Question 1

Explain why companies and consumers often prefer sweepstakes to contests or games as a form of promotion.

Accepted Answer

Companies like sweepstakes because they

Question 2

Businesses often spend ______ as much on personal selling as on advertising.

Accepted Answer

A)  almost 
B)  twice 
C)  over three times 
D)  between five and ten times 
A)  almost 
B)  twice 
C)  over three times 
D)  between five and ten times

Question 3

______ involves a one-on-one presentation to a prospective buyer.

Accepted Answer

A)  Personal selling 
B)  Creative selling 
C)  Sales promotion 
D)  Public relations 
A)  Personal selling 
B)  Creative selling 
C)  Sales promotion 
D)  Public relations

Question 4

Complete the following using the terms listed below.
-A(n) ______ relies on personal selling and sales promotion to market an item to wholesalers and retailers in a company's distribution channels.

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)odd pricing
K)integrated marketing communications
L)cooperative advertising
M)penetration 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)odd pricing
K)integrated marketing communications
L)cooperative advertising
M)penetration pricing

Question 5

Profitability objectives are among the most common goals that are stated in most firm's strategic plans.

Accepted Answer

A) True 
 B)False

Question 6

Sales of intangible products or services such as insurance often rely heavily on ______.

Accepted Answer

A)  missionary selling 
B)  creative selling 
C)  order processing 
D)  sales promotion 
A)  missionary selling 
B)  creative selling 
C)  order processing 
D)  sales promotion

Question 7

Guerrilla marketing involves innovative, low‐cost marketing efforts designed to get consumers' attention in unusual ways.

Accepted Answer

A) True 
 B)False

Question 8

The method of pricing that uses uneven amounts to make prices appear to be less than they really are, is known as ______.

Accepted Answer

A)  everyday pricing 
B)  discount 
C)  odd pricing 
D)  skimming pricing 
A)  everyday pricing 
B)  discount 
C)  odd pricing 
D)  skimming pricing

Question 9

Dunkin' Donuts uses ______ advertising when it tells people that "hard-working" people prefer their coffee over the high-priced Starbucks.

Accepted Answer

A)  corporate 
B)  comparative 
C)  informative 
D)  reminder-oriented 
A)  corporate 
B)  comparative 
C)  informative 
D)  reminder-oriented

Question 10

Cocina Mas Fina makes all its menu items from scratch and uses authentic Mexican herbs in its dishes. As a result of the restaurant's focus on using specialty ingredients, prices are 75 percent higher than the competition's. Cocina Mas Fina knows ______.

Accepted Answer

A)  the higher the price, the better its perceived quality 
B)  people always pay more for items that are unfamiliar to them 
C)  people think that the competition's food is priced too low 
D)  experience has taught consumers to ignore prices 
A)  the higher the price, the better its perceived quality 
B)  people always pay more for items that are unfamiliar to them 
C)  people think that the competition's food is priced too low 
D)  experience has taught consumers to ignore prices

Question 11

Chris is allowed to purchase a reasonably priced notebook computer for graduation. He sees one in Best Buy for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Chris and Best Buy are using ______ to downplay the price of the computer.

Accepted Answer

A)  cost-based pricing 
B)  personal selling 
C)  price fixing 
D)  odd pricing 
A)  cost-based pricing 
B)  personal selling 
C)  price fixing 
D)  odd pricing

Question 12

To gain a competitive advantage, marketers that utilize integrated marketing communications need a broad view of promotion.

Accepted Answer

A) True 
 B)False

Question 13

Discuss how integrated marketing communications relates to a firm's overall promotional strategy.

Accepted Answer

In practising integrated marketing commu

Question 14

Complete the following using the terms listed below.
-In _____ the costs of local advertising are shared among channel partners.

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)odd pricing
K)integrated marketing communications
L)cooperative advertising
M)penetration 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)odd pricing
K)integrated marketing communications
L)cooperative advertising
M)penetration pricing

Question 15

Assume a product costs $5 each. The variable cost per unit is currently $4, and fixed costs are $25,000. If the company can alter its production method such that variable costs fall to $3.50 and fixed costs rise to $30,000, what will happen to the breakeven point?

Accepted Answer

A)  It will fall. 
B)  It will rise. 
C)  It will remain the same. 
D)  It will rise and fall later. 
A)  It will fall. 
B)  It will rise. 
C)  It will remain the same. 
D)  It will rise and fall later.

Question 16

Order processing involves identifying customer needs, pointing them out to customers, and completing orders.

Accepted Answer

A) True 
 B)False

Question 17

In-store displays are an example of trade promotion.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople determine if prospects have the financial ability and authority to buy through ______.

Accepted Answer

A)  approach 
B)  follow-up 
C)  handling objections 
D)  qualifying 
A)  approach 
B)  follow-up 
C)  handling objections 
D)  qualifying

Question 19

Promotion that is aimed at the ultimate consumer with the goal of generating demand for the good or service is based on a(n) ______.

Accepted Answer

A)  cooperative strategy 
B)  pulling strategy 
C)  pushing strategy 
D)  emphasis on personal selling 
A)  cooperative strategy 
B)  pulling strategy 
C)  pushing strategy 
D)  emphasis on personal selling

Question 20

XYZ Company has adopted a strategy of using coupons, product samples, and rebates to promote its products for the past year. What form of advertising is the company practising?

Accepted Answer

A)  customer support 
B)  sales promotion 
C)  personal advertising 
D)  media advertisement 
A)  customer support 
B)  sales promotion 
C)  personal advertising 
D)  media advertisement

Explain why companies and consumers often prefer sweepstakes to contests or games as a form of promotion.

Businesses often spend ______ as much on personal selling as on advertising.

______ involves a one-on-one presentation to a prospective buyer.

Complete the following using the terms listed below. -A(n) ______ relies on personal selling and sales promotion to market an item to wholesalers and retailers in a company's distribution channels.

Profitability objectives are among the most common goals that are stated in most firm's strategic plans.

Sales of intangible products or services such as insurance often rely heavily on ______.

Guerrilla marketing involves innovative, low‐cost marketing efforts designed to get consumers' attention in unusual ways.

The method of pricing that uses uneven amounts to make prices appear to be less than they really are, is known as ______.

Dunkin' Donuts uses ______ advertising when it tells people that "hard-working" people prefer their coffee over the high-priced Starbucks.

Cocina Mas Fina makes all its menu items from scratch and uses authentic Mexican herbs in its dishes. As a result of the restaurant's focus on using specialty ingredients, prices are 75 percent higher than the competition's. Cocina Mas Fina knows ______.

Chris is allowed to purchase a reasonably priced notebook computer for graduation. He sees one in Best Buy for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Chris and Best Buy are using ______ to downplay the price of the computer.

To gain a competitive advantage, marketers that utilize integrated marketing communications need a broad view of promotion.

Discuss how integrated marketing communications relates to a firm's overall promotional strategy.

Complete the following using the terms listed below. -In _____ the costs of local advertising are shared among channel partners.

Assume a product costs $5 each. The variable cost per unit is currently $4, and fixed costs are $25,000. If the company can alter its production method such that variable costs fall to $3.50 and fixed costs rise to $30,000, what will happen to the breakeven point?

Order processing involves identifying customer needs, pointing them out to customers, and completing orders.

In-store displays are an example of trade promotion.

Salespeople determine if prospects have the financial ability and authority to buy through ______.

Promotion that is aimed at the ultimate consumer with the goal of generating demand for the good or service is based on a(n) ______.

XYZ Company has adopted a strategy of using coupons, product samples, and rebates to promote its products for the past year. What form of advertising is the company practising?

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 Labour 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

Explain why companies and consumers often prefer sweepstakes to contests or games as a form of promotion.

Businesses often spend ______ as much on personal selling as on advertising.

______ involves a one-on-one presentation to a prospective buyer.

Complete the following using the terms listed below. -A(n) ______ relies on personal selling and sales promotion to market an item to wholesalers and retailers in a company's distribution channels.

Profitability objectives are among the most common goals that are stated in most firm's strategic plans.

Sales of intangible products or services such as insurance often rely heavily on ______.

Guerrilla marketing involves innovative, low‐cost marketing efforts designed to get consumers' attention in unusual ways.

The method of pricing that uses uneven amounts to make prices appear to be less than they really are, is known as ______.

Dunkin' Donuts uses ______ advertising when it tells people that "hard-working" people prefer their coffee over the high-priced Starbucks.

Cocina Mas Fina makes all its menu items from scratch and uses authentic Mexican herbs in its dishes. As a result of the restaurant's focus on using specialty ingredients, prices are 75 percent higher than the competition's. Cocina Mas Fina knows ______.

Chris is allowed to purchase a reasonably priced notebook computer for graduation. He sees one in Best Buy for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Chris and Best Buy are using ______ to downplay the price of the computer.

To gain a competitive advantage, marketers that utilize integrated marketing communications need a broad view of promotion.

Discuss how integrated marketing communications relates to a firm's overall promotional strategy.

Complete the following using the terms listed below. -In _____ the costs of local advertising are shared among channel partners.

Assume a product costs $5 each. The variable cost per unit is currently $4, and fixed costs are $25,000. If the company can alter its production method such that variable costs fall to $3.50 and fixed costs rise to $30,000, what will happen to the breakeven point?

Order processing involves identifying customer needs, pointing them out to customers, and completing orders.

In-store displays are an example of trade promotion.

Salespeople determine if prospects have the financial ability and authority to buy through ______.

Promotion that is aimed at the ultimate consumer with the goal of generating demand for the good or service is based on a(n) ______.

XYZ Company has adopted a strategy of using coupons, product samples, and rebates to promote its products for the past year. What form of advertising is the company practising?

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 Labour 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