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