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Marketing 19
Personal Selling and Sales Promotion
| Question | Answer |
|---|---|
| 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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