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Antoine works for a well-known company that manufactures mattresses.

Antoine works for a well-known company that manufactures mattresses. To move the

company's product during the President's Day sales events held nationwide, he offered

$200 to any retail salesperson who can sell ten mattresses throughout the second

weekend of February. He also offers a case of sports drinks for each mattress sold.

These are examples of trade-market sales promotion techniques in the form of:


A) Dividends

B) In store sampling

C) Incentives


Of all types of support media, directory advertising offers a unique advantage by:

a)helping consumers follow through on purchases.

b) enhancing brand awareness and recall.

c) stressing the brand name and keeping the message within six words.


A trend in P-O-P advertising and displays is with _________.


a)interactive units

b)parking space advertising

c)cart directories


A manufacturer devises a program to encourage members of the trade to purchase its

brand. It offers salespeople an extra $100 for selling one of its refrigerators, $75 for

selling one of its ovens, and $50 for selling one of its dishwashers. Which of the

following promotional concepts for the trade channel does this involve?


a)Slotting fee

b)Rebates

c)Push money



A VP of marketing wants to look at all possible forms of business-market promotions to

gain and maintain lucrative customers. He meets with associates, and they review the

five main areas of promotion techniques aimed at business buyers. They are:


a)premiums and advertising specialties, frequency programs, incentives,

allowances, and cooperative advertising.

b)merchandise allowances, cash allowances, trade shows, training

programs, and incentives.

c)trade shows, business gifts, premiums and advertising specialties, trial

offers, and frequency programs.

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