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This is a Premium Document. Some documents on StuDocu are Premium. Upgrade to Premium to unlock it. Do you want full access? Go Premium and unlock all 32 pages  Name : Clas s: Dat e: Chapter 18 - Sales Promotion and Personal Selling 1. What is the term for marketing communication activities in which a short-term incentive is offered to induce the purchase of a particular good or service? a. publicity b. sales promotion c. promotion d. advertising ANSWER: b 2. Which of the following best describes sales promotion? a. It is a publicity tool. b. It is directed only to the ultimate consumer market. c. It is more difficult to measure than advertising. d. It offers a short-term incentive to buy. ANSWER: d 3. AFLAC Insurance Company has a duck in its ads that says the company’s name instead of “quack.” Since the advertising campaign began, AFLAC has created a duck premium, developed a line of clothing with the AFLAC duck, and used the AFLAC duck on its website. What has the AFLAC duck become a tool for? a. push strategies b. comparative advertising c. cause marketing d. sales promotions ANSWER: d 4. What are the two types of sales promotion? a. consumer and trade b. informative and reminder c. adoptive and diffusive d. personal and impersonal ANSWER: a 5. What is the usual goal of sales promotion (regardless of what form it takes)? a. immediate purchase by consumers b. return on investment c. cost control d. market share leadership ANSWER: a Copyright Cengage Learning. Powered by Cognero.Page 1 Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Why is this page out of focus?This is a Premium document. Become Premium to read the whole document. Which of the following best reflects the relationship between sales call and sales dialogue?Which of the following best reflects the relationship between sales calls and sales dialogue? Sales dialogue refers to business conversations which could include one or more sales calls.
How do you define the relationship between sales calls and sales dialogue?How do sales calls relate to sales dialogue and sales presentations? Takes place when the salesperson and buyer or buyers meet in person to discuss business. Sales dialogue: conversation between buyers and sellers over time as sales person tries to initiate, develop and enhance the customer relationship.
When planning sales presentations the salesperson must quizlet?Terms in this set (9) When planning sales dialogues, the salesperson must: Remember to focus on customer needs and how the customer defines value.
Which of the following is essential for a sales proposal to be considered effective?Which of the following is essential for a sales proposal to be considered effective? The proposal should have a logical flow that a customer can easily follow.
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Which the following best describes the relative participation of the buyer and seller in a sales presentation?
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