2.05_SE48 Vocab

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Across
  1. 7. The phase of the selling process that requires the salesperson to utilize techniques to follow up the sale to increase the customer’s confidence in their buying decision
  2. 10. A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying
  3. 11. The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation
  4. 16. The act of finding potential customers
  5. 17. The determination of a customer’s satisfaction with a good or service after a sales presentation regardless of whether or not a sale was made
  6. 18. A sales technique in which the salesperson attempts to increase the customer’s purchase by recommending additional items after the original decision to buy has been made
Down
  1. 1. Actions of the salesperson in the sales presentation that show the product’s features and benefits
  2. 2. The act of determining if a potential customer has the interest, ability, and authority to buy a product
  3. 3. A fact about or characteristic of a product
  4. 4. The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening
  5. 5. Something required or essential that is lacking
  6. 6. The point in the selling process at which the customer makes a favorable buying decision
  7. 8. The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy
  8. 9. The phase of the selling process that involves making initial contact with customers to create the right selling environment
  9. 12. The phase of the selling process in which the salesperson recommends specific goods or services that meet the customer’s needs
  10. 13. The sales procedure in which the salesperson shows the customer the benefits of the product’s features
  11. 14. A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale
  12. 15. An advantage customers receive from using a product