Question 1

Personal selling involves more than presenting the product and closing the deal. Other activities include the search for new prospects and follow-up services after the sale.

Accepted Answer

A) True 
 B)False  True

Question 2

Online advertising has become the number one medium and ranks ahead of newspapers and television, based on total advertising expenditures.

Accepted Answer

A) True 
 B)False  False

Question 3

Bubbles Cola introduced Fruit Flash product line during spring break in Panama City and South Padre Island. It gave out free samples and provided free rides on Bubbles Cola trucks. Bubbles Cola was practicing event marketing.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is a consumer sales promotion activity?

Accepted Answer

A)   contests
B)   advertising
C)   vending sales
D)   direct mailE) None of the above
F) A) and B)

Question 5

Steve is a salesperson for a firm that markets products in a B2B market. His wife, Fran, is a salesperson for a retail store selling top-quality electronics goods. While Steve is likely to be successful using follow-up after the sale, Fran should avoid this approach.

Accepted Answer

A) True 
 B)False

Question 6

Frontier Filmmakers advertises their movies during television shows that their target market typically watches. Frontier Filmmakers believes the best way of reaching its customers is through a ________ strategy.

Accepted Answer

A)   push
B)   pull
C)   product placement
D)   word-of-mouthE) B) and C)
F) A) and C)

Question 7

In evaluating personal selling it is safe to conclude that it represents a form of individualized advertising.

Accepted Answer

A) True 
 B)False

Question 8

Two-way communication between businesses and customers becomes easier by using

Accepted Answer

A)   social media.
B)   viral marketing.
C)   product placement.
D)   mobile marketing.E) B) and C)
F) A) and B)

Question 9

Bathtub Brewing Company's ________ relies heavily on advertising, personal selling, and a limited use of product sampling.

Accepted Answer

A)   marketing mix
B)   promotion mix
C)   communication network
D)   transfer marketingE) A) and D)
F) A) and C)

Question 10

Closing the sale represents success for the salesperson and the final step in the selling process.

Accepted Answer

A) True 
 B)False

Question 11

Jasmine finished writing a news release about her company's new product. She intends to e-mail the message to local television and radio stations as well as newspapers in hope that they will find the information newsworthy and run a story about the product. Jasmine's efforts represent the firm's

Accepted Answer

A)   public relations.
B)   institutional advertising.
C)   secondary advertising.
D)   interactive marketing.E) None of the above
F) All of the above A

Question 12

Which of the following statements is the most accurate?

Accepted Answer

A)   Closing is the final and most important step in the selling process.
B)   Once a sales presentation is completed, the salesperson should attempt to close as quickly as possible before the customer expresses any doubts or concerns.
C)   Closing may involve getting the customer to agree to a trial close.
D)   If the salesperson has done a good job of qualifying prospects and has developed a strong presentation, then closing is the easiest step in the selling process.E) A) and B)
F) All of the above

Question 13

With the increase of digital advertising, infomercials are rarely shown on television.

Accepted Answer

A) True 
 B)False

Question 14

A recent study reveals that regardless of the product or target market, mobile media is not a promotion mix tool that works efficiently.

Accepted Answer

A) True 
 B)False

Question 15

________ advertising supports a particular view or position on an issue.

Accepted Answer

A)   Advocacy
B)   Institutional
C)   Comparison
D)   TradeE) A) and D)
F) None of the above

Question 16

Tom and Melody are considering the extensive use of ads in fitness magazines and a direct mail campaign targeted at people who have bought other products made by Xer-Wise. Since these messages are geared directly to customers, it is clear that Tom and Melody want to implement a ________ strategy.

Accepted Answer

A)   push
B)   pull
C)   placement
D)   stretchE) C) and D)
F) B) and C)

Question 17

Future promotional efforts will likely be

Accepted Answer

A)   custom-designed to reach smaller audiences.
B)   targeted at larger audiences.
C)   less interactive and more persuasive.
D)   similar to promotional efforts today.E) All of the above
F) A) and C)

Question 18

________ advertising encourages wholesalers and retailers to carry the products of a specific manufacturer.

Accepted Answer

A)   Advocacy
B)   B2B comparison
C)   Trade
D)   InstitutionalE) A) and C)
F) None of the above

Question 19

Explain the steps in the personal selling process. How does B2B personal selling differ from B2C personal selling?

Accepted Answer

Personal selling is the face-to-face pre...

Question 20

Which of the following is an advantage of magazine advertising?

Accepted Answer

A)   short exposure time
B)   ability to quickly change message
C)   superior color
D)   relatively short lifeE) A) and B)
F) A) and C)

Exam 16: Using Effective Promotions

Personal selling involves more than presenting the product and closing the deal. Other activities include the search for new prospects and follow-up services after the sale.

Correct AnswerverifiedTrue

Online advertising has become the number one medium and ranks ahead of newspapers and television, based on total advertising expenditures.

Correct AnswerverifiedFalse

Bubbles Cola introduced Fruit Flash product line during spring break in Panama City and South Padre Island. It gave out free samples and provided free rides on Bubbles Cola trucks. Bubbles Cola was practicing event marketing.

Correct AnswerverifiedShow Answer

Which of the following is a consumer sales promotion activity?

Correct AnswerverifiedShow Answer

Steve is a salesperson for a firm that markets products in a B2B market. His wife, Fran, is a salesperson for a retail store selling top-quality electronics goods. While Steve is likely to be successful using follow-up after the sale, Fran should avoid this approach.

Correct AnswerverifiedShow Answer

Frontier Filmmakers advertises their movies during television shows that their target market typically watches. Frontier Filmmakers believes the best way of reaching its customers is through a ________ strategy.

Correct AnswerverifiedShow Answer

In evaluating personal selling it is safe to conclude that it represents a form of individualized advertising.

Correct AnswerverifiedShow Answer

Two-way communication between businesses and customers becomes easier by using

Correct AnswerverifiedShow Answer

Bathtub Brewing Company's ________ relies heavily on advertising, personal selling, and a limited use of product sampling.

Correct AnswerverifiedShow Answer

Closing the sale represents success for the salesperson and the final step in the selling process.

Correct AnswerverifiedShow Answer

Jasmine finished writing a news release about her company's new product. She intends to e-mail the message to local television and radio stations as well as newspapers in hope that they will find the information newsworthy and run a story about the product. Jasmine's efforts represent the firm's

Correct AnswerverifiedA

Which of the following statements is the most accurate?

Correct AnswerverifiedShow Answer

With the increase of digital advertising, infomercials are rarely shown on television.

Correct AnswerverifiedShow Answer

A recent study reveals that regardless of the product or target market, mobile media is not a promotion mix tool that works efficiently.

Correct AnswerverifiedShow Answer

________ advertising supports a particular view or position on an issue.

Correct AnswerverifiedShow Answer

Tom and Melody are considering the extensive use of ads in fitness magazines and a direct mail campaign targeted at people who have bought other products made by Xer-Wise. Since these messages are geared directly to customers, it is clear that Tom and Melody want to implement a ________ strategy.

Correct AnswerverifiedShow Answer

Future promotional efforts will likely be

Correct AnswerverifiedShow Answer

________ advertising encourages wholesalers and retailers to carry the products of a specific manufacturer.

Correct AnswerverifiedShow Answer

Explain the steps in the personal selling process. How does B2B personal selling differ from B2C personal selling?

Correct AnswerverifiedPersonal selling is the face-to-face pre...View AnswerShow Answer

Which of the following is an advantage of magazine advertising?

Correct AnswerverifiedShow Answer

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Personal selling is the face-to-face pre...
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