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IMC: Sales Promotion and Selling
Multiple Choice Questions

1 .       Which of the following is not an objective of sales promotion? [Hint]



2 .       Which of the following is not a sales promotion tool? [Hint]



3 .       _____________, preapproach, __________, presentation and demonstration, ___________, closing and ___________ are the steps in the selling process. [Hint]



4 .       ____________ marketing emphasises building and maintaining long-term customer relationships by creating superior value. [Hint]



5 .       Salespeople spend most of their time _________. [Hint]



6 .       Which of the following is not a step in salesforce management? [Hint]



7 .       There is a difference between redeemable coupons and patronage rewards in that patronage rewards involve smaller amounts of money. [Hint]



8 .       At which stage of the selling process is it necessary for salespeople to qualify leads? [Hint]



9 .       Which is not a type of typical compensation plan that a company would offer a salesperson? [Hint]



10 .       Why is it important to motivate salespeople to work at their best? [Hint]



11 .       Which type of sales promotion is the most common at store level in Australia? [Hint]



12 .       At which stage of the selling process would it be most appropriate for a salesperson to offer the buyer a lower price or an extra quantity at no charge? [Hint]



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