| A | B |
|---|
| refers to matching the basic physical attributes of a product to customers’ wants/needs | Feature-benefit selling |
| When It is acceptable for a salesperson to use jargon | business-to-business or industrial sales presentation |
| act that prohibits price discrimination | Robinson-Patman Act |
| he more unusual a product is perceived to be by consumers | the greater the prices can be set |
| occurs when retail decisions are made at lower levels of organization | decentralized buying |
| All merchandise available for sale | inventory |
| a business organization that has incorporated in a country other than the one in which it does business | joint venture |
| group who is responsible for controlling how a franchise advertises and manages decisions | franchisor |
| should avoid these during an interview | personal likes and dislikes concerning people you work for or with |
| The best way to answer the question "What are your major weaknesses?" | list weakness that can actually be considered strengths |
| items should be listed on a resume' in this order | reverse chronological order |
| decision making process that reflects little thought and mostly habit | routine decision making |
| protects customers from fraudulent or unethical selling practices | sales regulations |
| "Good morning!" or "How are you?" are examples of what type of sales approach | greeting approach |
| asking the customer a question when they say they can't buy a product is this type of method in the sales process | question method for handling objections |
| When a customer is having difficulty making a buying decision, what should the salesperson do | stop showing additional merchandise |
| What does “up-selling” mean when using suggestion selling | recommending larger quantities |
| stage of selling should you educate a customer about the special care or special instructions an item requires | departure |
| special price discount that is given as an incentive to wholesalers and retailers | promotional allowance |
| taking a discount off of the reuglar price if customer buys an additional item is known as | deal |
| the company promotes community involvment, ecological issues and other aspects that concern how the company looks in the public eye | publicity |
| direct-mail advertising most effective with | existing customers |
| purpose of an illustration | encourage the customer to take action |
| least expensive means of product transportation | water |
| involves transporting, storing, and handling goods | logistics |
| main focus of a distribution center | sorting and moving products |
| member’s job is to procure goods used in service and manufacturing businesses | purchasing manager |
| checking method is susceptible to errors if receivers do not physically count the total number of items in a shipment | direct check |
| form of business organization can own assets and borrow money without directly involving the people who own it | corporation |
| owners of a corporation | stockholders |
| being able to make business decisions quickly is an advnatage for | entreprenuers |
| person who owns and operates a business | entreprenuer |
| If you do not know the answer to an interview question you should answer with | "I don’t know but let me find out and get back to you" |
| apropriate salary suggestion will be | industry/location average |
| proper legnth of resume' | 1 page |
| helping customers make satisfying buying decisions with ongoing relationships | selling |
| online purchases can often be made and product information can often be found on this | company Web site |
| what is used when one has little or no previous experience with an item | extensive decision making |
| sales exchanges between two or more businesses | organizational selling |
| these individuals gather information about customers and advise customers on products suited to their needs | salespeople |
| companies can stay in touch with customers via this such as Facebook | social media |
| this consists of the product or service offered, how much, at what price | sales contract |
| phone solicitation to make a sale | telemarketing |
| one on one direct contact between a salesperson and a customer | personal selling |
| special newspaper containing no editorial content | shopper |
| these ads are often combined with animation, video, sound, interactivity | Internet advertising |
| fee paid to a newspaper that can guarantee advertising space during a specific period | contract rate |
| printed posters on subways, buses, and trains | transit advertising |
| advertising designed to increase sales | promotional advertising |
| process of selecting appropriate advertising media | media planning |
| specific type of print media that is be restricted to certain locations | billboard |
| useful products imprinted with an advertiser’s name | specialty media |
| publication targeted for professionals with an interest in a particular field | trade magazine |
| matter of anticipated satisfaction | value |
| the appropriate ________ helps establish & maintain a firm’s image, competitive edge, & profits | pricing |
| when sales revenue equals the cost and expenses of making and distributing a product | break-even point |
| a product’s relative profitability | return on investment |
| an agreement among competitors to establish price ranges | price fixing |
| the value of money or of a nonmonetary item placed on a good or service | price |
| an item priced at cost to draw customers | loss leader |
