Question 1

In the personal selling process, closing the sale means:

Accepted Answer

A) obtaining a commitment from a customer to make a purchase. 
B) losing out on selling a product or service to a customer. 
C) making a sale without generating net profit. 
D) backing off from selling a product or service to a customer. 
E) making a sales presentation and successfully handling a customer's objections. 
A) obtaining a commitment from a customer to make a purchase. 
B) losing out on selling a product or service to a customer. 
C) making a sale without generating net profit. 
D) backing off from selling a product or service to a customer. 
E) making a sales presentation and successfully handling a customer's objections.

Question 2

All of the following is correct about POP displays EXCEPT:

Accepted Answer

A) They increase brand trial 
B) They provide in-store support 
C) They can be costly to the firm 
D) Increase perception of value 
E) It is difficult to get a good location in the store 
A) They increase brand trial 
B) They provide in-store support 
C) They can be costly to the firm 
D) Increase perception of value 
E) It is difficult to get a good location in the store

Question 3

Briefly explain the difference between advertising regulations in Canada and the European Union in terms of handling puffery.

Accepted Answer

Puffery is the legal exaggeration of pra

Question 4

A particular type of price reduction in which a portion of the purchase price is returned by the seller to the buyer is referred to as a:

Accepted Answer

A) sweepstake. 
B) rebate. 
C) premium. 
D) contest. 
E) loyalty program. 
A) sweepstake. 
B) rebate. 
C) premium. 
D) contest. 
E) loyalty program.

Question 5

Objections are unlikely to occur during the sales presentation stage of personal selling.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following occurs when consumers recognize the brand when its name is presented to them?

Accepted Answer

A) Lagged effect 
B) Puffery 
C) Aided recall 
D) Cold call 
E) Top-of-mind awareness 
A) Lagged effect 
B) Puffery 
C) Aided recall 
D) Cold call 
E) Top-of-mind awareness

Question 7

Which of the following terms can be best defined as the legal exaggeration of praise, stopping just short of deception, lavished on a product?

Accepted Answer

A) Puffery 
B) Fraud 
C) Scamming 
D) Markup 
E) Benchmarking 
A) Puffery 
B) Fraud 
C) Scamming 
D) Markup 
E) Benchmarking

Question 8

Thomas Pizza Corp.specifies discounts on specific items right on the products' packages.Customers can produce these package labels during a subsequent purchase to receive the discounts.This is an example of a:

Accepted Answer

A) premium. 
B) contest. 
C) deal. 
D) rebate. 
E) coupon. 
A) premium. 
B) contest. 
C) deal. 
D) rebate. 
E) coupon.

Question 9

A company named DFS Inc.starts a marketing campaign to get people to try its innovative stain remover, but only 50 percent of the product trials result in actual sales.This is an example of the lagged effect.

Accepted Answer

A) True 
 B)False

Question 10

FrostyFine Corp. is a leading retail store. The store markets various brands and a wide variety of retail products. The store has built a brand for itself, and customers trust the store as much as the brands in its stores.
-FrostyFine decides to offer discount coupons to its regular customers.Which of the following is the primary objective of this action?

Accepted Answer

A) Providing high visibility of their products 
B) Encouraging customers to try their products 
C) Stimulating demand for their products 
D) Creating high cost to the company 
E) Demonstrating product uses to their customers 
A) Providing high visibility of their products 
B) Encouraging customers to try their products 
C) Stimulating demand for their products 
D) Creating high cost to the company 
E) Demonstrating product uses to their customers

Question 11

Which of the following statements is true of coupons?

Accepted Answer

A) They usually reduce the demand for products. 
B) They are rarely used in supermarkets. 
C) They provide discounts on items even before they are purchased. 
D) They allow for direct tracing of sales. 
E) They have high redemption rates. 
A) They usually reduce the demand for products. 
B) They are rarely used in supermarkets. 
C) They provide discounts on items even before they are purchased. 
D) They allow for direct tracing of sales. 
E) They have high redemption rates.

Question 12

Finkrola Appliances Corp.manufactures and markets home appliances.The firm decides to market vacuum cleaners in a region where the product category for such products is absent.Before the product launch, Finkrola uses advertisements that are mainly intended to create awareness about the product and the company.Identify the type of advertising that was most likely used by Finkrola Appliances Corp.in this scenario.

Accepted Answer

A) Influential 
B) Persuasive 
C) Reminder 
D) Convincing 
E) Informative 
A) Influential 
B) Persuasive 
C) Reminder 
D) Convincing 
E) Informative

Question 13

Albesco Electricals Inc. owns the most popular refrigerator brand in the country of Plethoria. The company also manufactures a range of electrical and electronic products. Albesco works continually to build its brand's reputation and is also planning to expand its operations to a neighbouring country.
-Albesco Electricals Inc.introduces a new range of electronic toys in Plethoria.The company targets children between the ages of 5 and 12.To grab the attention of children and their parents, the company creates humorous advertisements.Which of the following is the stage of the AIDA model in which this activity of advertisement creation can be found?

Accepted Answer

A) Interpretation 
B) Interest 
C) Desire 
D) Action 
E) Development 
A) Interpretation 
B) Interest 
C) Desire 
D) Action 
E) Development

Question 14

Tuff Textiles Inc.is a leading apparel manufacturer.To increase the demand for its products, the company advertises that it would reward its customers with a 5 percent discount in exchange for purchase receipts from its company.This scheme by Tuff Textiles Inc.is an example of a:

Accepted Answer

A) sweepstake. 
B) rebate. 
C) sample. 
D) contest. 
E) premium. 
A) sweepstake. 
B) rebate. 
C) sample. 
D) contest. 
E) premium.

Question 15

Which of the following is an example of an institutional advertisement?

Accepted Answer

A) An advertisement that promotes a brand of soft drink 
B) An advertisement that promotes the haircuts given in a hair salon 
C) An advertisement that promotes a company's goodwill 
D) An advertisement that promotes a home appliance brand 
E) An advertisement that promotes an organic product 
A) An advertisement that promotes a brand of soft drink 
B) An advertisement that promotes the haircuts given in a hair salon 
C) An advertisement that promotes a company's goodwill 
D) An advertisement that promotes a home appliance brand 
E) An advertisement that promotes an organic product

Question 16

Explain the stages of the AIDA Model.

Accepted Answer

The AIDA model is a common model of the

Question 17

The Competition Act of 1986 enforces federal laws that ensure businesses in Canada operate in a fair and equitable manner.

Accepted Answer

A) True 
 B)False

Question 18

A customer refers to Windows, a product from Microsoft, when asked about an operating system.This sort of customer association primarily relates to the:

Accepted Answer

A) interest stage of the AIDA model. 
B) action stage of the AIDA model. 
C) desire stage of the AIDA model. 
D) decision stage of the AIDA model. 
E) attention stage of the AIDA model. 
A) interest stage of the AIDA model. 
B) action stage of the AIDA model. 
C) desire stage of the AIDA model. 
D) decision stage of the AIDA model. 
E) attention stage of the AIDA model.

Question 19

A display located at the checkout counter of a textile showroom is an example of a point-of-purchase display.

Accepted Answer

A) True 
 B)False

Question 20

Canada's Competition Bureau enforces laws relating to:

Accepted Answer

A) misleading advertising and deceptive marketing practices. 
B) restrictions on broadcasting material. 
C) labelling of food products pertaining to nutrition. 
D) gender portrayal and racism in Canada. 
E) standards and requirements for the safety and sanitation of products. 
A) misleading advertising and deceptive marketing practices. 
B) restrictions on broadcasting material. 
C) labelling of food products pertaining to nutrition. 
D) gender portrayal and racism in Canada. 
E) standards and requirements for the safety and sanitation of products.

In the personal selling process, closing the sale means:

All of the following is correct about POP displays EXCEPT:

Briefly explain the difference between advertising regulations in Canada and the European Union in terms of handling puffery.

A particular type of price reduction in which a portion of the purchase price is returned by the seller to the buyer is referred to as a:

Objections are unlikely to occur during the sales presentation stage of personal selling.

Which of the following occurs when consumers recognize the brand when its name is presented to them?

Which of the following terms can be best defined as the legal exaggeration of praise, stopping just short of deception, lavished on a product?

Thomas Pizza Corp.specifies discounts on specific items right on the products' packages.Customers can produce these package labels during a subsequent purchase to receive the discounts.This is an example of a:

A company named DFS Inc.starts a marketing campaign to get people to try its innovative stain remover, but only 50 percent of the product trials result in actual sales.This is an example of the lagged effect.

Which of the following statements is true of coupons?

Tuff Textiles Inc.is a leading apparel manufacturer.To increase the demand for its products, the company advertises that it would reward its customers with a 5 percent discount in exchange for purchase receipts from its company.This scheme by Tuff Textiles Inc.is an example of a:

Which of the following is an example of an institutional advertisement?

Explain the stages of the AIDA Model.

The Competition Act of 1986 enforces federal laws that ensure businesses in Canada operate in a fair and equitable manner.

A customer refers to Windows, a product from Microsoft, when asked about an operating system.This sort of customer association primarily relates to the:

A display located at the checkout counter of a textile showroom is an example of a point-of-purchase display.

Canada's Competition Bureau enforces laws relating to:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Business-To-Business Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters

Exam 15: Advertising, Sales Promotions, and Personal Selling

In the personal selling process, closing the sale means:

All of the following is correct about POP displays EXCEPT:

Briefly explain the difference between advertising regulations in Canada and the European Union in terms of handling puffery.

A particular type of price reduction in which a portion of the purchase price is returned by the seller to the buyer is referred to as a:

Objections are unlikely to occur during the sales presentation stage of personal selling.

Which of the following occurs when consumers recognize the brand when its name is presented to them?

Which of the following terms can be best defined as the legal exaggeration of praise, stopping just short of deception, lavished on a product?

Thomas Pizza Corp.specifies discounts on specific items right on the products' packages.Customers can produce these package labels during a subsequent purchase to receive the discounts.This is an example of a:

A company named DFS Inc.starts a marketing campaign to get people to try its innovative stain remover, but only 50 percent of the product trials result in actual sales.This is an example of the lagged effect.

Which of the following statements is true of coupons?

Tuff Textiles Inc.is a leading apparel manufacturer.To increase the demand for its products, the company advertises that it would reward its customers with a 5 percent discount in exchange for purchase receipts from its company.This scheme by Tuff Textiles Inc.is an example of a:

Which of the following is an example of an institutional advertisement?

Explain the stages of the AIDA Model.

The Competition Act of 1986 enforces federal laws that ensure businesses in Canada operate in a fair and equitable manner.

A customer refers to Windows, a product from Microsoft, when asked about an operating system.This sort of customer association primarily relates to the:

A display located at the checkout counter of a textile showroom is an example of a point-of-purchase display.

Canada's Competition Bureau enforces laws relating to:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Business-To-Business Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters