Miscellaneous Quiz / Marketing Chapter 18 Vocabulary

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Can you name the Marketing Chapter 18 Vocabulary?

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DefinitionVocabulary Term
the process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement
a recommendation to a salesperson from a customer or business associate
a promotional display set up at the retailer’s location to build traffic, advertise the product, or induce impulse buying
a formal meeting in which the salesperson presents a sales proposal to a prospective buyer
determination of a sales prospect’s (1) recognized need, (2) buying power, and (3) receptivity and accessibility
the set of steps a salesperson goes through in a particular organization to sell a particular product or service
sales promotion activities targeting a channel member, such as a wholesaler or retailer
a purchase situation involving a personal, paid-for communication between two people in an attempt to influence each other
a determination of the customer’s specific needs and wants, and the range of options the customer has for satisfying them
a certificate that entitles consumers to an immediate price reduction when they buy the product
a price reduction offered by manufacturers to intermediaries such as wholesalers and retailers
money offered to channel intermediaries to encourage them to “push” products—that is, to encourage other members of the channel to sell the products
an extra item offered to the consumer, usually in exchange for some proof of purchase of the promoted product
DefinitionVocabulary Term
a formal written document or professional presentation that outlines how the salesperson’s product or service will meet or exceed the prospect’s needs
a loyalty program in which loyal consumers are rewarded for making multiple purchases of a particular good or service
sales promotion activities targeting the ultimate consumer
a process that describes the “homework” that must be done by a salesperson before he or she contacts a prospect
the final step of the selling process, in which the salesperson ensures that delivery schedules are met, that the goods or services perform as promised, and that the buyers’ empl
a statement of the individual salesperson’s sales objectives, usually based on sales volume alone but sometimes including key accounts (those with greatest potential), new accoun
identification of those firms and people most likely to buy the seller’s offerings
a cash refund given for the purchase of a product during a specific period
marketing activities – other than personal selling, advertising, and public relations – that stimulate consumer buying and dealer effectiveness
a promotional program designed to build long-term, mutually beneficial relationships between a company and its key customers
a promotional program that allows the consumer the opportunity to try a product or service for free
a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships
a process of finding out about potential clients from friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations

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