Chapter 14 quiz

A salesperson would be most likely to use Standard & Poor's 500 Directory during which stage of the creative selling process?

• close

• preapproach

• handle objections

• sales presentation

• approach

Yelp and TripAdvisor are both examples of

• social networking sites

• avatars

• product review sites

• virtual worlds

• location-based social networks

involves a channel member purchasing large quantities of a product during a discount period, warehousing the product, and not buying the product again until another discount is offered.

Correct!

• forward buying

• discounting

• pushing

• rebating

• point of purchase displaying

With ________, a prize is offered to employees who meet a prespecified sales goal or who are top performers during a given period.

• sweepstakes

• trade show

• loyalty programs

• diverting

• incentive programs

Which of the following is a discount to the retailer or wholesaler based on the volume of product ordered?

• merchandising allowance

• push money

• case allowance

• forward buying

• diverting

Which of the following is a bonus paid by a manufacturer to a salesperson for selling its product?

• push money

• a premium

• a rebate

• a merchandising allowance

• a sweepstakes

bypass channel intermediaries and sell directly from manufacturer to consumer through personal, one-to-one contact.

• direct marketers

• direct sellers

• order getters

• missionary salespeople

• transactional sellers

Because consumers today prefer short messages, successful marketing communication is LEAST likely to include which of the following?

• a tweet

• a snap

• a 15-second TikTok clip

• a captionless Instagram post

• a 60-second commercial

After the sales presentation, which of the following is the next step in the creative selling process?

• wait for signals that the customer is ready to buy

• handle objections

• begin building a bridge to the next sale

• block objections

• indirectly ask the customer for her business

Advertising by sampling that is designed to create buzz is called

• groundswelling

• tryvertising

• sock puppeting

• paid influencing

• brand evangelizing