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Across 5. In this type of sales strategy the focus is on the clients. 6. calling the customers and try to make the sale 7. what must be delegated to the sales force else customers do not like to deal with them 9. If the product is produced and consumed locally the sales structure would be 10. A sales representative whose expertise is to solve customer problem with company's products 11. main problem of sales management is to identify the correct ? 16. Remuneration of salesmen is part of which function of sales organization 18. A sals force strategy where brings company resource people discuss a major problem or opportunity 19. A sales representative who uses creative methods to sell tangible and intangible products 20. What type of organization has higher span of control 21. In personal selling the sales person acts as a consultant and constantly advise the customers 22. the final step in personal selling after closing 23. When sale is made directly to the customer or buyer 24. After identifying the prospects, based on all the information the salesman must make an effective presentation ready.

Down 1. In this theory of personal selling the sequence of events are need, solution and purchase 2. what kind of sales structure will be used for consumer goods like ghee, oil etc 3. Which type of organization in more hierarchical 4. maintain a good relation with the customer to build mutual trust, support and goals 8. Attainment of organization sales goals through planning, organizing, staffing, leading and controlling organizational resources 9. In this type of approach the prospect is made to feel insecure 11. In the AIDAS theory what does S stand for 12. Who is expected or permitted to a sales representative who not only takes order but builds goodwill or educates actual or potential user 13. the first step on personal selling 14. A sales force strategy where a company team conducts an educational seminar for the customer company about state of the art development 15. in this type of approach small gifts and novelties are given to the buyer 17. sales forecasting, sales budgeting and selling policy fall under which function of sales organization