1. Why are many marketers shortening the time in which a coupon can be redeemed.

2. Joe Hamas sells for Rush Beverages. He is trying to convince retailers to carry his company’s Ginseng Rush, a new all-natural beverage that delivers an energy punch without caffeine. When he gets retailers to agree to stock his product, he asks them for the names of other retail operations that might be interested in carrying it. He is using _____ to get his sales leads.

3. Which type of consumer sales promotion rewards loyal consumers for making multiple purchases of a particular good or service?

4. Why do some marketers offer rebates instead of price reductions to induce short-term sales?

5. _____ is a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

6. Danita is in charge of new business development for her advertising agency. She recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches her agency would use to differentiate Northwest Medical from its competition. Danita ended the presentation by asking, 'When would you like our firm to begin working on your new brand awareness campaign?' In which stage of the selling process would such a question most likely be asked.

7. Jefferson Smurfit Company is a multibillion-dollar supplier of packaging materials. One of its salespeople rearranged production schedules at three different plants to satisfy an unexpected demand for boxes from General Electric. The salesperson's action is typical of the company's sales philosophy and indicates an emphasis on:

8. To overcome low redemption rates for coupons, marketers are doing all of the following EXCEPT:

9. All of the following statements about recruiting and training the sales force is true EXCEPT:

10. Martina buys cola every week at the grocery store, but she always buys whatever is on sale. Coca-Cola, Pepsi, RC Cola—it doesn’t matter to her. She is happy with whatever costs the least. Martina would be characterized as

11. Sales promotion:

12. The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.

13. Packaged-goods marketers such as Kellogg's and Betty Crocker have increased their use of coupons recently due to:

14. Which of the following statements about handling objections is true?

15. When a salesperson asks for the sale, he or she is:

16. Which of the following statements about online sales promotions is true?

17. For a powerful sales presentation, salespeople must do all of the following EXCEPT:

18. The first step in the selling process is:

19. Salespeople ensure that delivery schedules are met, that the good or service performs as promised, and that buyers are trained in the use of the product. All of these functions are part of _____, the final step in the selling process.

20. The knowledge that most businesses depend on repeat sales is the basis of:

21. The use of trade shows:

22. All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

23. Boeing is one of the largest aircraft manufacturers in the world. The company sells aircrafts to airlines around the world, such as Delta, China Air, and AirFrance. You would expect Boeing to rely on _____ to promote its vessels.

24. All of the following would be a target for a trade sales promotion offered by Rubbermaid, a manufacturer of storage and organization products, EXCEPT:

25. When a salesperson offers a discount if a prospect places a larger order, he or she is using the process of: