Flashcard Set Preview
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| 1 |
ambush marketing
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A situation whereby non-sponsors of an event give a false impression through marketing...
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approach
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The initial contact with the prospect, usually a face-to-face selling encounter.
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closing
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The point in the sales presentation when the seller asks for the order.
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collateral materials
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Literature and promotional materials used by a company's sales force to help sell...
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consumer promotion
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Activity promoting extra brand sales by offering the consumer an incentive over and...
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cooperative advertising
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Funds allocated by a manufacturer to pay for a portion of a retailer's advertising.
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cross-sampling
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Distribution of free samples by using another product as the means of distributing...
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dealer premium
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An incentive offered to a distributor by a manufacturer to encourage a special purchase...
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dealer-display material
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Self-contained, custom-designed merchandising units that either temporarily or permanently...
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delayed-payment incentive
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Incentive allowing the consumer a grace period during which no interest or principal...
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demonstration
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An opportunity to show a product in action; it helps substantiate the claims that...
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event marketing
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The process, planned by a sponsoring organization, of integrating a variety of communication...
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experiential marketing
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A type of marketing that creates awareness for a product by having the customer directly...
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follow-up
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Activity that keeps salespeople in touch with customers after the sale has been made,...
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loyalty program
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Offers the consumer a small bonus, such as points or "play money," when they make...
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media-delivered coupons
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Coupons distributed by advertisers through newspapers and magazines.
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missionary selling
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A form of selling that focuses on building goodwill; missionaries contact retailers...
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objection
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An obstacle that the salesperson must confront and resolve if the sales transaction...
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performance allowance
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Discount offered by a manufacturer to a distributor who performs a promotional function...
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| 20 |
personal selling
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Face-to-face communication involving the presentation of features and benefits of...
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pre-approach
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Gathering information about potential customers, your products, your competitors,...
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| 22 |
premium
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An item offered free or at a bargain price to customers who buy another specific...
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| 23 |
presentation
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The persuasive delivery and demonstration of a product's benefits.
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product-delivered coupons
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Coupons that appear in or on the package.
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| 25 |
prospecting
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A systematic procedure for developing sales leads.
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| 26 |
redemption rate
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The number of coupons returned to an organization expressed as a percentage of the...
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retail in-ad coupon
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A coupon printed in a retailer's weekly advertising, either in the newspaper or in...
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sales promotion
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Activity that provides special incentives to bring about immediate action...
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| 29 |
slippage
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A situation in which a consumer starts collecting proofs of purchase...
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| 30 |
trade promotion
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Promotional activity directed at distributors that is designed to increase...
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| 31 |
trial close
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A procedure to determine if your customer is ready to buy.
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| 32 |
venue marketing (venue sponsorship)
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The linking of a brand name (company name) to a physical site such as a theatre,...
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