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Question
Why do some marketers offer rebates instead of price reductions to induce short-term sales?a. Rebates are especially good at enticing purchases, but most consumers never bother to redeem them.
b. A price reduction of this type would likely be an example of price discrimination.
c. Rebates offer a more immediate reward than price reductions.
d. Rebates have a much higher redemption rate than coupons.
e. Rebates result in brand-loyal consumers.
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
Consultative selling:
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
e. emphasizes closing the sale during the sales presentation
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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.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
Q:
Relationship selling is also called:
a. long-term selling
b. win-win selling
c. consultative selling
d. experiential selling
e. interactive selling
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General Mills is offering resellers a 10 percent discount on all cases of its granola bars purchased during the month of June. General Mills is offering a:
a. trade allowance
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c. P-O-P discount
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c. consumer promotions
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b. free sample
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d. sponsorship
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c. Sweepstakes are promotions that require participants to exhibit some skill.
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e. Contests and sweepstakes are not useful for creating interest and publicity.
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c. trade consumer promotions
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a. air
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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b. lead times
c. mode of transportation to be used
d. outstanding orders
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
d. materials requirement planning (MRP)
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Q:
_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
b. Electronic data interchange
c. Just-in-time inventory
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Q:
In which logistical component of the supply chain will you find electronic data interchange a common feature?
a. production scheduling
b. transportation
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d. materials-handling
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a. Arm's Length
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c. Cooperative
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a. Arm's Length
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c. Exclusive
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Q:
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a. intensive
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c. exclusive
d. cumulative
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a. limited distribution system
b. conventional channel
c. vertical marketing system
d. reciprocal channel
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Q:
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a. Disintermediation
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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
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
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b. discrepancy of quantity
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