Across
- 2. The preparation for the face-to-face encounter with potential customers.
- 5. A retail approach method in which the salesperson welcomes the customer to the store.
- 6. the salesperson asks the customer if he or she needs assistance
- 8. May be basic, physical, or extended attributes of the product or purchase.
- 10. A conscious, logical reason for a purchase
- 11. Matching the characteristics of a product to a customer's needs and wants
- 13. using the telephone to sell directly to customers
- 18. Any form of direct contact between a salesperson and a customer.
Down
- 1. used when a person buys goods and services that he or she has purchased before but not regularly
- 3. a lead to a potential customer
- 4. The process used when a person needs little information about a product to make a decision because he or she buys it regularly.
- 7. the names of other people who might buy the product
- 9. May take place in a manufacturer's or wholesaler's showroom or a customer's place of business.
- 12. the advantages or personal satisfaction a customer will get from a good or service
- 14. A feeling experienced by a customer through association with a product.
- 15. used when there has been little to no previous experience with an item. Item is expensive and not purchased often.
- 16. A way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest.
- 17. Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.