Marketing Chapters 12-15 Review

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Across
  1. 2. method to respond to an objection where you turn the objection into a selling point
  2. 3. type of approach where you ask the customer if they need assistance
  3. 7. understanding customers and building long-lasting relationships with them
  4. 8. the physical attributes of a product
  5. 9. obtaining a positive agreement to buy
  6. 10. type of decision making used to buy expensive, high-risk products such as cars and housing
  7. 11. type of objection where the customer does not want to pay the given price for the product
  8. 12. method to respond to an objection by showing the customer that the product works
  9. 13. closing method where the salesperson explains services that overcome obstacles
  10. 15. type of decision making used to buy low-risk, inexpensive products such as food and household products
  11. 18. type of objection where the customer has concerns about the product itself
  12. 21. type of objection where the customer has a negative opinion about the brand
  13. 22. type of decision making used to buy moderate-risk products such as appliances and electronic goods
  14. 24. method to respond to an objection where you use the testimonial of a satisfied customer
  15. 25. the advantages or satisfaction gained from a product
  16. 26. type of approach where you welcome the customer to the store
  17. 27. concerns, hesitations, or doubts the customer has about buying
  18. 28. buying motive based on feelings
  19. 29. closing method that encourages the customer to choose between two items
  20. 30. type of objection where the customer wants to wait to buy the product
  21. 32. type of communication without using words
  22. 33. type of approach where you make a comment or ask a question about a product a customer is showing interest in
  23. 35. closing method where the salesperson asks the customer for the sale
Down
  1. 1. method to respond to an objection where you ask the customer a question about their objection
  2. 3. recommending additional goods and services to the customer
  3. 4. method to respond to an objection where you acknowledge the objection but offset it with other features of the product
  4. 5. a potential customer, also known as a lead
  5. 6. unfair prejudice or favor towards a specific group of people
  6. 14. vocabulary the average person can understand
  7. 16. type of questions that need to be answered by more than "yes" or "no"
  8. 17. buying motive based in logic
  9. 19. preparation for face to face interactions with customers
  10. 20. closing method used when a product is in short supply
  11. 23. method to respond to an objection where you suggest a different product that meets the customer's needs
  12. 25. selling to other businesses for business use
  13. 31. selling to customers in a store setting
  14. 32. type of objection where the customer does not need the product
  15. 34. method to respond to an objection where you show the customer their objection is false using facts