Question 1

What is sales promotion? Give some examples of common sales promotion techniques.

Accepted Answer

Sales promotion consists of forms of pro

Question 2

Classic Sport Inc. signs professional basketball players and footballers to promote its products. Classic Sport is using sports stars to increase sales by enhancing the public's _____demand for its brand.

Accepted Answer

A)  secondary 
B)  selective 
C)  primary 
D)  marketplace 
A)  secondary 
B)  selective 
C)  primary 
D)  marketplace

Question 3

Name the two basic types of advertising and provide examples for both.

Accepted Answer

The two basic types of advertising are p

Question 4

Consumer products generally depend on pushing strategies.

Accepted Answer

A) True 
 B)False

Question 5

Describe the circumstances in which a firm is more likely to emphasize personal selling rather than advertising.

Accepted Answer

Personal selling is often used in the fo

Question 6

One advantage of television advertising is its low cost.

Accepted Answer

A) True 
 B)False

Question 7

Blue, a Jazz club, is conducting a breakeven analysis to determine how many tickets it must sell at $20 each to break even on the Jazz Fest, a program conducted by it. Fixed costs are $4,000, and the variable cost per person is $10. To break even, Blue must sell _____ tickets.

Accepted Answer

A)  800 
B)  500 
C)  400 
D)  80 
A)  800 
B)  500 
C)  400 
D)  80

Question 8

MATCHING
Complete the following using the terms listed.
-_____involves messages that promote concepts, ideas, philosophies, or goodwill for industries, companies, organizations, or government entities.

Accepted Answer

A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing 
A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing

Question 9

The goal of_____ advertising is to maintain awareness of the usefulness of a product.

Accepted Answer

A)  advocacy 
B)  comparative 
C)  persuasive 
D)  reminder-oriented 
A)  advocacy 
B)  comparative 
C)  persuasive 
D)  reminder-oriented

Question 10

Business costs that change with the level of production are called _____ costs.

Accepted Answer

A)  inflexible 
B)  fixed 
C)  variable 
D)  production 
A)  inflexible 
B)  fixed 
C)  variable 
D)  production

Question 11

Bell Inc., a computer manufacturer, is offering $100 cash back on the purchase of a computer. This is an example of _____.

Accepted Answer

A)  specialty advertising 
B)  a rebate 
C)  a sample 
D)  a premium 
A)  specialty advertising 
B)  a rebate 
C)  a sample 
D)  a premium

Question 12

Clara owns an upscale accessory boutique and drastically reduced the price of some earrings to make room for new inventory. When the earrings didn't sell in the "discount basket," she put them back on the shelf at regular price and they sold within a month. Which of the following relationships explains her customers' perception of price?

Accepted Answer

A)  Prestige-value 
B)  Price-prestige 
C)  Price-quality 
D)  Value-quality 
A)  Prestige-value 
B)  Price-prestige 
C)  Price-quality 
D)  Value-quality

Question 13

Missionary selling is used for promoting goodwill of a company or providing technical or operational assistance to customers.

Accepted Answer

A) True 
 B)False

Question 14

What should a firm do if it is too difficult or too expensive to have salespeople meet all potential customers in person?

Accepted Answer

A)  Use telemarketing 
B)  Engage in missionary selling 
C)  Meet prospects in a central location 
D)  Set up a focus group 
A)  Use telemarketing 
B)  Engage in missionary selling 
C)  Meet prospects in a central location 
D)  Set up a focus group

Question 15

In breakeven analysis, the costs that change with the level of production are considered _____ costs.

Accepted Answer

A)  variable 
B)  recoverable 
C)  labor 
D)  fixed 
A)  variable 
B)  recoverable 
C)  labor 
D)  fixed

Question 16

Describe advertising specialties.

Accepted Answer

Pens, T-shirts, or refrigerator magnets

Question 17

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

Accepted Answer

A) True 
 B)False

What is sales promotion? Give some examples of common sales promotion techniques.

Classic Sport Inc. signs professional basketball players and footballers to promote its products. Classic Sport is using sports stars to increase sales by enhancing the public's _____demand for its brand.

Name the two basic types of advertising and provide examples for both.

Consumer products generally depend on pushing strategies.

Describe the circumstances in which a firm is more likely to emphasize personal selling rather than advertising.

One advantage of television advertising is its low cost.

Blue, a Jazz club, is conducting a breakeven analysis to determine how many tickets it must sell at $20 each to break even on the Jazz Fest, a program conducted by it. Fixed costs are $4,000, and the variable cost per person is $10. To break even, Blue must sell _____ tickets.

MATCHING Complete the following using the terms listed. -_____involves messages that promote concepts, ideas, philosophies, or goodwill for industries, companies, organizations, or government entities.

The goal of_____ advertising is to maintain awareness of the usefulness of a product.

Business costs that change with the level of production are called _____ costs.

Bell Inc., a computer manufacturer, is offering $100 cash back on the purchase of a computer. This is an example of _____.

Missionary selling is used for promoting goodwill of a company or providing technical or operational assistance to customers.

What should a firm do if it is too difficult or too expensive to have salespeople meet all potential customers in person?

In breakeven analysis, the costs that change with the level of production are considered _____ costs.

Describe advertising specialties.

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Contemporary Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management, Leadership, and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, Teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Filters

Exam 13: Promotion and Pricing Strategies

What is sales promotion? Give some examples of common sales promotion techniques.

Classic Sport Inc. signs professional basketball players and footballers to promote its products. Classic Sport is using sports stars to increase sales by enhancing the public's _____demand for its brand.

Name the two basic types of advertising and provide examples for both.

Consumer products generally depend on pushing strategies.

Describe the circumstances in which a firm is more likely to emphasize personal selling rather than advertising.

One advantage of television advertising is its low cost.

Blue, a Jazz club, is conducting a breakeven analysis to determine how many tickets it must sell at $20 each to break even on the Jazz Fest, a program conducted by it. Fixed costs are $4,000, and the variable cost per person is $10. To break even, Blue must sell _____ tickets.

MATCHING Complete the following using the terms listed. -_____involves messages that promote concepts, ideas, philosophies, or goodwill for industries, companies, organizations, or government entities.

The goal of_____ advertising is to maintain awareness of the usefulness of a product.

Business costs that change with the level of production are called _____ costs.

Bell Inc., a computer manufacturer, is offering $100 cash back on the purchase of a computer. This is an example of _____.

Missionary selling is used for promoting goodwill of a company or providing technical or operational assistance to customers.

What should a firm do if it is too difficult or too expensive to have salespeople meet all potential customers in person?

In breakeven analysis, the costs that change with the level of production are considered _____ costs.

Describe advertising specialties.

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Contemporary Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management, Leadership, and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, Teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Filters