VOCAB 13,14,15

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Across
  1. 6. Approach-A way to approach a customer that focuses on welcoming the customer to the store.
  2. 7. Close- the process of making a sale
  3. 9. Communication-the act of conveying information without the use of words.
  4. 11. Motives- give a store or business your support (financial or otherwise) as a customer or client,
  5. 13. method -placing a premeditated message in the "mouth of the media."
  6. 19. Benefits-a term used in sales, marketing, and business administration
  7. 21. Features-a specific function or characteristic that enhances your product's value
  8. 24. protest designed to get out of the sales conversation with a bit of grace.
  9. 25. method-a technique that permits the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits.
  10. 26. Motives-reasons to purchase based on facts or logic
  11. 27. Approach-The goal is to influence the buyer with a compelling assortment (PDF) or offer to drive a purchase.
  12. 28. Method-based on the premise that the new product often displaces the old product, or old use patterns
  13. 29. Close -the most straight-forward closing approach; the salesperson simply asks the buyer for an order.
  14. 30. Canvassing-the process of directly approaching employers, by visiting or phone calls, and marketing yourself to them
  15. 31. method-a prospecting method in which a salesperson asks each customer called upon to suggest the names of other likely purchasers of the same product.
  16. 33. act of sending someone or something to a person or place where what is wanted or needed can be obtained:
  17. 34. Motives-if you are happy, you are energized to do something that you believe will help you maintain the happy feeling
  18. 35. Motives-the emotional and intellectual factors influencing a consumer's decision to buy a product or service.
  19. 36. Points-for every pair of shoes a customer purchases, the company donates a pair to a child in need.
  20. 37. the reasons why your prospects can't or won't buy your product or service
Down
  1. 1. Signal-a potential customer's actions or behaviors that suggest an interest in buying a product or service
  2. 2. Features-the material your product is made from
  3. 3. question- a question that cannot be answered with a yes or no response, or with a static response.
  4. 4. Close- a way to close a sale in which a salesperson explains services that overcome obstacles or problems.
  5. 5. practice of promoting a product
  6. 8. Approach-implies a general move from CapEx to OpEx, making it easier for all parties to manage cashflow, with payments to a predictable schedule, controlled by contracts.
  7. 10. Terms-the activities a company undertakes to promote the buying or selling of its products or services
  8. 12. Close-closing technique in which the salesperson tries to get a quick commitment to a purchase by telling the buyer that the demand for the product is heavy and that only a limited quantity is left
  9. 14. a buyer's objection back as a reason for buying
  10. 15. Close- creating emotions in the prospect with words or pictures
  11. 16. possibility that something good might happen in the future
  12. 17. Product Features-a promise or guarantee
  13. 18. the Sale-how reps make their quota and how businesses grow revenue
  14. 20. Selling-an approach that focuses on the unique advantages
  15. 22. Close -a technique used in selling to assess the buyer's readiness to make a purchase decision.
  16. 23. process of identifying and contacting potential customers in order to generate new business
  17. 32. Analysis Sheet -A document that lists common objections and possible responses to them.