P 428 automakers began rewarding dealers with

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85. (p. 428) Automakers began rewarding dealers with financial incentives long before dealership customers started getting them, too. Recipients were the employees of multi-franchise dealerships. It can be said that automakers offer these salespeople _____ to get them to pitch their brand of vehicles over a competitor's product sold at the same store. A spiff is an inducement to a retail salesperson to sell a particular product. AACSB: Reflective Thinking Bloom's: Apply Difficulty: Hard Learning Objective: 16-07 Describe the roles that sales promotion can play in a marketing strategy. Topic: Giving Brands a Push with Trade Promotions
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