Sales Force Management and Sales Promotions

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Across
  1. 4. Handling _______ is a step in personal selling that involves responding to customer concerns
  2. 6. Step in the selling process where the salesperson identifies potential customers
  3. 9. Marketing tool that provides cash back after purchase
  4. 10. Promotional tool where a free product is offered for trial
  5. 12. Sales management's challenge is to transform salespeople from price cutter to advocate for the creation of ______
  6. 14. A consumer promotion tool offering money off the regular price
  7. 15. Short-term incentive offered to encourage immediate purchase by customers
  8. 16. A reason why a prospective client may object to the your offer
  9. 18. the process of establishing and nurturing mutually beneficial relationships with individuals who can help you professionally or personally
Down
  1. 1. Group of people responsible for selling a company’s products or services
  2. 2. Activity that maintains customer relationships after the sale
  3. 3. Step where a salesperson gathers information before contacting a prospect
  4. 5. Financial reward used to motivate salespeople based on performance
  5. 7. An event where companies in a specific industry showcase products and services and network with industry professionals
  6. 8. Sales promotions are used to generate a sense of ______
  7. 11. Final stage of the selling process where a salesperson asks for the order
  8. 13. First contact between a salesperson and a prospective customer
  9. 16. Consumer promotion involving a reward for repeated purchases
  10. 17. the faucet company that sponsored the Mud Run with its #happimess campaign