Exam 19: Managing Personal Communications:

Market demassification has benefited direct marketers.An example of the ever-increasing number of market niches would be ________.

The term sales representative covers a broad range of positions.We call a sales representative whose expertise is in the solving of a customer's problem a(n)________.

The extraordinary growth of direct marketing can be attributed to many factors,with both consumers and business benefiting.List some of these factors.

One of the important guidelines for pioneering e-mail marketing is for the provider to "give the customer a reason to respond." Explain.

Of the seven Cs of effective Web design,________ refers to the degree that the site is linked to other sites.

The original and oldest form of direct marketing is the field sales call.No one debates the importance of the sales force in its marketing program.However,the term sales representative covers a broad range of positions,tasks,and responsibilities.List and briefly describe each of the positions.

The Web offers the advantage of contextual placements.Marketers can buy ads from sites that are related to their offerings.An example of a contextual placement ad would be ________.

You have identified those customers who have purchased any product from your firm within the past six months.Additionally,you have identified those customers who have spent at least $100 and those customers who purchase something from your firm three to six times a year.What formula are you using to select customers for your mailing?

Most companies set annual quotas.Quotas can be on dollar sales,unit volume,margin,selling effort,or activity and product type.Compensation is often tied to the degree of quota attainment.What problems does the setting of quotas present to both the company and to the sales representative?

The term sales representative covers a broad range of positions.A(n)________ is an individual whose major task is the delivery of a product.

An important guideline to be followed in conducting an e-mail campaign is to ________.

According to the Pew Internet and American Life Project,________ of U.S.adults have little or no usage of the Internet or cell phones.

Inside salespeople are of three types.These include the technical support people,the sales assistants,and the _________ who use the phone to find new leads,qualify them,and sell to them.

The majority of sales representatives require encouragement and special incentives,especially ________.

The sales force's reports should be used as the sole means of evaluating a salesperson's performance.

If a person clicks on three Web sites related to auto insurance,then visits an unrelated site for sports or entertainment,auto insurance ads may show up on that site.This is an example of ________.

Other media for direct-response marketing includes television.Television is used by direct marketers in conducting or producing "infomercials," and ________.

In catalog marketing,companies may send full-line merchandise catalogs to consumers and business customers.

Outbound telemarketing centers initiate calls to prospects and customers.

The Internet provides marketers and consumers with opportunities for much greater interaction and control.