+
Related Flashcards
Related Topics
Cards In This Set
| Front | Back |
|
The manner in which a salesperson contacts a potential customer
|
Approach
|
|
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 puchasing specified quantities of a product
|
Buying Allowance
|
|
A promotion that allows buyers to pay less than the regular price to encourage purchase
|
Cents-off Offer
|
|
The stage in the personal selling process when the salesperson asks the prospect to buy the product
|
Closing
|
|
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
|
|
Sales promotion methods in which individuals compete for prizes based primarily on chance
|
Consumer Games
|
|
Sales promotion techniques that encourage consumers to patronize specific stores or try particular products
|
Consumer Sales Promotion Methods
|
|
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
|
|
Written price reductions used to encourage consumers to buy a specific product
|
Coupons
|
|
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 a product or to show how a product works
|
Demonstration
|
