Question 1

You want to collect information to evaluate your sales force in New England. Which of the following would you be LEAST likely to consider in doing so?

Accepted Answer

A)  call reports 
B)  expense reports 
C)  customer satisfaction surveys 
D)  customer turnover rates 
E)  partner relationship management data (PRM)

Question 2

Describe public relations and four objectives it is often used to achieve.

Accepted Answer

The answer of Describe public relations and four objectives it...

Question 3

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

Accepted Answer

A)  take orders 
B)  telecommute 
C)  use multilevel selling 
D)  use transactional selling 
E)  use direct selling

Question 4

Using transactional selling, a selling team consisting of company personnel from various managerial levels each call on their counterpart in the customer organization.

Accepted Answer

A) True 
 B)False

Question 5

Happy customers are more likely to tell their friends about their pleasant customer experiences than unhappy customers are to tell their friends about their unpleasant customer experiences.

Accepted Answer

A) True 
 B)False

Question 6

Which kind of marketing involves sending a brochure or pamphlet that offers a specific good or service at one point in time?

Accepted Answer

A)  personal marketing 
B)  telemarketing 
C)  direct mail 
D)  catalog 
E)  spam

Question 7

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?

Accepted Answer

A)  direct marketing 
B)  direct selling 
C)  transactional selling 
D)  relationship selling 
E)  creative selling

Question 8

A group of people from a range of departments tasked with developing products and programs that satisfy the customer's needs is referred to as a ________ team.

Accepted Answer

A)  cross-functional 
B)  partner relationship management (PRM) 
C)  customer relationship management (CRM) 
D)  missionary 
E)  transactional

Question 9

In an attempt to set the company apart from its competitors, United Parcel Service has its employees wear brown uniforms and drive brown trucks. What type of public relations tool is UPS using?

Accepted Answer

A)  buzz marketing 
B)  social networking 
C)  corporate identity materials 
D)  product publicity 
E)  public service materials

Question 10

At Boeing, salespeople work with company specialists, such as financial analysts, technical specialists, and engineers, to call on potential and current customers. This is an example of ________.

Accepted Answer

A)  territorial selling 
B)  team selling 
C)  professional selling 
D)  industry specialization selling 
E)  transactional selling

Question 11

Identify the seven steps in the creative selling process. What may be the most difficult step for most salespeople?

Accepted Answer

The answer of Identify the seven steps in the creative...

Question 12

A type of m-commerce that simply involves sending a text message is known as ________.

Accepted Answer

A)  predictive marketing 
B)  spam 
C)  short-message system marketing 
D)  telemarketing 
E)  e-commerce

Question 13

An avatar is a ________.

Accepted Answer

A)  site that creates a connection between a consumer and a brand 
B)  mobile app with increasing popularity 
C)  type of location-based network 
D)  tweet of more than 140 characters 
E)  graphic representation of a user

Question 14

It is more difficult to assess the bottom-line impact of public relations activities than the bottom-line impact of advertising.

Accepted Answer

A) True 
 B)False

Question 15

Why is the image of telemarketers more positive in business marketing than it is in consumer marketing?

Accepted Answer

The answer of Why is the image of telemarketers more...

Question 16

A brand community can be created by marketers or can develop on its own among consumers.

Accepted Answer

A) True 
 B)False

Question 17

The idea of buzz isn't really new, but the magnifying effect that technology has on the spread of buzz is new.

Accepted Answer

A) True 
 B)False

Question 18

Why has traditional mass market diminished as a way to talk to younger consumers?

Accepted Answer

The answer of Why has traditional mass market diminished as...

Question 19

Discuss how marketers can use virtual worlds to convey marketing communications.

Accepted Answer

The answer of Discuss how marketers can use virtual worlds...

Question 20

In which stage of the creative selling process would the salesperson say, "What quantity would you like to order?"

Accepted Answer

A)  preapproach 
B)  close 
C)  qualify 
D)  handle objections 
E)  follow-up

Exam 14: Promotion Ii: Social Media, Directdatabase Marketing, Personal Selling, and Public Relations

You want to collect information to evaluate your sales force in New England. Which of the following would you be LEAST likely to consider in doing so?

Describe public relations and four objectives it is often used to achieve.

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

Using transactional selling, a selling team consisting of company personnel from various managerial levels each call on their counterpart in the customer organization.

Happy customers are more likely to tell their friends about their pleasant customer experiences than unhappy customers are to tell their friends about their unpleasant customer experiences.

Which kind of marketing involves sending a brochure or pamphlet that offers a specific good or service at one point in time?

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?

A group of people from a range of departments tasked with developing products and programs that satisfy the customer's needs is referred to as a ________ team.

In an attempt to set the company apart from its competitors, United Parcel Service has its employees wear brown uniforms and drive brown trucks. What type of public relations tool is UPS using?

At Boeing, salespeople work with company specialists, such as financial analysts, technical specialists, and engineers, to call on potential and current customers. This is an example of ________.

Identify the seven steps in the creative selling process. What may be the most difficult step for most salespeople?

A type of m-commerce that simply involves sending a text message is known as ________.

An avatar is a ________.

It is more difficult to assess the bottom-line impact of public relations activities than the bottom-line impact of advertising.

Why is the image of telemarketers more positive in business marketing than it is in consumer marketing?

A brand community can be created by marketers or can develop on its own among consumers.

The idea of buzz isn't really new, but the magnifying effect that technology has on the spread of buzz is new.

Why has traditional mass market diminished as a way to talk to younger consumers?

Discuss how marketers can use virtual worlds to convey marketing communications.

In which stage of the creative selling process would the salesperson say, "What quantity would you like to order?"