Question 1

Sweepstakes can be most accurately defined as a form of sales promotion that offers:

Accepted Answer

A)  incentives to customers who make multiple purchases over time. 
B)  potential customers the opportunity to try a product or service. 
C)  a special type of short-term price reduction to customers. 
D)  prizes based on a chance drawing of entrants' names. 
E)  certain items for free or at a bargain price to reward some type of behaviour. 
A)  incentives to customers who make multiple purchases over time. 
B)  potential customers the opportunity to try a product or service. 
C)  a special type of short-term price reduction to customers. 
D)  prizes based on a chance drawing of entrants' names. 
E)  certain items for free or at a bargain price to reward some type of behaviour.

Question 2

Susan is a sales representative of a pharmaceutical company.She often visits hospitals without taking formal appointments from the doctors.Such visits are known as cold calls.

Accepted Answer

A) True 
 B)False

Question 3

Rhomus Inc.is a Canadian entertainment company that produces and markets television programs.To generate customer interest for a new program that it is planning to launch,Rhomus invites entries from its target customers through mass media to send in creative names for the TV program.The firm announces that it will provide a monetary reward for the name that gets selected.This is an example of a:

Accepted Answer

A)  sampling program. 
B)  sweepstake. 
C)  deal. 
D)  contest. 
E)  loyalty program. 
A)  sampling program. 
B)  sweepstake. 
C)  deal. 
D)  contest. 
E)  loyalty program.

Question 4

Which of the following is a disadvantage of deals as a sales promotion tool?

Accepted Answer

A)  It discourages brand trial. 
B)  It increases consumer risk. 
C)  It may reduce perception of value. 
D)  It fails to retaliate against competitive action. 
E)  It increases the cost of the good for the consumer. 
A)  It discourages brand trial. 
B)  It increases consumer risk. 
C)  It may reduce perception of value. 
D)  It fails to retaliate against competitive action. 
E)  It increases the cost of the good for the consumer.

Question 5

Which of the following refers to the inclusion of a product in nontraditional situations,such as in a scene in a movie or TV program?

Accepted Answer

A)  Sweepstake 
B)  Point-of-purchase display 
C)  Deal 
D)  Contest 
E)  Product placement 
A)  Sweepstake 
B)  Point-of-purchase display 
C)  Deal 
D)  Contest 
E)  Product placement

Question 6

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

Accepted Answer

A)  Customer loyalty program 
B)  Co-operative advertising 
C)  Product placement 
D)  Promotional contest 
E)  Point-of-purchase display 
A)  Customer loyalty program 
B)  Co-operative advertising 
C)  Product placement 
D)  Promotional contest 
E)  Point-of-purchase display

Question 7

What is meant by relationship selling?

Accepted Answer

Relationship selling is a sales philosop

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

Discounts and allowances are effective incentives used primarily to:

Accepted Answer

A)  maintain or increase inventory levels in the distribution channel. 
B)  remind customers of an existing brand or company. 
C)  promote consumer products to consumers. 
D)  provide special-purpose training to employees. 
E)  reduce the supply of certain items in the distribution network. 
A)  maintain or increase inventory levels in the distribution channel. 
B)  remind customers of an existing brand or company. 
C)  promote consumer products to consumers. 
D)  provide special-purpose training to employees. 
E)  reduce the supply of certain items in the distribution network.

Question 10

Explain any three types of consumer sales promotions.

Accepted Answer

Students can explain any of the consumer

Question 11

In the context of relationship selling,a salesperson and support group is required to have a good understanding of the problems and issues faced by their customers.This service quality dimension can be most accurately termed as:

Accepted Answer

A)  reliability. 
B)  responsiveness. 
C)  assurance. 
D)  empathy. 
E)  tardiness. 
A)  reliability. 
B)  responsiveness. 
C)  assurance. 
D)  empathy. 
E)  tardiness.

Question 12

Identify from the following the type of advertising that primarily communicates to create and build brand awareness,with the ultimate goal of moving the consumer through the buying cycle to a purchase.

Accepted Answer

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

Question 13

Which of the following types of advertisements is used to inform,persuade,or remind consumers about a specific good or service?

Accepted Answer

A)  Public service 
B)  Operational 
C)  Institutional 
D)  Societal 
E)  Product-focused 
A)  Public service 
B)  Operational 
C)  Institutional 
D)  Societal 
E)  Product-focused

Question 14

Distinguish between a contest and a sweepstake.

Accepted Answer

A contest refers to a brand-sponsored co

Question 15

Explain the major steps in the personal selling process.

Accepted Answer

Although selling may appear a rather str

Question 16

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 17

A company introduces a lucky draw at its retail outlets to increase the sale of its products.Which of the following is a primary disadvantage of using this strategy?

Accepted Answer

A)  It does not provide the firm with any sort of control over the offers. 
B)  The sale is likely to decline when the offer is withdrawn. 
C)  It will not encourage higher consumption. 
D)  It increases consumer risk. 
E)  It is difficult to get a good location in the store. 
A)  It does not provide the firm with any sort of control over the offers. 
B)  The sale is likely to decline when the offer is withdrawn. 
C)  It will not encourage higher consumption. 
D)  It increases consumer risk. 
E)  It is difficult to get a good location in the store.

Question 18

Which of the following terms can be most accurately defined as the application of marketing principles to a public issue to bring about attitudinal and behavioural change among the general public or a specific population segment?

Accepted Answer

A)  Institutional announcements 
B)  Operational marketing 
C)  Social marketing 
D)  Process marketing 
E)  Product-focused announcements 
A)  Institutional announcements 
B)  Operational marketing 
C)  Social marketing 
D)  Process marketing 
E)  Product-focused announcements

Question 19

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 20

Feedz Inc.is a leading manufacturer of edible plants and processed items.Robert,a retail shop owner,identifies that the nutrition labels of the company's products are inaccurate and incomplete.Which of the following is a law that would be most helpful to Robert for suing Feedz Inc.with regard to public welfare?

Accepted Answer

A)  Advertising Standards of Canada Act 
B)  Canadian Agricultural Act 
C)  Competition Act 
D)  Health Canada Food and Drug Act 
E)  Canadian Radio and Television Act 
A)  Advertising Standards of Canada Act 
B)  Canadian Agricultural Act 
C)  Competition Act 
D)  Health Canada Food and Drug Act 
E)  Canadian Radio and Television Act

Sweepstakes can be most accurately defined as a form of sales promotion that offers:

Susan is a sales representative of a pharmaceutical company.She often visits hospitals without taking formal appointments from the doctors.Such visits are known as cold calls.

Which of the following is a disadvantage of deals as a sales promotion tool?

Which of the following refers to the inclusion of a product in nontraditional situations,such as in a scene in a movie or TV program?

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

What is meant by relationship selling?

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:

Discounts and allowances are effective incentives used primarily to:

Explain any three types of consumer sales promotions.

In the context of relationship selling,a salesperson and support group is required to have a good understanding of the problems and issues faced by their customers.This service quality dimension can be most accurately termed as:

Identify from the following the type of advertising that primarily communicates to create and build brand awareness,with the ultimate goal of moving the consumer through the buying cycle to a purchase.

Which of the following types of advertisements is used to inform,persuade,or remind consumers about a specific good or service?

Distinguish between a contest and a sweepstake.

Explain the major steps in the personal selling process.

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:

A company introduces a lucky draw at its retail outlets to increase the sale of its products.Which of the following is a primary disadvantage of using this strategy?

Which of the following terms can be most accurately defined as the application of marketing principles to a public issue to bring about attitudinal and behavioural change among the general public or a specific population segment?

In the personal selling process,closing the sale means:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Consumer Behavior

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters

Exam 15: Supply Chain and Channel Management

Sweepstakes can be most accurately defined as a form of sales promotion that offers:

Susan is a sales representative of a pharmaceutical company.She often visits hospitals without taking formal appointments from the doctors.Such visits are known as cold calls.

Which of the following is a disadvantage of deals as a sales promotion tool?

Which of the following refers to the inclusion of a product in nontraditional situations,such as in a scene in a movie or TV program?

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

What is meant by relationship selling?

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:

Discounts and allowances are effective incentives used primarily to:

Explain any three types of consumer sales promotions.

In the context of relationship selling,a salesperson and support group is required to have a good understanding of the problems and issues faced by their customers.This service quality dimension can be most accurately termed as:

Identify from the following the type of advertising that primarily communicates to create and build brand awareness,with the ultimate goal of moving the consumer through the buying cycle to a purchase.

Which of the following types of advertisements is used to inform,persuade,or remind consumers about a specific good or service?

Distinguish between a contest and a sweepstake.

Explain the major steps in the personal selling process.

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:

A company introduces a lucky draw at its retail outlets to increase the sale of its products.Which of the following is a primary disadvantage of using this strategy?

Which of the following terms can be most accurately defined as the application of marketing principles to a public issue to bring about attitudinal and behavioural change among the general public or a specific population segment?

In the personal selling process,closing the sale means:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Consumer Behavior

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters