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37 Cards in this Set

  • Front
  • Back
The manner in which a salesperson contacts a potential customer
A sum of money given to a reseller for each unit bought after an initial promotion deal is over
buy-back allowance
A temporary price reduction to resellers for purchasing specified quantities of a product
buying allowance
A promotion that allows buyers to pay less than the regular price to encourage purchase
cents off offers
The stage in the personal selling process when the salesperson asks the prospect to buy the product
Paying salespeople a fixed salary plus a commission based on sales volume
Combination compensation plan
Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills
Consumer contests and games
Sales promotion techniques that encourage consumers to patronize specific stores or try particular products
consumer sales promotion method
A sales promotion in which entrants submit their names for inclusion in a drawing for prizes.
consumer sweepstakes
An arrangement in which a manufacturer agrees to pay a certain amount of a retailer's media costs for advertising the manufacturer's products
cooperative advertising
A written price reduction used to encourage consumers to buy a specific product
An advertisement that promotes a product and identifies the names of participating retailers that sell the product
dealer listing
A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise
dealer loader
A sales promotion method a manufacturer uses temporarily to encourage trial use and purchase of the product or to show how a product works.
A manufacturer's reward given to resellers that purchase a stated quantity of products
free merchandise
A sample of a product given out to encourage trial and purchase
free sample
A manufacturer's agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display
merchandise allowance
A support salesperson, usually employed by a manufacturer, who assists the producer's customers in selling to their own customers
missionary salesperson
A sales promotion technique offering consumers a specified amount of money when they mail in a proof of purchase, usually for multiple product purchases
money refund
A salesperson who sells to new customers and increases sales to current customers
order getter
A salesperson who primarily seeks repeat sales
order taker
Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation
personal selling
Signs, window displays, display racks, and similar devices used to attract customers
Point-of-purchase (P-O-P) materials
An item offered free or at a minimal cost as a bonus for purchasing a product
Extra compensation to salespeople for pushing a line of goods
Premium) money
Developing a list of potential customers
A sales promotion technique in which a consumer receives a specified amount of money for making a single product purchase
Developing a list of qualified applicants for sales positions.
A sales promotion method used to motivate distributors, retailers, and sales personnel through recognition of outstanding achievements
sales contest
An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it
sales promotion
A manufacturer's reward to retailers based on the number of pieces scanned
scan-back allowance
Paying salespeople according to the amount of their sales in a given time period
Straight commission compensation plan
Paying salespeople a specific amount per time period
Straight salary compensation plan
Sales staff members who facilitate selling but usually are not involved solely with making sales
support personnel
A support salesperson who gives technical assistance to the firm's current customers
Technical salesperson
A salesperson involved mainly in helping a producer's customers promote a product
trade salesperson
Methods intended to persuade wholesalers and retailers to carry a producer's products and market them aggressively
Trade sales promotion methods