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Definition
| The manner in which a salesperson contacts a potential customer |
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Definition
| A sum of money given to a reseller for each unit bought after an initial promotion deal is over |
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Definition
| A temporary price reduction to resellers for purchasing specified quantities of a product |
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Definition
| Promotions that allow buyers to pay less than the regular price to encourage purchase |
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Definition
| The stage in the personal selling process when the salesperson asks the prospect to buy the product |
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| combination compensation plan |
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Definition
| Paying salespeople a fixed salary plus a commission based on sales volume |
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Definition
| Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills |
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Term
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Definition
| Sales promotion methods in which individuals compete for prizes based primarily on chance |
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Term
| consumer sales promotion methods |
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Definition
| Sales promotion techniques that encourage consumers to patronize specific stores or try particular products |
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Definition
| A sales promotion in which entrants submit their names for inclusion in a drawing for prizes |
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Definition
| An arrangement in which a manufacturer agrees to pay a certain amount of a retailer’s media costs for advertising the manufacturer’s products |
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Definition
| Written price reductions used to encourage consumers to buy a specific product |
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Definition
| Advertisements that promote a product and identify the names of participating retailers that sell the product |
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Definition
| A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise |
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Term
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Definition
| Sales promotion methods a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works |
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Term
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Definition
| A manufacturer’s reward given to resellers that purchase a stated quantity of products |
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Term
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Definition
| Samples of a product given out to encourage trial and purchase |
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Term
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Definition
| A manufacturer’s agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display |
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Term
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Definition
| Support salespeople, usually employed by a manufacturer, who assist the producer’s customers in selling to their own customers |
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Definition
| Sales promotion techniques that offer consumers a specified amount of money when they mail in a proof of purchase, usually for multiple product purchases |
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Definition
| Salespeople who sell to new customers and increase sales to current customers |
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Definition
| Salespeople who primarily seek repeat sales |
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Term
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Definition
| Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation |
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Term
| point-of-purchase (POP) materials |
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Definition
| Signs, window displays, display racks, and similar devices used to attract customers |
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Term
| premium money (push money) |
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Definition
| Extra compensation to salespeople for pushing a line of goods |
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Term
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Definition
| Items offered free or at a minimal cost as a bonus for purchasing a product |
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Term
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Definition
| Developing a database of potential customers |
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Term
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Definition
| Sales promotion techniques in which a consumer receives a specified amount of money for making a single product purchase |
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Definition
| Developing a list of qualified applicants for sales positions |
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Definition
| The building of mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time |
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Definition
| A sales promotion method used to motivate distributors, retailers, and sales personnel through recognition of outstanding achievements |
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Term
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Definition
| An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it |
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Term
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Definition
| A manufacturer’s reward to retailers based on the number of pieces scanned |
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Term
| straight commission compensation plan |
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Definition
| Paying salespeople according to the amount of their sales in a given time period |
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Term
| straight salary compensation plan |
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Definition
| Paying salespeople a specific amount per time period, regardless of selling effort |
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Term
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Definition
| Sales staff members who facilitate selling but usually are not involved solely with making sales |
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Term
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Definition
| The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process |
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Term
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Definition
| Support salespeople who give technical assistance to a firm’s current customers |
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Term
| trade sales promotion methods |
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Definition
| Methods intended to persuade wholesalers and retailers to carry a producer’s products and market them aggressively |
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Term
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Definition
| Salespeople involved mainly in helping a producer’s customers promote a product |
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