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Marketing 19

Personal Selling and Sales Promotion

QuestionAnswer
Coupons Written price reductions used to encourage consumers to buy a specific product.
Technical Salespeople Support salespeople who give technical assistance to a firm's current customers.
Buy-back Allowance A sum of money given to a reseller for each unit bought after an initial promotion deal is over.
Free Merchandise A manufacturer's reward given to resellers that purchase a stated quantity of products.
Dealer Loader A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise.
Premium Money (Push Money) Extra compensation to salespeople for pushing a line of goods.
Point-of-Purchase (POP) Materials Signs, window displays, display racks, and similar devices used to attract customers.
Combination Compensation Plan Paying salespeople a fixed salary plus a commission based on sales volume.
Team Selling The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process.
Consumer Sales Promotion Methods Sales promotion techniques that encourage consumers to patronize specific stores or try particular products.
Trade Salespeople Salespeople involved mainly in helping a producer's customers promote a product.
Premiums Items offered free or at minimal cost as a bonus for purchasing a product.
Prospecting Developing a database of potential customers.
Consumer Contests Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills.
Free Samples Samples of a product given out to encourage trial and purchase.
Order Getters Salespeople who sell to new customers and increase sales to current customers.
Cents-off offers Promotions that allow buyers to pay less than the regular price to encourage purchase.
Consumer Games Sales promotion methods in which individuals compete for prizes based primarily on chance.
Merchandise Allowance A manufacturer's agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display.
Sales Promotion An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it.
Consumer Sweepstakes A sales promotion in which entrants submit their names for inclusion in a drawing for prizes.
Order Takers Salespeople who primarily seek repeat sales.
Closing The stage in the personal selling process when the salesperson asks the prospect to buy the product.
Buying Allowance A temporary price reduction to resellers for purchasing specified quantities of a product.
Rebates Sales promotion techniques in which a consumer receives a specified amount of money for making a single product purchase.
Trade Sales Promotion Methods Methods intended to persuade wholesalers and retailers to carry a producer's products and market them aggressively.
Straight Commission Compensation Plan Paying salespeople according to the amount of their sales in a given time period.
Cooperative Advertising An arrangement in which a manufacturer agrees to pay a certain amount of a retailer's media costs for advertising the manufacturer's products.
Sales Contest A sales promotion method used to motivate distributors, retailers, and sales personnel through recognition of outstanding achievements.
Approach The manner in which a salesperson contacts a potential customer.
Missionary Salespeople Support salespeople, usually employed by a manufacturer, who assist the producer's customers in selling to their own customers.
Money Refunds Sales promotion techniques that offer consumers a specified amount of money when they mail in a proof of purchase, usually for multiple product purchases.
Scan-back Allowance A manufacturer's reward to retailers based on the number of pieces scanned.
Recruiting Developing a list of qualified applicants for sales positions.
Support Personnel Sales staff members who facilitate selling but usually are not involved solely with making sales.
Personal Selling Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation.
Straight Salary Compensation Plan Paying salespeople a specific amount per time period, regardless of selling effort.
Dealer Listings Advertisements that promote a product and identify the names of participating retailers that sell the product.
Relationship Sellling The building of mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.
Demonstrations Sales promotion methods a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works.
Created by: ElTioBabalu
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