Selling Review

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Across
  1. 3. Questioning and listening are two things a salesperson needs to be skilled at to discover a customer's ________.
  2. 4. Having a one on one sales conversation in an online setting through the aid of Livechats and Chatbots is an example of _________ marketing.
  3. 5. The process of matching the characteristics of a product to customer needs and wants is known as ________ _______ ________.
  4. 6. A salesperson can use videos, photographs, samples, pamphlets, or presentations to show the product to the customer when it is impractical to _______ the product.
  5. 9. Any form of direct contact between a salesperson and a potential customer with the aim of selling a product or service
  6. 10. A salesperson can use this type of closing strategy when a product is in short supply or when the price of an item will be going up in the near future. Salespeople should only use this strategy when the information they are giving customers is truthful.
  7. 12. When a customer purchases items on a grocery list such as toilet paper, milk, and break, they are participating in what type of decision making?
  8. 16. All of Becky's friends are getting nice purses for their birthdays. Becky bough a Kate Spade purse so she could fit in with her friends and carry a nice bag too. Becky's purchase can best be described as a(n) ________ buying motive.
  9. 20. One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to gain the customer's ___________.
  10. 21. A type of selling that is very involved requiring a salesperson to spend a great deal of time with a buyer is ________ _______ selling.
Down
  1. 1. Reassuring a customer of their wise buying decision, sending a thank you card, and or making a follow-up call to a customer are all strategies used to build ________ with customers after a sale.
  2. 2. A description of a product characteristic; the product's basic, physical, or extended attributes
  3. 7. Suggesting adding a phone case to a new phone purchase is an example of ________ _______.
  4. 8. "It's cute, but I was really hoping to find a raincoat with a detachable hood." is an example of a _______ objection.
  5. 10. The person who helps facilitate the sale and convince the buyer that the product/service is worth the exchange of their money
  6. 11. Concerns, hesitations, doubts, or any other honest reason a customer has for not making a purchase.
  7. 13. A customer says "I'm worried that this shirt will shrink." The salesperson's reply is "I promise it won't, it is made of material that does not shrink." What method of handling objections is the salesperson using?
  8. 14. A common sales approach technique used when a customer is already showing interest in a particular product is called the ________ approach.
  9. 15. A customer in a computer store says "I can't buy this software. I don't understand the instructions." The salesperson's reply is "Let's read over the directions together. What is the first direction you find confusing?" What method of handling objections is the salesperson using?
  10. 17. The first contact between a customer and a salesperson
  11. 18. The advantage provided to the customer as a result of using the product; the personal satisfaction a customer will get from a good or service.
  12. 19. During a presentation, what is the maximum number of items a salesperson should show a customer at one time?