Is a price reduction offered by manufacturers to

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44. _____ is a price reduction offered by manufacturers to intermediaries such as wholesalers or retailers, in exchange for performance of specified functions or purchasing during special periods. a. A point-of-purchase discount b. Pull money c. A quantity discount d. A functional discount e. A trade allowance ANS: E This is the definition of a trade allowance. PTS: 1 REF: 284 OBJ: 18-3 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 45. General Mills is offering resellers a 10 percent discount on all cases of its granola bars purchased dur- ing the month of June. General Mills is offering a: PTS: 1 REF: 284 OBJ: 18-3 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 46. _____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.
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47. Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleas- ant Isle Living Room Collection sold in the next 30 days. What type of trade sales promotion is the $50? PTS: 1 REF: 284 OBJ: 18-3 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 48. The use of trade shows, conventions, and conferences to contact customers: a. has been decreasing in recent years b. costs much less per potential customer than personal sales calls c. is most effective for mature products d. is usually directed toward the consumer goods market e. has a disadvantage in that it is usually impossible to display the product itself ANS: B Shows can be cost-effective. The cost of closing a lead generated at a trade show is estimated to be 56 percent of the cost of closing a lead generated in the field. PTS: 1 REF: 284 OBJ: 18-3 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion
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