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Personal Selling

Horizontales
Method for objection where you bring objections back to customer as selling point.
When the salesperson enthusiastically presents the product in a way that addresses the needs of the customer and highlights the products features and benefits.
First contact with customer to gain their attention and interest. The salesperson should have a plan but a flexible one as they listen to the customers to determine their needs and wants.
Stage where the salesperson learns everything possible about the products/services offered, the target market, and the competition.
A conscious, logical reason for a purchase.
Method for objection where you off to exchange a different product that would satisfy the customer's needs.
Verticales
When answering questions, customer may voice _____ or have questions and/or concerns.
Method for objection where you acknowledge objections as valid, but bring up what is better about that product.
A feeling experienced by a customer through the purchase of that product or service.
When the salesperson contacts the customer to ensure they are satisfied with their purchase and to determine any additional needs.
Salespeople should know their products, customers, and ___.
____ the sale. Stage where the customer makes the decision to buy.