Retailers typically hire ________ to sort and redeem coupons for a fee.
a. a manufacturer
b. a clearinghouse
c. a warehouse
d. consumers
Question 2In trust-based selling it is more important that the salesperson talks with rather than at the buyer.
Indicate whether the statement is true or false
Question 3When a coupon for Frito Lay chips is attached to the outside of a case of Diet Pepsi, the practice is referred to as:
a. freestanding inserts.
b. crossruffing.
c. mail couponing.
d. online couponing.
Question 4Which of the following is not one of voice characteristics described in the text.
a. Pitch
b. Frequency
c. Speaking Rate
d. Intensity
e. Quality
Question 5The major advantage of mail-delivered coupons is that they:
a. have been shown to increase the amount of product purchases.
b. are relatively inexpensive.
c. are very efficient in reaching their target market.
d. are usually redeemed by consumers who are already users of the brand.
Question 6Each individual type of nonverbal communication carries meaning. However, collectively the pieces of nonverbal communication being expressed at the same time combine to form unique meaning (that is, different from that of the individual pieces). This collection of nonverbal communication is referred to as ____.
a. nonverbal clusters
b. nonverbal communication
c. nonverbal communication qualifiers (NCQ)
d. collective nonverbal communication (CNC)
e. None of the above
Question 7The key reasons that companies continue to offer coupons is to:
a. reduce costs for the company.
b. increase the per-unit profit margin.
c. prevent present customers from switching to other brands that offer coupons or promotional deals.
d. reduce their advertising costs.
Question 8If you find that people you speak with often misinterpret your verbal messages, you should probably work on what?
a. Your sales presentation
b. Your listening skills
c. Your voice characteristics
d. Your understanding of proxemics
e. Asking new and different questions.
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