Author:
lkillebr
ID:
83628
Filename:
Online Quiz Ch. 18
Updated:
2011-05-03 21:51:40
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Description:
Marketing
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  1. Rebates and discounts are two examples of:
    sales promotion
  2. The goal of all forms of sales promotion is:
    immediate purchase
  3. A supermarket offers consumers who buy a gallon of milk a free box of cookies. This is an example of a:
    premium
  4. A supermarket offers a free gallon of milk to customers who have bought ten gallons in the previous two months. This is an example of:
    loyalty marketing program
  5. ________ selling becomes more important as the number of potential customers decreases, and as the complexity of the product increases.
    Personal
  6. The sales cycle refers to the ________ a salesperson goes through to sell a particular product.
    process
  7. An example of ________ is when a salesperson goes door-to-door to reach potential buyers without prior contact.
    cold calling
  8. ________ sales promotion is aimed at other organizations within the marketing channel.
    trade
  9. All of the following are examples of tools for trade sales promotions except:
    point-of-purchase promotions
  10. ________ selling emphasizes the development of long-term relationships with customers.
    relationship
  11. An attorney asks other attorneys in his firm to recommend his services to their friends and relatives. This method of lead generation is:
    referral
  12. ________ refers to the process through which a salesperson learns as much as possible about the prospective customer.
    preapproach
  13. To assess a customer's needs properly, the salesperson needs to know:
    customers age, customers favorite brands, customers cultural background
  14. The final step of the sales process is:
    follow-up
  15. The first step in the sales process is:
    lead generation