SOLVED

70) Capitalizing on the customer’s complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company’s detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila in? A) follow-up B) handling objections C) preapproach D) presentation E) prospecting 71) After successfully overcoming a potential customer’s objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process. A) follow-up B) approach C) preapproach D) closing E) prospecting 72) Right after closing, Joshua, a senior sales manager at Halcyon Technologies called up the customer to ensure that she was satisfied with Halcyon’s products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process. A) follow-up B) handling objections C) preapproach D) closing E) prospecting 73) ________ consists of short-term incentives to encourage the purchase of a product or service. A) Value selling B) Conditional sale C) Advertising D) Sales promotion E) Benchmarking 74) Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets? A) declining interest in quality B) declining advertising efficiency C) rising hostility toward large firms D) increasing popularity of e-procurement E) increasing number of international firms 75) ________ weakens a given promotion’s ability to trigger an immediate purchase. A) A customer-oriented promotion mix B) Promotion clutter C) Puffery D) Local marketing E) Niche marketing 76) Which of the following is the most effective—but most expensive—way to introduce a new product or create new excitement for an existing one? A) coupons B) sampling C) cash refunds D) cents-off deals E) satisficing 77) ________ are offers of a trial amount of a product. A) Samples B) Coupons C) Premiums D) Rebates E) Price packs 78) ________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet. A) Rebates B) Promotional products C) Premiums D) Samples E) Price packs 79) Which consumer promotion tool requires the consumer to send a proof of purchase to the manufacturer? A) price packs B) coupons C) samples D) rebates E) displays