklahoma
Down
  1. 1. In the pesticide industry, a sales ______ manager will handle particularly tough questions and will serve as an internal consultant to the company
  2. 2. A _________ performs the manual labor for the sales representative in the beer distribution industry
  3. 3. A buyer _______ is a semi-fictionalized representation of your ideal customer based on real data about demographics, motivations, behaviors, goals, and the like.
  4. 5. In a retail store, a person in charge of one particularly type of good being sold is referred to as a ______ manager
  5. 6. A salesperson is both a helper and a ___________
  6. 9. A sales ______ helps everyone in the inbound sales strategy and serves as an internal consultant
  7. 11. Sales areas for pesticides are described as regions, ______, and territories
  8. 14. An ______ manager performs customer service after the sale is made
  9. 16. term DSD stands for door to _____ to store delivery
  10. 18. SKU stands for _______ - keeping unit.
  11. 21. The entry level sales position underneath a territory manager in pesticide sales is called ______ territory manager
  12. 23. A type of sales where you “cold call” on people
  13. 24. The main goal of a discovery conversation is to learn about a lead’s _____ points
  14. 25. Bonuses/commissions in the biotech sales industry tend to be about thirty-_____ percent of total compensation.