Exam 14: Promotion II: Social Media Marketing and Other Communication Tools

As the salesperson entered the prospect's office, the salesperson extended his hand and said, "Your old college roommate Tiara Johns suggested I call on you." This action occurred in which stage of the creative selling process?

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(Multiple Choice)

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Question 1

Correct Answer:

Verified

Why might people reached by direct mail be better prospects for a company than those reached by mass media such as television or magazines?

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(Essay)

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Question 2

Correct Answer:

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Direct mail can be personalized for each individual, which helps to build customer relationships.

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

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(Essay)

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Question 3

Correct Answer:

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Prospecting identifies the total number of potential customers in an area; qualifying breaks that number of prospects down into the actual group that it is worthwhile for the salesperson to target.

Most consumer sales promotions temporarily change the price/value relationship.

(True/False)

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Question 4

After the sales presentation, which of the following is the next step in the creative selling process?

(Multiple Choice)

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Question 5

When the Pharmaceutical Manufacturers Association spent eight million dollars creating and placing a print campaign arguing that the most expensive drugs represent just five percent of national health care expenditures, the association was using public relations.

(True/False)

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Question 6

Explain the follow-up step of the creative selling process. Why is it so important to the selling process?

(Essay)

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Question 7

Personal selling is more important when a firm engages in a pull strategy.

(True/False)

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Question 8

Which of the following is NOT a closing approach for a salesperson?

(Multiple Choice)

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Question 9

Public relations activities can be used to influence the attitudes and perceptions of various publics toward politicians and celebrities.

(True/False)

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Question 10

Planning a public relations campaign is a two-step process: develop objectives and then execute those objectives.

(True/False)

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Question 11

Which kind of marketing involves sending a brochure or pamphlet that offers a specific good or service at one point in time?

(Multiple Choice)

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Question 12

Which of the following is a bonus paid by a manufacturer to a salesperson for selling its product?

(Multiple Choice)

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Question 13

Crisis management is typically a public relations function.

(True/False)

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Question 14

As a result of the federal government's Do Not Call Registry, telemarketing is now rarely used.

(True/False)

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Question 15

Why is m-commerce considered an important form of direct marketing?

(Essay)

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Question 16

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople should anticipate and be prepared to respond to objections.

(True/False)

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Question 17

It is more difficult to assess the bottom-line impact of public relations activities than the bottom-line impact of advertising.

(True/False)

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Question 18

Which of the following types of sales promotions would NOT be offered to a consumer?

(Multiple Choice)

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Question 19

The gap between good buzz and bad buzz is referred to as ________.

(Multiple Choice)

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Question 20

Showing 1 - 20 of 152

As the salesperson entered the prospect's office, the salesperson extended his hand and said, "Your old college roommate Tiara Johns suggested I call on you." This action occurred in which stage of the creative selling process?

Why might people reached by direct mail be better prospects for a company than those reached by mass media such as television or magazines?

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Most consumer sales promotions temporarily change the price/value relationship.

After the sales presentation, which of the following is the next step in the creative selling process?

When the Pharmaceutical Manufacturers Association spent eight million dollars creating and placing a print campaign arguing that the most expensive drugs represent just five percent of national health care expenditures, the association was using public relations.

Explain the follow-up step of the creative selling process. Why is it so important to the selling process?

Personal selling is more important when a firm engages in a pull strategy.

Which of the following is NOT a closing approach for a salesperson?

Public relations activities can be used to influence the attitudes and perceptions of various publics toward politicians and celebrities.

Planning a public relations campaign is a two-step process: develop objectives and then execute those objectives.

Which kind of marketing involves sending a brochure or pamphlet that offers a specific good or service at one point in time?

Which of the following is a bonus paid by a manufacturer to a salesperson for selling its product?

Crisis management is typically a public relations function.

As a result of the federal government's Do Not Call Registry, telemarketing is now rarely used.

Why is m-commerce considered an important form of direct marketing?

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople should anticipate and be prepared to respond to objections.

It is more difficult to assess the bottom-line impact of public relations activities than the bottom-line impact of advertising.

Which of the following types of sales promotions would NOT be offered to a consumer?

The gap between good buzz and bad buzz is referred to as ________.

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