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
