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5 Written Questions

5 Matching Questions

  1. Medium
  2. Point-of-Purchase (POP) Displays
  3. Bottom-Up Budgeting Techniques
  4. Sales Management
  5. Channel Leader
  1. a The process of planning, implementing, and controlling the personal selling function of an organization
  2. b Allocation of the promotional budged based on identifying promotion goals and allocating enough money to accomplish them
  3. c In-store displays and signs
  4. d A communication vehicle through which a message is transmitted to a target audience
  5. e A firm at one level of distribution that takes a leadership role, establishing operating norms and processes based on its power relative to other channel members

5 Multiple Choice Questions

  1. A theory that focuses on the various stages that retailers pass through from introduction to decline
  2. The central idea or theme of an advertising message
  3. The total set of all products offered for sale by a retailer, including all product lines sold to all customer groups
  4. A discount retailer, owned by a manufacturer, that sells off defective merchandise and excess inventory
  5. An interactive sales process in which a salesperson presents a product to one person or a group, takes orders, and delivers the merchandise

5 True/False Questions

  1. DecodingThe organization or individual that intercepts and interprets the message

          

  2. Point-of-Sale SystemsA sales technique that relies heavily on people getting caught up in the group spirit, buying things they would not normally

          

  3. Frequency ProgramRetailers that carry only a few product lines but offer good selection withing the lines that they sell

          

  4. Sales PromotionPromotions that focus on members of the trade, which include distribution channel members, such as retail salespeople or wholesale distributor's, that a firm must work with in order to sell its product

          

  5. Vertical Marketing System (VMS)A sales technique that relies heavily on people getting caught up in the group spirit, buying things they would not normally

          

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