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Selling Building Partnerships Chapter 2 & 3

Horizontales
Payments made by a producer to a reseller's salespeople to motivate the salespeople to sell the producer's products or services
Buying center members who make the final selection of the product to purchase
Written orders that become contracts when they are signed by an authorized representative of a salesperson's company
Someone in a buying organization who can advise a salesperson
Principles governing the behavior of an individual or a group
Payment of large sums of money to officials to get them to do something that is illegal
Agreement among competitors, made after contacting customers, concerning their relationships with customers
An account is given to another salesperson because the buyer refuses to deal with the current salesperson
Businesses, typically distributors or retailers, that purchase products for resale
Buying center members who influence the buying process by controlling the flow of information and/or limiting the alternatives considered. Sometimes called barriers or screens
Purchase decision process associated with the initial purchase of a product or service
The transfer of title to goods and services by the seller to the buyer in exchange for money
Verticales
Specific statement by a seller outlining what the seller will provide and what is expected from the buyer
Practice by a salesperson designed to influence the buyer's decision, not manipulate it
End-user purchases such as internet and telephone connections, employment agencies, consultants, and transportation
Agreement among competitors, made prior to contracting customers, concerning their relationships with customers
Legal guide to commercial practice in the US
Buying center members inside or outside an organization who directly or indirectly influence the buying process
Practice by a salesperson to eliminate or reduce the buyer's choice unfairly
The unethical act of stealing a prospect from a salesperson in the same company
Small sums of money or gifts, typically paid to officials in foreign countries, to get the officials to do their jobs more rapidly
Special relationship in which two companies agree to buy products from each other
Firm that buys goods and services to manufacture and sell other goods and services to its customers
Payments made to buyers based on the amount of orders they place for a salesperson's products or services
Unethical practice of withholding information or telling white lies
Payments made to buyers to influence their purchase decisions
Members of a buying center that ultimately will use the product purchased
Person who acts in place of their company