MRK 2100 CH 17

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

• a premium.
• sampling.
• a prize.
• specialty advertising.

In the _____ stage of the sales process, the salesperson contacts the potential customer for the first time.

• approach
• precall planning
• prospecting
• qualifying

Salespeople usually face difficulties in:

• closing the sale.
• approaching potential buyers.
• precall planning.
• following up after the sale.

With regard to sales promotion, magazines, newspapers, and package inserts are the standard methods of distributing:

• coupons.
• samples.
• premiums.
• specialty items.

Bits Inc., a manufacturer of server processors, sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations. The promotional effort adopted by this company is an example of:

• field selling.
• push-cash selling.
• networking.
• over-the-counter selling.

The term “_____” refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

• follow-up
• sales maintenance
• post-closing
• dissonance reduction

The Lands’ End catalog provides a toll-free number for customers to call and place orders. The staff is pleasant and knowledgeable and will place orders and answer questions. This is an example of a(n):

• inbound telemarketing effort.
• marketing communications element.
• promotional mix component.
• customer-driven technology.

Promotion that seeks to develop initial demand for a good, service, organization, person, place, idea, or cause is called _____ advertising.

• informative
• persuasive
• reminder
• evaluative

Cleveland Solvents has field sales staff, a customer service department, and two individuals who manage the “tech hotline.” These individuals not only answer technical questions from customers, they also identify customer needs and recommend products that can fill those needs. They have the ability to initiate and close sales on the spot. These individuals are essentially participating in:

• inside selling.
• market analysis.
• network marketing.
• outside sales.

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls, it is known as _____ telemarketing.

• outbound
• inbound
• proactive
• network