All of the following are benefits of involving content in your sales process EXCEPT

Consumers who send in ten UPC symbols as proof of purchase of Chip Ahoy cookies will receive a children’s classic DVD. The DVD is an example of a:

What should the consultative salesperson do when the prospect says, “Are you telling me that your packaging will protect my fragile products better than your competitor’s can?”

Handle the question as an objection.

Which of the following statements about online sales promotions is true?

internet sales promotions are more effective and cost-efficient at generating responses than their off-line counterparts

offers a short-term incentive to buy

Trade sales promotions are popular among manufacturers because they can do all of the following at trade shows EXCEPT:

create Long-term relationships between manufacturers and customers 

_____ is a price reduction offered by manufacturers to intermediaries, such as wholesalers and retailers, in exchange for performance of specified functions or purchasing during special periods.

Northrop Grumman builds ocean-going vessels for the military and maritime shippers. You would expect this company to rely on _____ to promote its vessels.

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

personal selling is less expensive on a per contact basis

Whenever Jeff buys a box lunch at Heavenly Ham, he gets a stamp on his “Lunch Bunch” card. When he has ten stamps, he can exchange the card for a free box lunch. This is an example of a(n):

Dell’s back-to-school program allows students who buy a new laptop computer for college to get a free printer. The printer giveaway is a(n):

For a powerful sales presentation, salespeople must do all of the following EXCEPT:

ask close-ended questions

The seven steps of the selling process closely follow the:

Danny is in charge of new business development for his advertising agency. He recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches his agency would use to differentiate Northwest Medical from its competition. Danny ended the presentation by asking, “When would you like our firm to begin working on your new brand awareness campaign?” In which stage of the selling process would such a question most likely be asked?

For which of the following products would its producer be more likely to choose personal selling rather than advertising or sales promotion to market it?

Which of the following statements about the relative amount of time spent in the selling process by different types of salespeople is true?

a relationship salesperson would spend a lot of time qualifying leads.

emphasizes a win-win outcome

Kaye noticed that Bounce dryer sheets have a peel-off sticker worth $1.00 off that purchase. The peel-off stickers are:

can help companies identify new prospects

When compared to other forms of promotion, personal selling:

can use a message customized to the immediate needs of the customers

All of the following are types of consumer sales promotions EXCEPT:

The Pillsbury Bake-Off requires people to submit a recipe using Pillsbury baking products. Finalists are brought to Pillsbury kitchens to bake their recipes so the winner of a cash prize can be chosen. This is an example of a:

Pirates of the Caribbean Online is Disney’s multiplayer game based on the Pirates of the Caribbean movie franchise. For $9.99 per month, the online game lets players sink ships, hunt for buried treasure, and go on various pirate-oriented quests. Disney also offers a limited version of the game for free in the hope that those who like the game will decide to pay for the complete version. Disney is utilizing which sales promotion tool?

When Darrell purchased a five-pound bag of 9Lives cat food, he received a free can of the manufacturer’s new gourmet cat food. The can of cat food is an example of a:

Point-of-purchase promotions work best for:

During the preapproach, the salesperson would:

learn as much possible about the prospects organization and its buyers

AutoFry is the leading manufacturer of ventless deep fryers for supermarket deli and food-service operations. It has developed a new high-capacity fryer. The company has decided to purchase a mailing list of thousands of food-service managers and to send out brochures with a detachable card that the managers can use to request more information. AutoFry is involved in:

Consumers sales promotion

sales promotion activities targeting the ultimate consumer

Sales promotion activities targeting marketing channel member, such as a wholesaler or retailer.

A certificate entitles consumers to immediate price reduction when they buy the product

A cash refund given for the purchase of a product or a specific period

An extra item offered to the consumer, usually in exchange for separate purchase of the promoted product

Boasting marketing program

A promotional program designed to build long-term, mutually beneficial relationships between a company and its customers

A loyalty program in which loyal consumers are rewarded for making multiple purchases of a particular good or service

A promotional program that allows the consumer the opportunity to try product or service for free

Point-of-purchase (P-O-P) display.

The promotional display set up at the retailer's location to build traffic, advertise a product, or induce impulse buying

A price reduction offered by manufacturers to intermediaries, such as wholesalers and retailers

Money offered to channel intermediaries to encourage them to push products for stock that is, to encourage other members of the channel to sell the products

Relationship selling (consultative selling)

A sales practice that involves building, containing, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Sales process (sales cycle)

The set of steps a salesperson goes through any particular organization to assign particular product or service

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