Question 1

The advertising campaign "Beef, It's What's for Dinner," is an example of ________.

Accepted Answer

A) product advertising 
B) corporate advertising 
C) advocacy advertising 
D) business-to-business advertising 
A) product advertising 
B) corporate advertising 
C) advocacy advertising 
D) business-to-business advertising

Question 2

What is the chief disadvantage of publicity?

Accepted Answer

Publicity is not con

Question 3

Terry North represents a Dutch manufacturer of equipment for the production of chocolate candy bars. He is a(n)________ agent.

Accepted Answer

A) selling 
B) purchasing 
C) manufacturing 
D) industrial 
A) selling 
B) purchasing 
C) manufacturing 
D) industrial

Question 4

How is podcasting used to assist in promoting sales?

Accepted Answer

Podcasting, commonly sent via

Question 5

What is another term for junk mail?

Accepted Answer

direct mai

Question 6

Which promotional tool BEST provides an inexpensive way to reach many customers?

Accepted Answer

A) advertising 
B) public relations 
C) personal selling 
D) sales promotions 
A) advertising 
B) public relations 
C) personal selling 
D) sales promotions

Question 7

Manufacturers' agents are MOST LIKELY used in such lines as ________.

Accepted Answer

A) apparel, furniture, and electrical goods 
B) printing equipment, appliances, and heavy machinery 
C) coal, chemicals, and metals 
D) grocery items, drug store items, and salon supplies 
A) apparel, furniture, and electrical goods 
B) printing equipment, appliances, and heavy machinery 
C) coal, chemicals, and metals 
D) grocery items, drug store items, and salon supplies

Question 8

What is a target market?

Accepted Answer

A specific group of potential

Question 9

Target is an example of a ________.

Accepted Answer

A) factory outlet 
B) category killer 
C) discount store 
D) department store 
A) factory outlet 
B) category killer 
C) discount store 
D) department store

Question 10

Which of the following characteristics is NOT necessary in a truly professional salesperson?

Accepted Answer

A) the ability to deliver carefully prepared presentations 
B) the ability to negotiate details with skill 
C) the ability to express a vast range of product facts quickly 
D) being well-educated and well-trained 
A) the ability to deliver carefully prepared presentations 
B) the ability to negotiate details with skill 
C) the ability to express a vast range of product facts quickly 
D) being well-educated and well-trained

Question 11

________ MOST effectively represent their companies by establishing good customer relationships that foster repeat business and long-term company success.

Accepted Answer

A) Company executives 
B) Salespeople 
C) Public relations staff 
D) Celebrities 
A) Company executives 
B) Salespeople 
C) Public relations staff 
D) Celebrities

Question 12

Wholesalers are independently owned businesses that do not take ownership (title)of the products they handle.

Accepted Answer

A) True 
 B)False

Question 13

What type of wholesaler operates mainly in bulk industries like lumber, coal, and heavy equipment?

Accepted Answer

A) rack jobbers 
B) truck wholesalers 
C) drop shippers 
D) cash-and-carry wholesalers 
A) rack jobbers 
B) truck wholesalers 
C) drop shippers 
D) cash-and-carry wholesalers

Question 14

How does the sending of birthday cards fit in with the selling process?

Accepted Answer

When a salesperson sends birthday cards,

Question 15

________ is the MOST expensive distribution cost.

Accepted Answer

A) Packing 
B) Warehousing 
C) Transportation 
D) Accounting 
A) Packing 
B) Warehousing 
C) Transportation 
D) Accounting

Question 16

When an Italian printing company hires an American salesperson to visit American publishers and present the advantages of printing with this Italian company, this is an example of ________.

Accepted Answer

A) public relations 
B) product advertising 
C) personal selling 
D) global thinking 
A) public relations 
B) product advertising 
C) personal selling 
D) global thinking

Question 17

Which of the following is NOT a common type of agent?

Accepted Answer

A) manufacturers' agent 
B) distributors' agent 
C) selling agent 
D) purchasing agent 
A) manufacturers' agent 
B) distributors' agent 
C) selling agent 
D) purchasing agent

Question 18

What is the difference between trade sales promotions and consumer sales promotions?

Accepted Answer

The whole idea behind all sales promotio

Question 19

eBay, which never owns the various items it sells, can be considered ________.

Accepted Answer

A) a retailer 
B) an agent/broker 
C) a distribution channel 
D) an outlet 
A) a retailer 
B) an agent/broker 
C) a distribution channel 
D) an outlet

Question 20

Most products have to be customized to satisfy foreign customers.

Accepted Answer

A) True 
 B)False

Exam 14: Promotion and Distribution

The advertising campaign "Beef, It's What's for Dinner," is an example of ________.

What is the chief disadvantage of publicity?

Terry North represents a Dutch manufacturer of equipment for the production of chocolate candy bars. He is a(n)________ agent.

How is podcasting used to assist in promoting sales?

What is another term for junk mail?

Which promotional tool BEST provides an inexpensive way to reach many customers?

Manufacturers' agents are MOST LIKELY used in such lines as ________.

What is a target market?

Target is an example of a ________.

Which of the following characteristics is NOT necessary in a truly professional salesperson?

________ MOST effectively represent their companies by establishing good customer relationships that foster repeat business and long-term company success.

Wholesalers are independently owned businesses that do not take ownership (title)of the products they handle.

What type of wholesaler operates mainly in bulk industries like lumber, coal, and heavy equipment?

How does the sending of birthday cards fit in with the selling process?

________ is the MOST expensive distribution cost.

When an Italian printing company hires an American salesperson to visit American publishers and present the advantages of printing with this Italian company, this is an example of ________.

Which of the following is NOT a common type of agent?

What is the difference between trade sales promotions and consumer sales promotions?

eBay, which never owns the various items it sells, can be considered ________.

Most products have to be customized to satisfy foreign customers.

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