Question 1

The sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ________.

Accepted Answer

A)  technical seller 
B)  solutions servicer 
C)  missionary salesperson 
D)  trade servicer 
E)  telemarketer 
A)  technical seller 
B)  solutions servicer 
C)  missionary salesperson 
D)  trade servicer 
E)  telemarketer

Question 2

Prospective customers call a toll-free number for more information. This is used to identify and qualify prospects and is considered ________.

Accepted Answer

A)  outbound telemarketing 
B)  database management 
C)  closing of the sale 
D)  follow-up 
E)  inbound telemarketing 
A)  outbound telemarketing 
B)  database management 
C)  closing of the sale 
D)  follow-up 
E)  inbound telemarketing

Question 3

Customers can quickly and easily become bored with any given advertising campaign, a concept referred to as advertising ________.

Accepted Answer

A)  response function 
B)  tracking 
C)  wearout 
D)  persuading 
E)  illusion 
A)  response function 
B)  tracking 
C)  wearout 
D)  persuading 
E)  illusion

Question 4

Salespeople and the personal selling function are the most effective approach for establishing and enhancing the personal relationship between company and customer.

Accepted Answer

A) True 
 B)False

Question 5

What are the six stages of the personal selling process?

Accepted Answer

1. Prospecting for customers
2

Question 6

Marketing managers employ ________ advertising to build sales of a specific brand.

Accepted Answer

A)  institutional 
B)  comparative 
C)  pioneering 
D)  covert 
E)  competitive 
A)  institutional 
B)  comparative 
C)  pioneering 
D)  covert 
E)  competitive

Question 7

What is an example of measured media?

Accepted Answer

A)  newspaper 
B)  social media 
C)  direct marketing 
D)  promotion 
E)  e-mail marketing 
A)  newspaper 
B)  social media 
C)  direct marketing 
D)  promotion 
E)  e-mail marketing

Question 8

Feelings of accomplishment, personal growth, and self-worth are examples of ________ rewards.

Accepted Answer

A)  intrinsic 
B)  transactional 
C)  objective 
D)  extrinsic 
E)  subjective 
A)  intrinsic 
B)  transactional 
C)  objective 
D)  extrinsic 
E)  subjective

Question 9

Starbucks ran a new ad during the Super Bowl. It wanted to know the percentage of people who watched the ad during the event. Starbucks was measuring the ________ of the ad.

Accepted Answer

A)  reach 
B)  frequency 
C)  relevancy 
D)  impact 
E)  noise 
A)  reach 
B)  frequency 
C)  relevancy 
D)  impact 
E)  noise

Question 10

Using independent sales agents is referred to as ________.

Accepted Answer

A)  inbounding the sales force 
B)  out bounding the sales force 
C)  using the company sales force 
D)  transferring sales agents 
E)  outsourcing the sales force 
A)  inbounding the sales force 
B)  out bounding the sales force 
C)  using the company sales force 
D)  transferring sales agents 
E)  outsourcing the sales force

Question 11

Chen wants to opt for an advertising medium that is flexible and can create the feel of one-to-one marketing. Which of the following advertising media is she likely to choose?

Accepted Answer

A)  direct mail 
B)  newspapers 
C)  outdoor 
D)  magazines 
E)  radio 
A)  direct mail 
B)  newspapers 
C)  outdoor 
D)  magazines 
E)  radio

Question 12

Which of the following activities best describes a salesperson's job?

Accepted Answer

A)  manage production of goods 
B)  devise marketing strategies 
C)  set prices 
D)  manage information 
E)  research on product development 
A)  manage production of goods 
B)  devise marketing strategies 
C)  set prices 
D)  manage information 
E)  research on product development

Question 13

________ is an example of a nontechnology communication selling activity.

Accepted Answer

A)  Enhancing language and overall communication skills 
B)  Identifying and targeting key customer accounts 
C)  Creating useful company web page content 
D)  Developing database management skills 
E)  Leaving voice-mail messages 
A)  Enhancing language and overall communication skills 
B)  Identifying and targeting key customer accounts 
C)  Creating useful company web page content 
D)  Developing database management skills 
E)  Leaving voice-mail messages

Question 14

Marcia was describing a humorous ad to her friend, who asked her what product it was for. She said she didn't know because there were so many ads on TV that she got them all mixed up. This demonstrates the problem advertisers have with ________.

Accepted Answer

A)  clutter 
B)  reach 
C)  frequency 
D)  impact 
E)  volume 
A)  clutter 
B)  reach 
C)  frequency 
D)  impact 
E)  volume

Question 15

Name the three advantages that personal selling has over other forms of marketing communications, and explain why they are advantages.

Accepted Answer

1. Immediate feedback to the customer. C

Question 16

P&G often shows ads of people using its products, such as a family using a Swiffer to pick up dog hair. This approach to advertising execution is called ________.

Accepted Answer

A)  mood/affect 
B)  humor 
C)  slice of life 
D)  demonstration 
E)  lifestyle 
A)  mood/affect 
B)  humor 
C)  slice of life 
D)  demonstration 
E)  lifestyle

Question 17

There are two major types of advertising: product advertising and service advertising.

Accepted Answer

A) True 
 B)False

Question 18

The goal of institutional advertising is to increase the purchase of a specific offering.

Accepted Answer

A) True 
 B)False

Question 19

Which advertising media offers the advantage of high audience selectivity?

Accepted Answer

A)  online and social media 
B)  radio 
C)  direct mail 
D)  newspaper 
E)  television 
A)  online and social media 
B)  radio 
C)  direct mail 
D)  newspaper 
E)  television

Question 20

The vast majority of advertising is ________ advertising.

Accepted Answer

A)  institutional 
B)  product 
C)  virtual 
D)  nonprofit 
E)  research-based 
A)  institutional 
B)  product 
C)  virtual 
D)  nonprofit 
E)  research-based

The sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ________.

Prospective customers call a toll-free number for more information. This is used to identify and qualify prospects and is considered ________.

Customers can quickly and easily become bored with any given advertising campaign, a concept referred to as advertising ________.

Salespeople and the personal selling function are the most effective approach for establishing and enhancing the personal relationship between company and customer.

What are the six stages of the personal selling process?

Marketing managers employ ________ advertising to build sales of a specific brand.

What is an example of measured media?

Feelings of accomplishment, personal growth, and self-worth are examples of ________ rewards.

Starbucks ran a new ad during the Super Bowl. It wanted to know the percentage of people who watched the ad during the event. Starbucks was measuring the ________ of the ad.

Using independent sales agents is referred to as ________.

Chen wants to opt for an advertising medium that is flexible and can create the feel of one-to-one marketing. Which of the following advertising media is she likely to choose?

Which of the following activities best describes a salesperson's job?

________ is an example of a nontechnology communication selling activity.

Marcia was describing a humorous ad to her friend, who asked her what product it was for. She said she didn't know because there were so many ads on TV that she got them all mixed up. This demonstrates the problem advertisers have with ________.

Name the three advantages that personal selling has over other forms of marketing communications, and explain why they are advantages.

P&G often shows ads of people using its products, such as a family using a Swiffer to pick up dog hair. This approach to advertising execution is called ________.

There are two major types of advertising: product advertising and service advertising.

The goal of institutional advertising is to increase the purchase of a specific offering.

Which advertising media offers the advantage of high audience selectivity?

The vast majority of advertising is ________ advertising.

Marketing in Today's Business Milieu

Marketing Foundations: Global, Ethical, Sustainable

Elements of Marketing Strategy, Planning, and Competition

Market Research Essentials

CRM, Big Data, and Marketing Analytics

Understand Consumer and Business Markets

Segmentation, Target Marketing, and Positioning

Product Strategy and New Product Development

Build the Brand

Service as the Core Offering

Manage Pricing Decisions

Manage Marketing Channels, Logistics, and Supply Chain

Promotion Essentials: Digital and Social Media Marketing

Filters

Exam 14: Promotion Essentials: Legacy Approaches

The sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ________.

Prospective customers call a toll-free number for more information. This is used to identify and qualify prospects and is considered ________.

Customers can quickly and easily become bored with any given advertising campaign, a concept referred to as advertising ________.

Salespeople and the personal selling function are the most effective approach for establishing and enhancing the personal relationship between company and customer.

What are the six stages of the personal selling process?

Marketing managers employ ________ advertising to build sales of a specific brand.

What is an example of measured media?

Feelings of accomplishment, personal growth, and self-worth are examples of ________ rewards.

Starbucks ran a new ad during the Super Bowl. It wanted to know the percentage of people who watched the ad during the event. Starbucks was measuring the ________ of the ad.

Using independent sales agents is referred to as ________.

Chen wants to opt for an advertising medium that is flexible and can create the feel of one-to-one marketing. Which of the following advertising media is she likely to choose?

Which of the following activities best describes a salesperson's job?

________ is an example of a nontechnology communication selling activity.

Marcia was describing a humorous ad to her friend, who asked her what product it was for. She said she didn't know because there were so many ads on TV that she got them all mixed up. This demonstrates the problem advertisers have with ________.

Name the three advantages that personal selling has over other forms of marketing communications, and explain why they are advantages.

P&G often shows ads of people using its products, such as a family using a Swiffer to pick up dog hair. This approach to advertising execution is called ________.

There are two major types of advertising: product advertising and service advertising.

The goal of institutional advertising is to increase the purchase of a specific offering.

Which advertising media offers the advantage of high audience selectivity?

The vast majority of advertising is ________ advertising.

Marketing in Today's Business Milieu

Marketing Foundations: Global, Ethical, Sustainable

Elements of Marketing Strategy, Planning, and Competition

Market Research Essentials

CRM, Big Data, and Marketing Analytics

Understand Consumer and Business Markets

Segmentation, Target Marketing, and Positioning

Product Strategy and New Product Development

Build the Brand

Service as the Core Offering

Manage Pricing Decisions

Manage Marketing Channels, Logistics, and Supply Chain

Promotion Essentials: Digital and Social Media Marketing

Filters