Online Quiz Ch. 18

Rebates and discounts are two examples of:

The goal of all forms of sales promotion is:

A supermarket offers consumers who buy a gallon of milk a free box of cookies. This is an example of a:

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:

________ selling becomes more important as the number of potential customers decreases, and as the complexity of the product increases.

The sales cycle refers to the ________ a salesperson goes through to sell a particular product.

An example of ________ is when a salesperson goes door-to-door to reach potential buyers without prior contact.

________ sales promotion is aimed at other organizations within the marketing channel.

All of the following are examples of tools for trade sales promotions except:

________ selling emphasizes the development of long-term relationships with customers.

An attorney asks other attorneys in his firm to recommend his services to their friends and relatives. This method of lead generation is:

________ refers to the process through which a salesperson learns as much as possible about the prospective customer.

To assess a customer's needs properly, the salesperson needs to know:

The final step of the sales process is:

The first step in the sales process is: