Question 1

A clique is a small group whose members interact frequently.

Accepted Answer

A) True 
 B)False

Question 2

Situation questions focus on the problems, difficulties, and dissatisfaction a buyer might be experiencing with the existing situation.

Accepted Answer

A) True 
 B)False

Question 3

You are visiting FIFA's Web site to know the schedule of the football World cup. On the top of the Web page showing the schedule, a small picture displays the official mascot and the text "Buy tickets for the World Cup now". This static exhibit provides the link to the official ticket booking Web site. Identify the type of advertisement used here.

Accepted Answer

A)  pay-per-click ad 
B)  floating ad 
C)  wallpaper ad 
D)  superstitial 
E)  banner ad

Question 4

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

Accepted Answer

A) True 
 B)False

Question 5

The management of Raleigh Bicycles observes that the company's selling costs are affected by the increased number of visits that the salespeople make to meet dealers. The company decides to reduce its personal selling costs by making sales calls to dealers via the telephone. This marketing strategy used by Raleigh is an example of ________.

Accepted Answer

A)  inbound telemarketing 
B)  search marketing 
C)  internal marketing 
D)  outbound telemarketing 
E)  paid-search marketing

Question 6

When you search Google for keywords such as "insurance," you observe highlighted results in a different color and format, above the search results. What are these results? Do they bring revenue to Google?

Accepted Answer

The answer of When you search Google for keywords such...

Question 7

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

Accepted Answer

A)  delegating 
B)  prospecting 
C)  allocating 
D)  dispersing 
E)  targetting

Question 8

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

Accepted Answer

A)  preapproach 
B)  prospecting 
C)  qualifying 
D)  following up 
E)  objection handling

Question 9

A firm is said to engage in shill marketing if it pays people to anonymously promote a product or service to consumers in public places without disclosing their financial relationship to the sponsoring firm.

Accepted Answer

A) True 
 B)False

Question 10

Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort, or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?

Accepted Answer

The answer of Most companies set annual quotas. Quotas can...

Question 11

Which of the following softwares allows Internet firms to monitor when customers blog, comment, post, share, link, upload, friend, stream, write on a wall, or update a profile?

Accepted Answer

A)  cookies 
B)  caches 
C)  bridges 
D)  cliques 
E)  buzzers

Question 12

A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it.

Accepted Answer

A) True 
 B)False

Question 13

Jack is the sales representative of a company that designs and installs modular kitchens. The company's salesforce is trained to customize their offerings as per customer requirements. After analyzing factors such as the space available and the budget, Jack provides personalized designs to individual customers. What kind of a salesperson is Jack? Briefly explain your answer.

Accepted Answer

The answer of Jack is the sales representative of a...

Question 14

The catalog you receive from a large apparel store, displaying their new summer collection, is an example of ________ marketing.

Accepted Answer

A)  buzz 
B)  direct 
C)  virtual 
D)  word of mouth 
E)  interactive

Question 15

The fixed amount in a salesperson's salary is majorly designed to stimulate and reward efforts from salespeople.

Accepted Answer

A) True 
 B)False

Question 16

What are the five elements of an offer strategy?

Accepted Answer

The answer of What are the five elements of an...

Question 17

What is buzz marketing?

Accepted Answer

The answer of What is buzz marketing?...

Question 18

Viral marketing is a form of direct marketing where a company advertises its products through multiple channels simultaneously to spread the word as fast as possible to the maximum number of people.

Accepted Answer

A) True 
 B)False

Question 19

Roler Telecom, a leading mobile telephone operator in Asia, engages in aggressive marketing promotions. The company sends promotional messages to customers and makes promotional calls on a regular basis. However, these aggressive promotion efforts often irritate its customers. What could be the likely outcome of this?

Accepted Answer

The answer of Roler Telecom, a leading mobile telephone operator...

Question 20

Integron Inc., a company that manufactures office furniture, has recently observed a dip in its profitability. Salespeople visit an average prospect at least six times before closing a deal. What suggestion can you give the company to reduce this expense of direct marketing and increase its profitability?

Accepted Answer

The answer of Integron Inc., a company that manufactures office...

Exam 19: Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

A clique is a small group whose members interact frequently.

Situation questions focus on the problems, difficulties, and dissatisfaction a buyer might be experiencing with the existing situation.

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

When you search Google for keywords such as "insurance," you observe highlighted results in a different color and format, above the search results. What are these results? Do they bring revenue to Google?

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

A firm is said to engage in shill marketing if it pays people to anonymously promote a product or service to consumers in public places without disclosing their financial relationship to the sponsoring firm.

Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort, or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?

Which of the following softwares allows Internet firms to monitor when customers blog, comment, post, share, link, upload, friend, stream, write on a wall, or update a profile?

A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it.

The catalog you receive from a large apparel store, displaying their new summer collection, is an example of ________ marketing.

The fixed amount in a salesperson's salary is majorly designed to stimulate and reward efforts from salespeople.

What are the five elements of an offer strategy?

What is buzz marketing?

Viral marketing is a form of direct marketing where a company advertises its products through multiple channels simultaneously to spread the word as fast as possible to the maximum number of people.