Ans f qualifying a sales lead consists of determining

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ANS: F Qualifying a sales lead consists of determining the prospect’s need, buying power, and receptivity and accessibility. PTS: 1 REF: 288 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 24. Before approaching the customer, a salesperson should learn as much as possible about the prospect's organization and its buyer. ANS: T PTS: 1 REF: 288 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 25. A good salesperson considers objections a legitimate part of the purchase decision. ANS: T PTS: 1 REF: 291 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 26. Jayson typically negotiates the price with prospective customers because he knows price is the most effective negotiating tool when closing a sale. ANS: F Effective negotiators avoid using price as a sales tool. PTS: 1 REF: 291 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 27. The final selling duty for most successful salespeople is closing the sale. ANS: F A salesperson's responsibilities do not end with a sale; a follow-up is critical to encouraging repeat business. PTS: 1 REF: 291 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion MULTIPLE CHOICE
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1. _____ is marketing communication activities in which a short-term incentive is offered to induce the purchase of a particular good or service. a. Publicity b. Sales promotion c. Promotion d. Advertising e. Motivation selling ANS: B Sales promotion includes marketing activities--other than personal selling, advertising, and public rela- tions--that stimulate consumer buying and dealer effectiveness. PTS: 1 REF: 279 OBJ: 18-1 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 2. Dell’s fall back-to-school program allows students who buy a new laptop computer for college to get a free printer. The printer giveaway is a: PTS: 1 REF: 279 OBJ: 18-1 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 3. AT&T offered customers who purchased a Blackberry a $100 rebate if they signed up for a 2-year ser- vice contract. This is an example of: PTS: 1 REF: 279 OBJ: 18-1 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 4. Sales promotion: a. is a publicity tool b. is only directed to the ultimate consumer market c. is more difficult to measure than advertising d. offers a short-term incentive to buy e. expenditures have been decreasing in recent years ANS: D
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Sales promotion is an activity in which a short-term incentive is offered to induce the purchase of a particular good or service.
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