Exam 14: Promotion and Distribution

Why do salespeople stay in touch with current customers?

Wholesalers often withhold information about competitors, new products, and price developments in order to protect their relationships with other accounts they are distributing.

What is the term for responding to customers' reasons for not buying a product by offering reasons to buy?

The marketing objective or goal of all businesses is to increase profits; therefore, the goal of all promotional campaigns is the same.

What does the expression "the biggest bang for the buck" refer to when discussing an effective promotional campaign?

Wholesalers sell only business-to-business products, while retailers sell primarily consumer products.

Grocery store advertising is one of the largest marketing segments in the economy.

What is the BEST source of new leads for good salespeople?

The first step in the selling process is ________.

Which of the following is NOT a reason why companies prefer to use the same message when launching a global advertising campaign?

The Weekly Gazette ran a photograph of the newly appointed president of Acme Printing, Sally Gaines, and the caption underneath the photograph referred to the fact that her previous company went bankrupt. Since this is controlled by the media, of what is it an example?

Briefly describe the preapproach part of prospecting and explain why it occurs before the actual approach.

The Forest Stewardship Council (FSC)determines whether lumber is grown and harvested responsibly to preserve environmental integrity. How have Home Depot and IKEA benefited from offering FSC-certified wood?

Personal selling is preferred over advertising when selling a technically complex product.

Promotion is designed to increase brand awareness, sales, and ________.

Key rings, t shirts, coffee mugs, and bottle openers with the Pepsi logo printed on them that are given away free at high school sports events where Pepsi is sold are examples of ________.

Which of the following is an example of a sales promotion?

The marketing staff is MOST often the first contact point for many customers.

Trade shows and conventions, cooperative advertising, sales contests, quantity discounts, and free merchandise are ________ tools.

John Deere, the farm equipment company, directs its advertising toward farmers. This is an example of ________.