University of Massachusetts, Amherst MARKETING 301 Ch

University of Massachusetts, Amherst

MARKETING 301

Ch.18- Sales Promotion and Personal Selling

1)Rebates and discounts are two examples of _________

2. The goal of all forms of sales promotion is to _____________
3. A supermarket offers consumers who buy a gallon of milk a free box of cookies. This is an example of a ___________
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 a ______________
5. __________becomes more important as the number of potential customers decreases and as the complexity of the product increases.
6. The sales cycle refers to the____________a salesperson goes through to sell a particular product.
7. An example of________is when a salesperson goes door-to-door to reach potential buyers without prior contact.
8. __________ sales promotion is aimed at other organizations within the marketing channel.
9. 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
10. ___________selling emphasizes the development of long-term relationships with customers.
11. An attorney asks other attorneys in his firm to recommend his services to their friends and relatives. This method of lead generation is_________
12. _____________ refers to the process through which a sales person learns as much as possible about the prospective customer.
13. 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
14. The final step of the sales process is ______________
15. The first step in the sales process is ____________