Across
- 1. ____ Buyers; purchase finished goods for resale
- 3. ____ benefit; ____-costs = Net benefit
- 4. New Business Developments; involved with new products/customers
- 6. Knowledge-Based learning
- 8. Question identifying explicit needs and clarifications
- 13. Unconscious ____; right intuition, second nature
- 14. Actual goal to achieve in a sales call
- 17. What the customer gets from using the feature
- 18. Step 4 in Seller perspective in a sales call process
- 19. Selling that educates customers on use of new or existing products/services
- 20. Needs that the buyers needs but doesn’t now what exactly
- 25. ____ opening leading with benefits of the offering
- 27. Risk with spending too long on the process/offer
- 28. What is it?
- 29. Type of selling that is interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relations
- 32. Type of market that is concentrated, fluctuates, lengthy, complexly impactful, influenced by rationality and customer value & motivated by business, gov, etc.
- 33. Type of procurement; items for company use in business operations
- 36. Simply hearing
- 38. _____ Sales Reps that visit customers in person within a territory
- 39. ____ opening asking a question
- 40. Learning based on physical, special action, or activity
- 43. Type of knowledge knowing the marketing influences, growth, and changes
- 45. Account Managers that support existing clients
- 46. ____ even; length of time for an investment to be returned = purchased price/savings per period
- 48. ____ Task; product/service being purchased for the first time, new problem/need has arisen (requires lots of information)
- 49. ____ rebuy; reordering the same product/service from the same supplier
- 50. ____ cost; return the customer would have earned from using the same investment for a different purpose
- 54. I like it.
- 56. Type of selling with the goal of short term solutions
- 61. Need ____; Step 2 in Buyers perspective in a sales call
- 62. Risk when cost exceeds benefits
- 65. “Government” Buyers constrained by policies and laws in a formal buying process
- 67. ____ opening complementing the buyer or company
- 68. Minimum goal to achieve in a sales call
- 69. Need ____; Step 3 in Buyers perspective in a sales call
- 70. I want it.
- 71. Question with an If/Then statement
- 72. Type of learning that takes a holistic approach
- 73. Sales _____ that works with account managers to develop solutions for customers
Down
- 1. ____ opening conveying someone else referred you to the potential customer
- 2. Intentional listening
- 5. ____ incompetence; wrong intuition, doesn’t see errors and doesn’t know how to correct it
- 7. “Psychological” risk where the decision will impact how peers view the buyer
- 8. Risk when product is unsafe
- 9. Step 2 in Sellers perspective in a sales call process
- 10. Statement addressing how sales offering provides value to a customer by fulfilling a need pr creating an opportunity
- 11. Step 3 in Sellers perspective in a sales call process
- 12. Statement linking benefits to the advantage of the product and what the feature is
- 15. Need ____; Step 4 in Buyers perspective in a sales call
- 16. ____ opening demonstrating a feature/benefit right away
- 21. Emotion-Based learning
- 22. ____-Listening Differential; different between number of words people can speak vs hear in a minute (Speed of Speech > Speed of Thought)
- 23. ____ competence; right analysis, understands how to do something
- 24. Customer mental stages
- 26. Characteristic or attribute of a product/service
- 30. Risk expending resources on a lesser product when there is opportunity to purchase a better product
- 31. _____Sales Reps; in office support for customers, likely to start career here
- 34. Type of procurement; items used to create a product/service for the end-under
- 35. Myth that only this personality type can be in sales
- 37. Needs that customers recognized and states
- 41. Type of knowledge knowing the company and buyer info and getting more info
- 42. ____ Buyers; purchase for use in the creation of product sold by organization
- 44. I’m getting it.
- 47. _______Account Management; responsible for most important accounts
- 51. Question asking how benefits solve the problems
- 52. ____ Rebuy; Reordering known product/service but want additional info or alternatives
- 53. 1st step in sellers and buyers perspective in sales call process
- 55. Question asking about the customer
- 57. Type of selling with the goal to build long-term relation
- 58. How the feature helps the customer
- 59. Risk where product will not perform as intended
- 60. Net benefit expected from a given investment; net profits/purchase price
- 63. Conscious ____; wrong analysis, sees value but doesn’t know how to execute
- 64. New Business Developments; getting orders from existing clients
- 66. Type of knowledge understanding the product benefits
- 67. Type of market that is quick, routine, simple and motivated by personal needs, emotions, & peers