Question 1

The use of trade shows:

Accepted Answer

A)  is not an important aspect of sales promotion.
B)  can help companies identify new prospects.
C)  does not help introduce new products.
D)  does not enhance corporate morale.
E)  is a disadvantage in that it is usually impossible to display the product itself.F) B) and E)
G) B) and D)

Question 2

Butterball Turkey
Every fall,Americans eat turkey during the holiday season.For some consumers,that is the only time they cook a turkey.Butterball has satisfied loyal customers for more than 50 years and fields about 100,000 phone calls every November from consumers asking cooking questions.So this year,Butterball decided to include a meat thermometer with each turkey so consumers can know when the big bird is ready to eat.Each year,Butterball also selects the best leftover recipe from those posted on its Web site through an online vote with consumers.The consumer submitting the recipe receiving the most votes wins a $1,000 prize.Butterball also hires a company to go into stores and provide bite-size turkey nuggets to consumers so they can taste how moist Butterball turkeys can be.Usually,the person providing the turkey will be standing next to temporary shelves with all the Thanksgiving fixings on it that are set up in the stores this time of year.
-Refer to Butterball Turkey.If Butterball printed a certificate in a newspaper or magazine advertisement that allowed consumers to receive $2.00 off if they purchase a Butterball turkey,they would be using:

Accepted Answer

A)  coupons.
B)  price-offs.
C)  premiums.
D)  loyalty marketing.
E)  sampling.F) A) and E)
G) B) and D)

Question 3

Loyalty marketing programs are targeted to people who consistently buy the least expensive brand.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A)  Premiums.
B)  trade discounts.
C)  purchase allowances.
D)  in-store coupons.
E)  functional allowances.F) C) and D)
G) A) and D) D

Question 5

The first step in the selling process is:

Accepted Answer

A)  qualifying leads
B)  approaching the customer and probing needs
C)  developing and proposing solutions
D)  making a sales presentation
E)  generating leadsF) A) and D)
G) All of the above E

Question 6

All of the following would be a target for a trade sales promotion offered by Rubbermaid,a manufacturer of storage and organization products,EXCEPT:

Accepted Answer

A)  a retailer called The Container Store.
B)  a kitchen department in a large discount store.
C)  a wholesaler of plastic storage bins.
D)  a Rubbermaid distributor.
E)  a consumer who needs to organize her college dorm room.F) C) and D)
G) D) and E)

Question 7

What is sales promotion? What are the objectives of sales promotion?

Accepted Answer

Sales promotion is marketing communicati...

Question 8

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.

Accepted Answer

A) True 
 B)False

Question 9

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Accepted Answer

TRADE ALLOWANCES are price reductions of...

Question 10

Lopez is the largest Hispanic-owned meat processor in the United States.To assist retailers in marketing its products,Lopez provides point-of-sale materials and offers special introductory discounts to retailers.Lopez uses:

Accepted Answer

A)  functional marketing.
B)  relationship selling.
C)  consumer promotions.
D)  startup marketing.
E)  trade promotions.F) A) and D)
G) A) and C)

Question 11

Ron Popeil has combined personal selling with advertising and sales promotion through his infomercials.

Accepted Answer

A) True 
 B)False

Question 12

The goal of sales promotion (regardless of what form it takes) is usually:

Accepted Answer

A)  immediate purchase
B)  return on investment
C)  cost control
D)  market share leadership
E)  economies of scaleF) A) and B)
G) A) and C)

Question 13

Relationship selling:

Accepted Answer

A)  is also called adaptive selling.
B)  is more concerned with making a sale than with developing customer trust.
C)  is more typically used when selling low-involvement products in the consumer market.
D)  emphasizes a win-win outcome.
E)  is declining in popularity among businesses because the costs are becoming prohibitive.F) A) and D)
G) None of the above

Question 14

Which type of buyer do you think would purchase one of Ron Popeil's products,such as the Veg-O-Matic?

Accepted Answer

A)  loyal customers
B)  competitor's customers
C)  brand switchers
D)  price buyers
E)  All of the choices are potential customers for a Veg-O-Matic.F) A) and E)
G) A) and D)

Question 15

The final selling duty for most successful salespeople is closing the sale.

Accepted Answer

A) True 
 B)False

Question 16

_____ is money offered to channel intermediaries to encourage them to sell the manufacturer's product.

Accepted Answer

A)  A trade allowance
B)  Push money
C)  A selling deal
D)  A premium payment
E)  A direct trade sales promotionF) A) and B)
G) A) and C)

Question 17

Point-of-purchase promotions work best for:

Accepted Answer

A)  high-involvement products.
B)  purchases that require extensive decision making.
C)  complex products that require technical knowledge to operate.
D)  impulse buys.
E)  expensive products like perfume and jewelry.F) A) and B)
G) B) and D)

Question 18

As a manufacturer of jams and jellies,Smucker's sells a highly standardized product to consumers all over the United States.You would expect Smucker's to rely on _____ to promote its product.

Accepted Answer

A)  public relations
B)  personal selling
C)  advertising and sales promotion
D)  publicity and direct marketing
E)  product innovationF) B) and E)
G) None of the above C

Question 19

A trade allowance is a price reduction offered by retailers to customers who are buying homogeneous shopping goods.

Accepted Answer

A) True 
 B)False

Question 20

Co-branded credit cards are used in conjunction with:

Accepted Answer

A)  self-perpetuating premiums.
B)  loyalty marketing programs.
C)  trade consumer promotions.
D)  consumer discount programs.
E)  functional consumer discounts.F) All of the above
G) A) and E)

Exam 18: Sales Promotion and Personal Selling

The use of trade shows:

Correct Answer
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Correct Answer
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Loyalty marketing programs are targeted to people who consistently buy the least expensive brand.

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

Correct Answer
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D

The first step in the selling process is:

Correct Answer
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E

All of the following would be a target for a trade sales promotion offered by Rubbermaid,a manufacturer of storage and organization products,EXCEPT:

Correct Answer
verified

What is sales promotion? What are the objectives of sales promotion?

Correct Answer
verified
Sales promotion is marketing communicati...
View Answer

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.

Correct Answer
verified

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Correct Answer
verified
TRADE ALLOWANCES are price reductions of...
View Answer

Lopez is the largest Hispanic-owned meat processor in the United States.To assist retailers in marketing its products,Lopez provides point-of-sale materials and offers special introductory discounts to retailers.Lopez uses:

Correct Answer
verified

Ron Popeil has combined personal selling with advertising and sales promotion through his infomercials.

Correct Answer
verified

The goal of sales promotion (regardless of what form it takes) is usually:

Correct Answer
verified

Relationship selling:

Correct Answer
verified

Which type of buyer do you think would purchase one of Ron Popeil's products,such as the Veg-O-Matic?

Correct Answer
verified

The final selling duty for most successful salespeople is closing the sale.

Correct Answer
verified

_____ is money offered to channel intermediaries to encourage them to sell the manufacturer's product.

Correct Answer
verified

Point-of-purchase promotions work best for:

Correct Answer
verified

As a manufacturer of jams and jellies,Smucker's sells a highly standardized product to consumers all over the United States.You would expect Smucker's to rely on _____ to promote its product.

Correct Answer
verified
C

A trade allowance is a price reduction offered by retailers to customers who are buying homogeneous shopping goods.

Correct Answer
verified

Co-branded credit cards are used in conjunction with:

Correct Answer
verified

Exam 18: Sales Promotion and Personal Selling

The use of trade shows:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Loyalty marketing programs are targeted to people who consistently buy the least expensive brand.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedD

The first step in the selling process is:

Correct AnswerverifiedE

All of the following would be a target for a trade sales promotion offered by Rubbermaid,a manufacturer of storage and organization products,EXCEPT:

Correct AnswerverifiedShow Answer

What is sales promotion? What are the objectives of sales promotion?

Correct AnswerverifiedSales promotion is marketing communicati...View AnswerShow Answer

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.

Correct AnswerverifiedShow Answer

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Correct AnswerverifiedTRADE ALLOWANCES are price reductions of...View AnswerShow Answer

Lopez is the largest Hispanic-owned meat processor in the United States.To assist retailers in marketing its products,Lopez provides point-of-sale materials and offers special introductory discounts to retailers.Lopez uses:

Correct AnswerverifiedShow Answer

Ron Popeil has combined personal selling with advertising and sales promotion through his infomercials.

Correct AnswerverifiedShow Answer

The goal of sales promotion (regardless of what form it takes) is usually:

Correct AnswerverifiedShow Answer

Relationship selling:

Correct AnswerverifiedShow Answer

Which type of buyer do you think would purchase one of Ron Popeil's products,such as the Veg-O-Matic?

Correct AnswerverifiedShow Answer

The final selling duty for most successful salespeople is closing the sale.

Correct AnswerverifiedShow Answer

_____ is money offered to channel intermediaries to encourage them to sell the manufacturer's product.

Correct AnswerverifiedShow Answer

Point-of-purchase promotions work best for:

Correct AnswerverifiedShow Answer

As a manufacturer of jams and jellies,Smucker's sells a highly standardized product to consumers all over the United States.You would expect Smucker's to rely on _____ to promote its product.

Correct AnswerverifiedC

A trade allowance is a price reduction offered by retailers to customers who are buying homogeneous shopping goods.

Correct AnswerverifiedShow Answer

Co-branded credit cards are used in conjunction with:

Correct AnswerverifiedShow Answer

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D

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E

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Sales promotion is marketing communicati...
View Answer

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TRADE ALLOWANCES are price reductions of...
View Answer

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Correct Answer
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C

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