Across
- 4. A dollar or unit sales goal set for the sales staff to achieve in a specified period of time
- 5. Any form of direct contact between salesperson and customer
- 8. Preparation for the face-to-face encounter with potential customer
- 11. Getting the customer's positive agreement to buy
- 12. A system of finding customers and keeping them happy
- 13. Is matching customers needs and wants
- 15. Concerns, hesitation, doubts, or other honest reasons a customer has for not making a purchase
- 16. A selling method that involves using a previous customer to other neutral person who can give a testimonial
- 18. Selling over the phone
- 19. Advantages or personal satisfactions a customer receives from a product or service
- 20. To restate something in a different way
Down
- 1. A question that cannot be answered yes or no
- 2. Answering the question the customer has another question with
- 3. Potential customers selected at random
- 6. Reasons for not buying or not seeing the salesperson
- 7. A potential customer, a lead
- 9. Written report that documents a sales representatives visit with a customer
- 10. Conscious, logical reason for a purchase
- 14. The salesperson asks the customer if he or she needs assistance
- 17. Names of other people who might buy the product