Chapter 14, warm up: BUSAD 250

​________ is a promotional technique that involves motivating intermediaries to inspire consumers to purchase specific products.

A push strategy

In which step of the personal selling process are customer concerns addressed and negotiations taking​ place?

Handling objections

Which of the following types of advertising appeals is best for​ business-to-business sales with concerns such as​ profitability, quality, and technical matters and usually involves​ rational, fact-based​ persuasion?

Logic

Which step in the movement of products to a potential customer involves persuading the consumer to actually make a​ purchase?

Stimulating action

Another name for​ word-of-mouth marketing is​ _________.

viral marketing

Companies and individuals that sell products and services to other companies and individuals for organizational use to create their own products or to resell to consumers are known as​ _____.

wholesalers

Which of the following represents a promotional messaging method that involves presenting a​ business's views on community​ matters?

Advocacy advertising

____________ provide​ real-time advice about the effectiveness of written language.

Augmented writing systems

Product descriptions and other content on​ e-commerce websites are often written

Automated writing

In which type of communication does the salesperson help customers find the best solutions to their personal or business​ needs?

Consultative selling

Which of the​ following, responsible for reshaping​ retailing, involves consumers searching for and comparing products online and then going into a store to actually purchase those items or vice​ versa, compelling companies to create both an online and a physical presence for​ consumers?

Omnichannel retailing

Which of the following consumer promotion techniques can be used to entice shoppers when they are in stores to generate impulse​ purchases?

Point-of-purchase displays

Which type of sales promotions includes offering​ no-cost or very​ low-cost items to consumers to motivate them to purchase a certain​ product?

Premiums

Which of the following is a short message sent to the media on a topic of potential news​ interest?

Press release