Marketing Chapter 12 Vocabulary

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Across
  1. 5. type of decision making when a customer regularly buys a product and needs little information to make a purchase
  2. 7. preparing for face to face encounters with customers
  3. 8. also known as a lead; a potential customer
  4. 11. type of decision making when a customer has little/no experience with the product
  5. 12. a dollar or unit goal of sales for a salesperson
  6. 15. any form of direct contact between a salesperson and a customer
  7. 17. buying motive based on feelings
  8. 18. providing solutions to customers that meet their needs
Down
  1. 1. selling over the phone
  2. 2. locating potential customers without leads
  3. 3. matching characteristics of a product to a customer's needs and wants
  4. 4. type of selling that occurs between two businesses for products and services for business use
  5. 6. names of other potential customers provided by a satisfied customer
  6. 9. advantages or satisfaction gained by a customer from a product
  7. 10. physical characteristics of a product
  8. 13. method of obtaining leads by asking previous customers for names of potential customers
  9. 14. type of decision making when a customer has purchased a product before, but not regularly
  10. 16. buying motive based on logic and facts