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Question
To overcome low redemption rates for coupons, marketers are doing all of the following EXCEPT:a. issuing fewer coupons and using more everyday low pricing
b. shortening the time the coupon can be redeemed to create a feeling of urgency
c. requiring multiple purchases to redeem the coupon
d. distributing single all-purpose coupons that can be redeemed for several brands
e. using instant coupons on product packages
Answer
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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a. Arm's Length
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c. exclusive
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c. vertical marketing system
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a. Disintermediation
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a. Marketing facilitators
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e. Channel functionaries
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
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a. creation
b. temporal
c. assortment
d. spatial
e. ownership
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