PERSONAL SELLING AND SALES PROMOTION

Question 1

It is a Interpersonal influence process involving a sellers promotional presentation on a person to- person basis with the buyer.

Answer 1

PERSONAL SELLING

Question 2

method of retail in which products are sold directly to consumers through a sales counter, typically in a physical store.

Answer 2

Over-the-counter selling

Question 3

the practice of sales representatives meeting and engaging with potential clients and customers outside of the company’s premises, typically at the customer’s location, such as their home, office, or a public place.

Answer 3

Field Selling

Question 4

Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customers who initiate calls to obtain information and place orders.

Answer 4

Telemarketing

Question 5

Involves a company initiating calls to potential or existing customers to promote products or services, conduct surveys, or follow up on previous interactions.

Answer 5

Outbound Telemarketing

Question 6

involves handling incoming calls from customers who respond to marketing efforts, such as advertisements, mail campaigns, or digital promotions.

Answer 6

Inbound Telemarketing

Question 7

selling products or services remotely from within an office setting, typically via phone, email, video conferencing, and other digital communication channels.

Answer 7

Inside Selling

Question 8

Is a sales approach that focuses on building long-term relationships with customers rather than just making immediate sales.

Answer 8

Relationship selling

Question 9

sales approach where the salesperson acts as an advisor or consultant, helping customers identify their needs and offering solutions that best meet those needs.

Answer 9

Consultative selling

Question 10

Offering additional products or services to existing customers, leveraging the established relationship for increased sales and customer satisfaction.

Answer 10

Cross selling

Question 11

is a collaborative sales approach that involves multiple members of an organization working together to close sales and provide comprehensive solutions to customers.

Answer 11

Team selling

Question 12

is a marketing strategy that involves short-term incentives or activities designed to stimulate interest, encourage purchases, or boost sales of a product or service.

Answer 12

SALES PROMOTION

Question 13

designed to directly target end consumers to stimulate immediate sales, increase brand awareness, encourage product trial, and build customer loyalty. These promotions often involve offering incentives or rewards to consumers to incentivize purchases, create excitement around a product or service, and differentiate a brand from competitors.

Answer 13

CONSUMER ORIENTED SALES PROMOTION

Question 14

Sales promotion technique that offers a discount on the purchase price of goods or services.

Answer 14

Coupon

Question 15

Cash given back to consumers who send in proof of purchase for one or more products.

Answer 15

Refund

Question 16

Sales promotion that appeals to marketing intermediaries rather than consumers

Answer 16

Trade Promotion

Question 17

Financial incentive offered to wholesalers and resellers that purchase or promote specific products.

Answer 17

Trade allowances

Question 18

ash reward paid to retail salespeople for every unit of a product they sell.

Answer 18

push money