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Professional Selling & Sales Management

Across
A term used to define the ability of our unconscious to find patterns in situations and behavior based on very narrow slices of experience
This is one of the 3 building blocks for persuasion and selling
Selling is _____
When a customer says no, this means he/she needs to _____ more
What salespeople do or how they work
The process of linking a company's products and services to customers' needs.
Zig Ziglar created this acronym to ensure sellers don't forget this at closing time
Arguably the best source of new prospects
Type of incentive
A 3-step process to change the model including dissatisfied with today, compelling vision of the future, easy steps to get there
This 'P' of marketing includes the sales function
Monetized benefits minus costs
Benchmark upon which salespeople are evaluated
Simulated selling or persuasion session
Sell more by ______ less
Behind every sale is a _____
Over half of communication is done through this
A method of improvisation, affirming the customer response
Down
A comprehensive selling approach based on a series of questions about the situation, the problem, the implication and the need payoff
Respect is communicated this way
Acronym of key concepts to memorize
People do not buy products, they buy ________
Customers buy on this and justify with facts
Every sales call should be well prepared and _____
One of the six tools of influence
This type of selling is the opposite of transactional selling and highly consultative
Sales managers should never kill this in a salesperson
The customer's favorite "radio station"
Expense divided by sales
This approach can help qualify a prospect
Transactional buyers are mainly interested in this.
Acronym that sums up the buying process
Must have in order to sell the product
The decision maker the salesperson needs to get to
These are questions that sell
A concept for developing alternatives to a negotiated agreement with the customer