Question 1

The most appropriate combination of advertising media is newspaper ads and social media.

Accepted Answer

A) True 
 B)False  False

Question 2

Before social networking sites became dominant, _____ provided a low-cost way to pinpoint customers and achieve high response rates.

Accepted Answer

A)  e-mail promotion 
B)  search engine optimization (SEO) 
C)  reciprocal advertising 
D)  quick response (QR) codes 
A)  e-mail promotion 
B)  search engine optimization (SEO) 
C)  reciprocal advertising 
D)  quick response (QR) codes A

Question 3

The most cost-efficient mode of personal selling may be the use of a self-employed sales or marketing representative.

Accepted Answer

A) True 
 B)False  True

Question 4

Advertising is considered to be part of sales promotion.

Accepted Answer

A) True 
 B)False

Question 5

The particular mix of the various promotional tools used by a business is determined by many factors, one of which is geography.

Accepted Answer

A) True 
 B)False

Question 6

Match the term with its definition.
-An online journal that offers a writer's experiences, opinions, and more

Accepted Answer

A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media 
A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media

Question 7

Product advertising is intended to make the public aware of the company and enhance its image.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following provides visibility for a business at little or no cost?

Accepted Answer

A)  Salesmanship 
B)  Communication 
C)  Publicity 
D)  Advertising 
A)  Salesmanship 
B)  Communication 
C)  Publicity 
D)  Advertising

Question 9

Match the term with its definition.
-Delivery of a firm's message by electronic mail

Accepted Answer

A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media 
A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media

Question 10

A follow-up step after a sales presentation is prospecting.

Accepted Answer

A) True 
 B)False

Question 11

According to the Pew Research Center, approximately _____ out of every ten Americans are connecting with one another via social media sites.

Accepted Answer

A)  three 
B)  five 
C)  seven 
D)  nine 
A)  three 
B)  five 
C)  seven 
D)  nine

Question 12

All of the following are widely used sales promotional tools EXCEPT

Accepted Answer

A)  publicity. 
B)  phone calls. 
C)  specialties. 
D)  trade show exhibits. 
A)  publicity. 
B)  phone calls. 
C)  specialties. 
D)  trade show exhibits.

Question 13

Which of the following compensation plans is best suited for new salespersons in a small business?

Accepted Answer

A)  Straight salary plan 
B)  Strictly commissions-on-sales plan 
C)  Combination of salary and commissions, with salary representing the larger portion 
D)  Combination of salary and commissions, with commissions representing the larger portion 
A)  Straight salary plan 
B)  Strictly commissions-on-sales plan 
C)  Combination of salary and commissions, with salary representing the larger portion 
D)  Combination of salary and commissions, with commissions representing the larger portion

Question 14

Stacy was pleased when positive comments about her products appeared on a blog but became discouraged when other reviewers panned the same products. Stacy must remember that

Accepted Answer

A)  business owners cannot absolutely control how their businesses are viewed by consumers. 
B)  customers will misuse the products, resulting in negative comments. 
C)  people are more likely to share complaints than compliments. 
D)  if she wants more positive comments, she will have to write them herself. 
A)  business owners cannot absolutely control how their businesses are viewed by consumers. 
B)  customers will misuse the products, resulting in negative comments. 
C)  people are more likely to share complaints than compliments. 
D)  if she wants more positive comments, she will have to write them herself.

Question 15

Which of the following forms of promotion would be the most effective for ink pens?

Accepted Answer

A)  Advertising 
B)  Personal selling 
C)  Sales promotions 
D)  Social media 
A)  Advertising 
B)  Personal selling 
C)  Sales promotions 
D)  Social media

Question 16

Ricky created an attractive website but is disappointed that he hasn't received many hits. You suggest that he

Accepted Answer

A)  place a banner ad on other websites. 
B)  purchase a billboard ad to advertise his website. 
C)  buy a newspaper ad to promote his website. 
D)  hire a different website creator. 
A)  place a banner ad on other websites. 
B)  purchase a billboard ad to advertise his website. 
C)  buy a newspaper ad to promote his website. 
D)  hire a different website creator.

Question 17

Match the term with its definition.
-A blend of nonpersonal, personal, combined, and special forms of communication aimed at a target market

Accepted Answer

A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media 
A) advertising 
B) app 
C) blog 
D) e-mail promotion 
E) hyperlink
F)institutional advertising
G)personal selling
H)product advertising
I)promotion
J)promotional mix
K)prospecting
L)publicity
M)quick response (QR) code
N)sales promotion
O)social media

Question 18

Domain names cannot begin or end with a number.

Accepted Answer

A) True 
 B)False

Question 19

The percentage of sales method for estimating promotional expenditures does not make sense for new businesses with no historical sales figures on which to base their promotional budgets.

Accepted Answer

A) True 
 B)False

Question 20

Coupons not only attract customers to purchase products, but they also have value even if they are not used.

Accepted Answer

A) True 
 B)False

Exam 17: Promotional Planning

The most appropriate combination of advertising media is newspaper ads and social media.

Before social networking sites became dominant, _____ provided a low-cost way to pinpoint customers and achieve high response rates.

The most cost-efficient mode of personal selling may be the use of a self-employed sales or marketing representative.

Advertising is considered to be part of sales promotion.

The particular mix of the various promotional tools used by a business is determined by many factors, one of which is geography.

Match the term with its definition. -An online journal that offers a writer's experiences, opinions, and more

Product advertising is intended to make the public aware of the company and enhance its image.

Which of the following provides visibility for a business at little or no cost?

Match the term with its definition. -Delivery of a firm's message by electronic mail

A follow-up step after a sales presentation is prospecting.

According to the Pew Research Center, approximately _____ out of every ten Americans are connecting with one another via social media sites.

All of the following are widely used sales promotional tools EXCEPT

Which of the following compensation plans is best suited for new salespersons in a small business?

Stacy was pleased when positive comments about her products appeared on a blog but became discouraged when other reviewers panned the same products. Stacy must remember that

Which of the following forms of promotion would be the most effective for ink pens?

Ricky created an attractive website but is disappointed that he hasn't received many hits. You suggest that he

Match the term with its definition. -A blend of nonpersonal, personal, combined, and special forms of communication aimed at a target market

Domain names cannot begin or end with a number.

The percentage of sales method for estimating promotional expenditures does not make sense for new businesses with no historical sales figures on which to base their promotional budgets.

Coupons not only attract customers to purchase products, but they also have value even if they are not used.

The Entrepreneurial Lifethe Entrepreneurial Life

Integrity, Ethics, and Social Entrepreneurship

Starting a Small Business

Franchises and Buyouts

The Family Business

The Business Plan: Visualizing the Dream

The Marketing Plan

The Organizational Plan: Teams, Legal Structures, Alliances, and Directors

The Location Plan

Understanding a Firms Financial Statements

Forecasting Financial Requirements

A Firms Sources of Financing

Planning for the Harvest

Building Customer Relationships

Product Development and Supply Chain Management

Pricing and Credit Decisions

Global Opportunities for Small Businesses

Professional Management and the Small Business

Managing Human Resources

Managing Small Business Operations

Managing the Firms Assets

Managing Risk

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