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Activity #1: Ch 5 Key Terms Crossword

Across
An estimate of the dollar amount or unit sales for a specified future period.
Method used to determine size of sales force by estimating the work required to serve the entire market and then dividing the work by the selling time available per salesperson.
Type of quota that emphasizes dollar sales or some other aspect of sales volume and can be expressed in dollars, physical units, or points.
An estimate of the possible sales of a commodity, a group of commodities, or a service for an entire industry in a market during a stated period under ideal conditions.
A method used to determine the size of a sales force needed by dividing total forecast sales for the company by the sales likely to be produced by each individual.
Down
Sales goals assigned to a marketing unit for use in managing sales efforts.
Type of quota that attempts to recognize the investment nature of a salesperson's efforts by setting a minimum level of sales-oriented actions that must be met by a salesperson during a given time period.
Type of quota that helps focus salespeople on the cost and profit implications of what they sell.
Method used to determine sales force size by adding sales representatives so long as incremental profit produced by their addition exceeds the incremental cost.
The portion of the market potential that a particular firm can reasonably expect to achieve.