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Selling Building Partnerships Chapter 6 & 7

Horizontales
Buyer's subordinates who plan and schedule interviews for their superiors; also called screen
The process of locating potential customers for a product or service
Determination by firms whether leads are qualified before turning them over to the field sales force
Information about leads, prospects, and customers
Individual who, for a fee, will provide the names of leads for the salesperson
Buyer's subordinates who plan and schedule interviews for their superiors
A potential prospect; a person or organization that may have the characteristics of a true prospect
A lead that is a good candidate for buying what a salesperson is selling
Verticales
Canvassing method in which large group of salespeople attempt to make calls on all prospective businesses in a given geographic territory on a specified day
Establishing connections to other people and then using those networks to generate leads, gather information, generate sales, and so on.
Your most loyal customers who not only keep buying from you but also urge their friends and associates to do the same
Videoconferencing in which the meeting is broadcast over the internet
Systematic and continuous program of communicating with customers and prospects via telephone and/or other person-to-person electronic media
Online seminar
Secure internet-based network connecting buyers and suppliers
Sending the customer important and useful items or information prior to the meeting