Exam 14: Promotion Essentials: Legacy Approaches

Coca-Cola bottles placed on the desks of judges of the show American Idol is an example of the sales promotion approach of ________.

Institutional advertising is a particularly smart strategy during the early phases of the product life cycle and AIDA model in that it can enhance feelings of trust in potential customers.

A car dealership receives a bonus from the manufacturer if it sells more hybrid cars than it did the previous year. This is called ________.

Trade servicers take orders from customers directly and persuade customers to buy their firm's products from distributors or other suppliers.

California Milk Advisory Board has been running a national advertising campaign on television. The ad features "happy cows" and carries the tagline "Great cheese comes from happy cows. Happy cows come from California." The board developed a logo that is prominently displayed in the ads, and presumably the expectation is that a consumer would look for that logo on a wedge of cheese in the dairy case, selecting it over cheese from elsewhere. This is an example of ________ advertising.

McDonald's provides a free toy in every Happy Meal. This is an example of using ________ as a sales promotion approach.

Centrum Vitamin's offer to buy a bottle of 100 and get an extra mini-bottle of 20 free is an example of using ________ a sales promotion approach.

A commercial that shows Dodge Ram pickup trucks navigating through the back roads of America is an example of the ________ approach to advertising execution.

Explain three types of financial compensation and rewards given to salespeople. Give one example of a nonfinancial reward.

Gillette sends out a free razor to induce switching from an older model. This is an example of using ________ as the sales promotion approach.

________ is one of the critical mistakes made in closing a sale.

Salespeople consistently report that price is the most common customer apprehension.

Apple products appeared in many films in 2016 and 2017. This demonstrates how Apple is using ________ as a sales promotion approach.

________ is the last stage of the personal selling process.

The simplest method of sales force organization is ________.

When actress Jennifer Aniston appears in an advertisement using and promoting a particular brand of body lotion, it is an example of the ________ approach to advertising execution.

Newspapers are effective as an advertising medium because they ________.

________ is one of the three organizational factors that influence a salesperson's performance.

Inbound telemarketing involves calling potential customers at their home or office.

A trade show is an industry- or company-sponsored event in which booths are set up for the dissemination of information about offerings to members of a channel.