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Homework answers / question archive / University of Massachusetts, Amherst MARKETING 301 Ch

University of Massachusetts, Amherst MARKETING 301 Ch

Marketing

University of Massachusetts, Amherst

MARKETING 301

Ch.18- Sales Promotion and Personal Selling

1)Rebates and discounts are two examples of _________

  1. The goal of all forms of sales promotion is to _____________
  2. A supermarket offers consumers who buy a gallon of milk a free box of cookies. This is an example of a ___________
  3. 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 a ______________
  4. __________becomes more important as the number of potential customers decreases and as the complexity of the product increases.
  5. The sales cycle refers to the____________a salesperson goes through to sell a particular product.
  6. An example of________is when a salesperson goes door-to-door to reach potential buyers without prior contact.
  7. __________ sales promotion is aimed at other organizations within the marketing channel.
  8. All of the following are examples of tools for trade sales promotions EXCEPT:
    1. push money
    2. training
    3. trade allowances
    4. point of purchase promotions
  9. ___________selling emphasizes the development of long-term relationships with customers.
  10. An attorney asks other attorneys in his firm to recommend his services to their friends and relatives. This method of lead generation is_________
  11. _____________ refers to the process through which a sales person learns as much as possible about the prospective customer.
  12. To assess a customer’s needs properly, the salesperson needs to know:
    1. the customer’s age
    2. the customer’s favorite brands
    3. the customer’s cultural background
    4. all of these choices
  13. The final step of the sales process is ______________
  14. The first step in the sales process is ____________

 

 

 

 

 

 

 

 

 

 

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