Mkt100 week 11 quiz | Marketing homework help

A consumer contest is an example of

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personal selling.

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sales promotion.

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advertising.

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indirect selling.

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public relations.

 

The individual or group that decodes a coded message is called a

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sender.

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receiver.

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source.

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decoder.

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receptor.

The process of putting one’s thoughts (meaning) into signs (symbols) is called

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decoding.

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noise.

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interference.

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transmission.

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the coding process.

 

 

Sweepstakes, free samples, coupons, and rebates are examples of

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advertising.

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sales promotion techniques.

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publicity.

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personal selling techniques.

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packaging methods.

A person, group, or organization that has a meaning it intends and attempts to share with a receiver or an audience is a

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communications channel.

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source.

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relay channel.

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decoder.

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sender.

 

 

The use of heavy advertising in the promotion mix is least likely to occur in which product life cycle stage?

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Introduction

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Decline

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Maturity

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Growth

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Plateau

The receiver’s response to a message is ____ for the source.

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feedback

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the communications channel

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noise

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channel capacity

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decoding

The message that a source originally encodes and the meaning a receiver ultimately decodes

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            contain circular feedback.

            may be different because of noise.

            are usually exactly the same.

            rarely are similar because of feedback.

            are collectively termed the communications channel.

 

Which of the following industries is most likely to employ combative promotional efforts?

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Fast food

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Computer processors

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Tax-preparation services

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Television producers

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Automotive paints

 

 

 

Which of the following are personal informal exchanges of communication that customers share with one another about products, brands, and companies?

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Guerilla communication

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Word-of-mouth communication

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Buzz marketing

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Viral marketing

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Conversational promotion

 

 

An advertising campaign is typically developed by an individual or a few persons within the firm, an advertising department within the organization, or

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an advertising agency.

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a group of media specialists.

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a group of multiskilled managers.

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a “special projects” group.

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freelance advertising consultants.

 

 

When a company promotes its position on a public issue, this is specifically referred to as ____ advertising.

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institutional

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product

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advocacy

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issue

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competitive

 

 

The last stage in the development of any advertising campaign is

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creating the advertising platform.

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developing the media plan.

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creating the advertising message.

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evaluating the effectiveness of advertising.

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defining the advertising objectives.

 

 

In many instances the most appropriate way for a firm to cope with an event that leads to negative public relations is to

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discourage news coverage of the event.

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deny that the event occurred.

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facilitate news coverage of the event.

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hire a public relations firm.

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refrain from publicity that reports the event.

 

 

____ is communication in news story form about an organization or its products that is transmitted through a mass medium at no charge.

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Advertising

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Publicity

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Public relations

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Sales promotion

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Personal selling

 

 

An advantage of the arbitrary approach for determining the advertising appropriation is that it is

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objective.

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unique.

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profitable.

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effective.

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expedient

 

 

An ad’s ____ is designed to attract readers’ attention and develop interest so that they will read the entire advertisement.

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signature

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layout

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headline

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artwork

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subheadline

 

 

 

A major reason why a substantial amount of publicity material is rejected by media personnel is that the material is

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too long.

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written at too high a reading level.

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submitted by organizations that the media do not like.

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not persuasive enough.

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not newsworthy.

 

 

A list of the exact magazines, newspapers, and television stations in which an advertisement will appear, along with the dates and times, is a(n)

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advertising plan.

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media plan.

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advertising message.

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advertising appropriation.

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media platform.

 

 

Advertising that lets consumers know that an established brand still offers certain uses, characteristics, and advantages is ____ advertising.

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repetitive

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reminder

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pioneer

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competitive

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reinforcement

 

 

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

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following up

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making the presentation

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approach

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prospecting

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preapproach

 

 

The type of salesperson that usually requires training in physical science or engineering is the

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trade salesperson.

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missionary salesperson.

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technical salesperson.

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order taker.

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order getter.

 

 

A ____ is a gift to a retailer who purchases a specified quantity of merchandise.

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dealer loader

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premium

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dealer listing

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merchandise allowance

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count and recount

 

Order-getting activities are divided into two categories:

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missionary sales and technical sales.

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current-customer sales and new-business sales.

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order takers and trade sales.

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current sales and support sales.

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inside order sales and field order sales.

 

 

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

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Team selling

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Relationship selling

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Trade selling

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Technical selling

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Missionary selling

 

 

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

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surveying.

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screening.

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researching.

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preapproaching.

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prospecting.

 

The salesperson must attract and hold the prospect’s attention, stimulate interest, and spark a desire for the product during the

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prospecting.

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preapproach.

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follow up.

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approach.

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sales presentation.

 

 

 

The two groups of order takers in personal selling are

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current customer salespeople and new-business salespeople.

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missionary salespeople and trade salespeople.

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inside order takers and field order takers.

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trade salespeople and technical salespeople.

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advisory order takers and support order takers.

 

 

Retail salespeople are classified as

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order getters.

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support personnel.

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trade salespeople.

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inside order takers.

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field order takers.

 

Dorothy won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company’s efforts at

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motivating salespeople.

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compensating salespeople.

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providing training for the sales force.

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managing sales territories.

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selecting salespeople.

 

1) The process of putting one’s thoughts (meaning) into signs (symbols) is called.

a)         Noise.

b)         Interference.

c)         Transmission.

d)         The coding process.

2) A sharing of meaning defines

a)         Information.

b)         Noise.

c)         Interference.

d)         Communication.

 

3) The individual or group that decodes a coded message is called a

a)         sender.

b)         Receiver.

c)         Source.

d)         decoder.

 

4) The receiver’s response to a message is ___________ for the source.

a)         feedback

b)         the communications channel

c)         noise

d)         channel capacit

5) Pioneer promotion is most likely to be used during the _____ stage of the product life cycle.

a)         maturity

b)         decline

c)         growth

d)         introduction

 

6) Selective demand is demand for a

a)         general type of product.

b)         particular brand.

c)         new product.

d)         competitor’s product.

7) Primary demand is defined as

a)         Demand for a product category.

b)         Demand for a new product.

c)         Consumer awareness of a product category.

d)         Stimulating demand for any products.

8) Advertising, personal selling, sales promotion, and public relations are called

a)         Promotion mix ingredients.

b)         Marketing mix components.

c)         Characteristics of a product.

d)         Advertising tools.

9) Head nodding, winking, hand gestures, and arm motions are all forms of _________ communication.

a)         kinesic

b)         spacing

c)         proxemic

d)         Touching

 

10) All of the following are examples of publicity-based public relations tools except

a)         Press conferences.

b)         Feature articles.

c)         News releases.

d)         Annual reports.

 

11) High-priced products usually depend heavily on which promotion mix ingredient?

a)         Advertising

b)         Personal selling

c)         Public relations

d)         Sales promotion

12) A person, group, or organization that has a meaning it intends and attempts to share with a receiver or an audience is a

a)         communications channel.

b)         source.

c)         relay channel.

d)         decoder.

13)       In the Gillette advertisement that claims, “Gillette, the best a man can get,” Gillette is the communication

a)         receiver.

b)         transmitter.

c)         decoder.

d)         source.

14)       The individual or group that decodes a coded message is called a

a)         sender.

b)         receiver.

c)         source.

d)         decoder.

15)       Sierra is driving to work on I-95 and notices a billboard for new salads at Wendy’s. She reads the message and sees the pictures of the new salads. In this case, Sierra is the _____ and Wendy’s is the _____ of this communication.

a)         receiver; source

b)         audience; promoter

c)         decoder; coder

d)         communicatee; communicator

 

1) Advertising that promotes organizational images or ideas is __________ advertising.

a)         product

b)         Competitive

c)         comparative

d)         Institutional

 

2)When a company promotes its position on a public issue, this is specifically referred to as ______ advertising.

a)         institutional

b)         product

c)         advocacy

d)         issue

 

3) Advertising that focuses on stimulating demand for a product category is called _____ advertising.

a)         pioneer

b)         competitive

c)         institutional

d)         categorical

4) What type of advertising points out a brand’s features and advantages that fit consumers but may not be available in other brands?

a)         Reminder

b)         Reinforcement

c)         Competitive

d)         Defensive

5) Reinforcement advertising is primarily targeted at

a)         users of competitors’ brands and products.

b)         anyone who uses that type of product.

c)         all the stakeholders of an organization.

d)         the current users of a particular product.

6) An ad’s ___________ is designed to attract readers’ attention and develop interest so that they will read the entire advertisement.

a)         signature

b)         layout

c)         headline

d)         artwork

7) The identification of an advertisement’s sponsor is the

a)         copy.

b)         signature.

c)         trademark.

d)         layout.

 

8) A(n) ____________ audit is used to assess a company’s image among the public.

a)         communications

b)         social

c)         environmental

d)         public relations

 

9) A list of the exact magazines, newspapers, and television stations in which an advertisement will appear, along with the dates and times, is a(n)

a)         advertising plan.

b)         media plan.

c)         advertising message.

d) advertising appropriation

10) The main problem with using the objective-and-task approach to setting an advertising budget is that

a)         sales create advertising rather than advertising creates sales.

b)         it often results in overspending or underspending of the firm’s resources.

c)         it does not achieve full potential in terms of stimulating demand.

d) the marketer may experience difficulty when trying to estimate accurately the level of effort needed to achieve goals

1) The final stage of the selling process is

a)         closing.

b)         trial close.

c)         presentation.

d)         follow-up.

 

2) During the personal selling process, a salesperson, if possible, should handle objections when

a)         they arise.

b)         the salesperson begins the trial close.

c)         the sales presentation is approximately half completed.

d)         when the customer appears to be unhappy or agitated.

 

3) The type of salesperson that usually requires training in physical science or engineering is the

a)         trade salesperson.

b)         missionary salesperson.

c)         technical salesperson.

d)         order taker.

 

4) Which of the following is most likely to stimulate customer loyalty?

a)         Coupons

b)         Sweepstakes

c)         Frequent-user incentives

d)         Samples

 

5) The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

a)         chief executive officers.

b)         salespeople.

c)         sales managers.

d)         quality control experts

Marketing QUESTIONS

Question 1

 

The use of heavy advertising in the promotion mix is least likely to occur in which product life cycle stage?

Answer

                        Introduction

                        Decline

                        Maturity

                        Growth

                        Plateau

Question 2

 Pioneer promotion is most likely to be used during the ____ stage of the product life cycle.

Answer

                        maturity

                        decline

                        growth

                        introduction

                        presentation

Question 3

Which of the following are personal informal exchanges of communication that customers share with one another about products, brands, and companies?

Answer

                        Guerilla communication

                        Word-of-mouth communication

                        Buzz marketing

                        Viral marketing

                        Conversational promotion

Question 4

 A paid form of nonpersonal communication about an organization and/or its products that is transmitted to a target audience through a mass medium is

Answer

                        advertising.

                        public relations.

                        sales promotion.

                        personal selling.

                        campaigning.

Question 5

 Advertising, personal selling, sales promotion, and public relations are called

Answer

                        promotion mix ingredients.

                        marketing mix components.

                        characteristics of a product.

                        advertising tools.

                        nonpersonal communication.

6 )

 During the introduction stage of the product life cycle, which type of promotion would a firm focus on?

Answer

                        Reminder

                        Competitive

                        Comparative

                        Pioneer

                        Repetitive

7 ) –

 The process of putting one’s thoughts (meaning) into signs (symbols) is called

Answer

                        decoding.

                        noise.

                        interference.

                        transmission.

                        the coding process.

8)

 When a source converts meaning into a series of signs or symbols representing ideas or concept, the source is undergoing

Answer

                        communication.

                        the coding process.

                        the decoding process.

                        the conversion process.

                        communications channel.

9)-  During the decoding process, the

Answer

                        intensity of the transmission becomes stronger.

                        receiver attempts to convert signs or symbols into concepts and ideas.

                        source attempts to convert signs or symbols into concepts and ideas.

                        source converts meaning into a series of signs or symbols that represent ideas or concepts.

                        receiver filters noise from the feedback.

10)- A consumer contest is an example of

Answer

                        personal selling.

                        sales promotion.

                        advertising.

                        indirect selling.

                        public relations.

11) -Advertising that lets consumers know that an established brand still offers certain uses, characteristics, and advantages is ____ advertising.

Answer

                        repetitive

                        reminder

                        pioneer

                        competitive

                        reinforcement

 

12) – Advertising campaign objectives that are aimed at making customers’ attitudes more favorable are stated in ____ terms.

Answer

                        communication

                        sales

                        demand

                        market

                        survey

13) – The two major types of product advertising are

Answer

                        institutional and advocacy.

                        pioneer and competitive.

                        competitive and comparative.

                        advocacy and competitive.

                        informative and comparative.

 

 

 

14) – 

The cost per thousand (CPM) indicator shows

Answer

                        the cost to expose 1,000 people to a television commercial.

                        the cost to expose 1,000 people to a one-page magazine advertisement.

                        the return on investment marketers get for their advertising dollar.

                        the cost to expose a million people to any type of advertisement.

                        how one media source compares to a different source for reaching target markets.

 

15)-

The most effective method of determining platform issues is to use a survey of

Answer

                        personnel within the firm.

                        individuals at the advertising agency.

                        customers.

                        marketers in the industry.

                        advertising experts.

16)-

A major reason why a substantial amount of publicity material is rejected by media personnel is that the material is

Answer

                        too long.

                        written at too high a reading level.

                        submitted by organizations that the media do not like.

                        not persuasive enough.

                        not newsworthy.

17)-

When a company promotes its position on a public issue, this is specifically referred to as ____ advertising.

Answer

                        institutional

                        product

                        advocacy

                        issue

                        competitive

18)- 

The last stage in the development of any advertising campaign is

Answer

                        creating the advertising platform.

                        developing the media plan.

                        creating the advertising message.

                        evaluating the effectiveness of advertising.

                        defining the advertising objectives.

19)- 

The physical arrangement of the illustration, headline, subheadline, body copy, and the signature is called the

Answer

                        artwork.

                        copy.

                        art design.

                        layout.

                        storyboard.

20)- If a company calls a meeting to announce a major news event, this is known as a

Answer

                        media call.

                        press conference.

                        news release.

                        press release.

                        public service announcement.

21)- 

____ are designed to identify the customers called on and to present detailed information about interaction with those clients.

Answer

                        Invoices

                        Feedback notices

                        Work schedules

                        Call reports

                        Recall files

22)- 

A primary goal of routing and scheduling decisions in personal selling is to

Answer

                        determine the sequence in which customers will be called on.

                        use existing transportation facilities.

                        minimize nonselling time.

                        determine duration of sales calls.

                        provide salespeople with an opportunity to plan their own routes and schedules.

23)- 

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

Answer

                        trade salesperson.

                        inside order taker.

                        tech support worker.

                        missionary salesperson.

                        technical salesperson.

24)- 

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Answer

                        advertising.

                        sales promotion.

                        personal selling.

                        target marketing.

                        public relations.

25)- 

A person who primarily seeks repeat sales is called a(n)

Answer

                        current customer order getter.

                        order recorder.

                        order taker.

                        follow-up salesperson.

                        missionary salesperson.

26)- 

The step of the personal selling process in which a salesperson contacts a potential customer is called

Answer

                        making the presentation.

                        cold calling.

                        the preapproach.

                        the approach.

                        prospecting.

27)- 

In which of the following does the salesperson join with people from the firm’s financial, engineering, and other functional areas to engage in the personal selling process?

Answer

                        Trade selling

                        Missionary selling

                        Relationship selling

                        Team selling

                        Technical selling

28) 

Salespeople receive a set salary plus a commission based on sales with a

Answer

                        straight salary compensation plan.

                        combination compensation plan.

                        cafeteria plan.

                        straight commission compensation plan.

                        salary plus bonus program.

29)- 

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Answer

                        following up

                        making the presentation

                        approach

                        prospecting

                        preapproach

30)- 

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

Answer

                        surveying.

                        screening.

                        researching.

                        preapproaching.

                        prospecting.

1.         A retailer is an organization that purchases products for the purpose of reselling them to

 

2. Select the true statement about wholesaling

 

3. A wholesaler that carries a wide product mix but offers only limited depth      within a product line is called

           

4. A store that offers a wide variety of shoes for men, women, and children would most likely be considered

           

5. Through the years, drugstores have added more unrelated products to their product mix, such as law care supplies, food items, house wares, and small appliances. This illustrates which of the following retail strategy issues?

           

6.Dawn is concerned that there are not enough avid quilters in Centerville to support her Quilts Unlimited store. Her business adviser suggests that she may not limit her promotion to the Centerville population but also consider out shoppers. This approach is most likely to work if her store is located in a

           

7.Which of the following is a common feature of a warehouse club?

           

8.Off-price retailers feature

           

9.Which of the following is not an advantage of franchising for the franchisee?

 

10.Any organization that purchases products for the purpose of reselling them to ultimate consumers is a

           

11. Direct marketing, direct selling, and automatic vending are all examples of ______.

           

12.Sherri McRae wants to establish a fashion-wholesaling firm. Because of the risks involved in the rapid obsolescence of high-fashion team, Sherri does not want to establish an organization in which she has the title to the garments. Which of the following types of wholesale establishments has she ruled out?

           

13. The individual or group that decodes a coded message is called a

 

14. Cost efficiency, repetition, and adding product value are all potential benefits of

           

15. Procter & Gamble periodically sends out coupons and free samples of products like Downy fabric softener. This illustrates P&G’s use of which of the following elements of promotion mix?

           

16.In one corner of its magazine advertisement for office copiers, Epson places a small box asking for the names and addresses of individuals or companies seeking more information. Epson has included this box to facilitate _____ for this communication.

           

17. During the decoding process, the

           

18.Head nodding, winking, hand gestures, and arm motions are all forms of _____________ communication.

           

19. OES Office Systems’ use of fax machines to carry its advertising messages to its business customers is which component of the communication process?

           

20. When Hershey Dark Chocolate Kisses were introduced, Hershey promoted directly to consumers and told them to ask for the product at their favorite stores. This is an example of a ________

           

21. As their meeting concludes, Jamal rises and thanks Gina for taking the time to come by and explain her firm’s new line of Industrial fasteners. A ________, which is a form of tactile communication, concludes the session.

 

22. Bowflex uses infomercials to demonstrate its fitness products and encourage customers to call and receive a free video with more information about its products. This promotional effort is directed at

           

23.Advertising, personal selling, sales promotion, and public relations are called

           

24.Some critics, including consumer groups and government officials, suggest that certain products should not be promoted because they

           

25. A paid form of nonpersonal communication about an organization and/or its products that is transmitted to a target audience through a mass medium is

           

26.Why is the headline of a print advertisement such a critical component of the copy?

           

27. If a company calls a meeting to announce a major news event, this is known as a

           

28. Danielle Robinson, account representative for Expert Advertising, tells D’Orazio Tile Products that she is proposing to use 5 full-page, four-color ads in home-decorating magazines to achieve an increase in consumer and builder inquiries of 15 percent. This approach is an example of which of the following methods of determining advertising expenditure levels?

           

29.Generally, in small firms, _______ creates and implements advertising campaigns.

           

30. The cost per thousand (CPM) indicator shows

           

31.If a consumer is shown a particular advertisement and asked if she has seen it before, a _____ is being performed.

           

32.When developing an advertising campaign, benchmarks need to be included in the

           

33. The maker of Huggies diapers is developing a media plan that involves trying to expose its target audience to its new advertisement about ten times. This is advertising

           

34.The two major types of product advertising are

           

35. What design element is used to attract attention, communicate and idea quickly, or communicate ideas that are difficult to put into words?

           

36. When a company promotes its position on a public issue, this is specifically referred to as __________ advertising.

           

37. In many instances the most appropriate way for a firm to cope with an event that leads to negative public relations is to

           

38. Sales promotion is defined as

           

39. A temporary price reduction to resellers for purchasing specified quantities of a product is

           

40. Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that me must attend a training seminar the following Tuesday, he believes it will most likely be about

           

41. As Quaker Oats tries to decide how to introduce its new line of breakfast bars, it considers all the advantages and disadvantages of the various consumer sales promotion methods. After careful consideration, Quaker Oats decides to use ________, which are the most widely used form of consumer sales promotion.

           

42. Salespeople receive a set salary plus a commission based on sales with a

           

43. Which of the following best characterizes the function of recruiting and selecting a sales force?

 

44. Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

           

45. The two groups of order takers in personal selling are

           

46. A ___________ is a gift to a retailer who purchases a specified quantity of merchandise.

           

47. Retail salespeople are classified as

           

48. To increase sales of Chex cereals, Ralston Purina offered a free pound of bananas to customers who bought the large-size box. This form of sales promotion is called a

           

49. When Levi’s agrees to pay JC Penney’s money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi’s jeans, Levi’s is offering

           

51. Scott Bartello, a salesperson for Xerox, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

           

52. Martin owns and operates a wholesale hardware business that supplies small hardware parts to various manufacturers in the area. He takes title to the hardware and assumes all risks associated with ownership. Martin is a

           

53. Jack Ingalls gets a shopping list from his wife. On the list are a potted plant, fresh salmon, motor oil, bread, milk, and a birthday cake. To make just one stop to save time, Jack should go to a

           

54. ___________ have been successful because consumers are willing to drive significant distances to save money buying manufacturers’ closeouts and irregulars.

           

55. A small self service store that is open long hours and carries a narrow product assortment in convenient locations is best described as a

           

56.Off price retailers feature

           

57. Sherri McRae wants to establish a fashion-wholesaling firm. Because of the risks involved in the rapid obsolescence of high-fashion items, Sherri does not want to establish an organization in which she has title to the garments. Which of the following types of wholesale establishments has she ruled out?

           

58. A wholesaler that carries a wide product mix but offers only limited depth within product lines is called a

           

59. Jannette Down is planning to open an upscale dress boutique. She is evaluating ease of movement to and from its sites, vehicular traffic, types of stores in the area, and transportation networks. Which strategic retailing issue is she concerned with at the time?

           

60. Wal-Mart, Macy’s, Nordstrom’s, and Toys “R” Us are examples of

           

61. Large, self-service stores that carry a complete line of food products and some nonfood products are called

           

62. Paid personal communication that seeks to inform customers and persuade them to purchase products in an exchange situation is

           

62. Radio and television signals as well as ink on the paper of a magazine or newspaper are all considered

           

63. Newspaper ads for Blue Haven Pools offering discounted prices during October are examples of which of the following uses of promotion?

           

64. The vehicle through which the coded message is transmitted from the source to the receiver is called a

           

65. The receiver’s response to a message is _________ for the source.

           

66. Which promotion mix ingredient costs considerably more than advertising to reach just one person but can provide more intimate feedback?

           

67. Which of the following personal informal exchange of communication that consumers share with one another about products, brands, and companies?

           

68. Brandon walks around behind purchasing agent Shannon Wise as she looks at the pamphlet describing Hyster’s new conveyer system. Shannon stands up and walks to a table on the other side of her office. Brandon follows, but does no understand the ______ communication Shannon is sending.

           

69. Some critics, including consumer groups and government officials, suggest that certain products should not be promoted because they

           

70. Advertising, personal selling, sales promotion, and public relations are called

           

71. The individuals or groups that decodes a coded message is called a

 

72. Advertising campaign objectives that are aimed at making customer’s attitudes more favorable are stated in ________ terms.

           

73. The most effective method of determining platform issues us to use a survey of

           

74. An evaluation performed before an advertising campaign begins is a

           

75. __________ is communication in news story form about an organization or its products that is transmitted through a mass medium at no charge.

           

76. Reinforcement advertising is primarily targeted at

           

77. If researchers a Merk Pharmaceuticals develops a cure for prostate cancer, the best way to announce this to the public and get wide media coverage would be through a

           

78. A physical arrangement of the illustration, headline, subheadline, body copy, and the signature is called the

           

79. Advertising that focuses on stimulating demand for a product category is called ________ advertising.

           

80. Zach Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed he must attend a training seminar the following Tuesday, he believes it will most likely be about

           

81. In which of the following does the salesperson join with the people from the firm’s financial, engineering, and other functional areas to engage in the personal selling process?

           

82. A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a

           

83. A sales career can offer all of the following except a

           

84. The type of salesperson that usually requires training in physical science or engineering is the

           

85. Which of the sales force compensation methods is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople?

           

86. Sherry Sullivan, Kevin Miller’s sales manager, points out to him that his last shopper in the house wares department didn’t seem involved as he explained the new food processor to her. She suggests that he use a __________ as part of his presentation next time.

           

87. ____________ are designed to identify the customers called on and to present detailed information about interaction with those clients.

 

88. A major disadvantage of personal selling is that it

           

 

90. Sales and cost analysis occur most frequently in what stage of the new-product development process?

           

91. If Megan Roberts were given total marketing responsibility over Diet Cherry 7up, she would hold the position of ___________ manager.

           

92. Best Buy differentiates its product offering from its competition with stores like Sam’s, by offering delivery and installation, financing agreements, and repairs. Best Buy is differentiating through

           

93.If the manufacturer of Cool Whip were to introduce an orange-flavored Cool Whip and still continue to produce all its other Cool Whip products, this would be an example of

           

94. The product deletion process is similar to the ______ step of the new product development process because both involve deciding whether the product should be in the product mix based on an assessment of sales, costs, and profits

           

95. A genuinely new product-like the iPhone once was-offers

           

96. Coca-Cola has expanded to Diet Coke, Cherry Coke, and Caffeine-free coke, to name a few.

           

97. Dropping an unprofitable product immediately is the best strategy when

           

98. Changes that affect the product’s versatility, effectiveness, convenience, or safety are called ______ modification

           

99. Outback steakhouse wants to expand its line of food products. The managers sent surveys to customers to determine which food items would appeal to them. Outback is currently in the ______ phase of new-product development.

           

100. Often a new product is launched in stages during commercialization. This gradual introduction of the product is known as

           

101. Early in the commercialization phase, marketers must make decisions about

           

102. When a firm uses an existing brand name as part of a brand name for a new product, this is called ____ branding.

           

103. Marvel Comics allowed various organizations to use its Spiderman and Incredible Hulk characters to market a wide variety of toys and clothing items. Marvel Comics received a percentage of the gross revenues. This is        

           

104. An agreement in which one company allows another to use its brand on other products for a fee is called

           

105. Registration of a trademark with the U.S. Patent and Trademark Office protects trademarks domestically for ________ years with indefinite renewals

           

106. Dutch Boy house paint comes in plastic jugs that effectively stop dripping and are easy for the customer to hold and pour. This is an example of  ________ packaging.

           

107. Recently Jose ….

           

108. R.J. Reynolds

           

109. Of the following choices

           

110. A product that is simply labeled with the product category

           

111. As Lisa

           

112. To promote overall company image, packages of Pillsbury cake and cookie mixes have similar designs and colors.

           

113. Compared to creating and developing a brand from scratch, a firm sometimes buys a brand from another company at a premium price because outright purchase is

           

114. Private distributor, generic, and manufacturer are three types of

           

115. _________ is the value of the benefit that is given up by selecting one alternative rather than another

           

116. If Best Western

           

117. Just Relax Massage Therapists have a large

           

118. The growth of business services is largely attributed to

           

119. Personal trainers cannot complete their work without their clients present

           

120. Because of a service’s _____, standardization and quality are difficult to control

           

121. Kathy Adkins

           

122. Symbols such as the Traveler’s Financial Services

           

123. Services are usually provided through the application of

           

124. A university’s student body

           

125. In general, differences between goods and services are determined

           

126. By installing ATM,

           

127. Magnetic Springs

           

128. If a microchip in a computer in New York failed

           

129. When a single channel member manages an integrated

           

130. Consumers receive the benefits of place utility when

           

131. The supply chain includes

           

 132. Freight transportation companies that offer several different shipment methods are called

           

133. An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a

           

134. The main reason a manufacturer will prohibit intermediaries from selling its products outside designated sales territories to

           

135. A channel of distribution is defined as a group of individual and organizations that

 

136. Fragile products that require special handling are more likely to be distributed through

           

137. Most marketing channels have marketing intermediaries. A marketing intermediary’s role is to

 

138. _____________ is the combining and coordinating of two or more modes of transportation to take advantage of benefits offered by each of the different types of carriers

 

139. An arrangement where a producer forbids an intermediary to carry products made by competing manufacturers is called

           

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