Question 1

The process of deciding how to allocate company's time among prospects and customers is called ________.

Accepted Answer

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

Question 2

Why is direct mail popular among marketers? What are its weaknesses?

Accepted Answer

Direct mail is a popular medium because

Question 3

In 2010, the three top B-to-C ________ were Dell ($52 billion), Staples ($9.8 billion), and CDW ($8.8 billion).

Accepted Answer

A)  inbound telemarketers 
B)  catalog sellers 
C)  outbound telemarketers 
D)  infomercial marketers 
E)  mobile marketers 
A)  inbound telemarketers 
B)  catalog sellers 
C)  outbound telemarketers 
D)  infomercial marketers 
E)  mobile marketers

Question 4

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

Accepted Answer

A)  stars 
B)  core performers 
C)  dogs 
D)  cash cows 
E)  laggards 
A)  stars 
B)  core performers 
C)  dogs 
D)  cash cows 
E)  laggards

Question 5

In IBM's BANT acronym, T stands for ________.

Accepted Answer

A)  touch 
B)  tempt 
C)  team 
D)  timeline 
E)  turn over 
A)  touch 
B)  tempt 
C)  team 
D)  timeline 
E)  turn over

Question 6

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.

Accepted Answer

A)  demand creator 
B)  deliverer 
C)  order taker 
D)  missionary 
E)  solution vendor 
A)  demand creator 
B)  deliverer 
C)  order taker 
D)  missionary 
E)  solution vendor

Question 7

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 8

The Internet provides marketers and consumers with opportunities for much greater interaction and ________ than do other marketing channels.

Accepted Answer

A)  control 
B)  data security 
C)  high involvement selling 
D)  order conversion 
E)  individualization 
A)  control 
B)  data security 
C)  high involvement selling 
D)  order conversion 
E)  individualization

The process of deciding how to allocate company's time among prospects and customers is called ________.

Why is direct mail popular among marketers? What are its weaknesses?

In 2010, the three top B-to-C ________ were Dell ($52 billion), Staples ($9.8 billion), and CDW ($8.8 billion).

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

In IBM's BANT acronym, T stands for ________.

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.

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.

The Internet provides marketers and consumers with opportunities for much greater interaction and ________ than do other marketing channels.

Defining Marketing for the New Realities

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Tapping Into Global Markets

Identifying Market Segments and Targets

Crafting the Brand Positioning

Creating Brand Equity

Addressing Competition and Driving Growth

Setting Product Strategy

Designing and Managing Services

Introducing New Market Offerings

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Digital Communications: Online, Social Media, and Mobile

Managing a Holistic Marketing Organization for the Long Run

Filters

Exam 22: Managing Personal Communications: Direct and Database Marketing and Personal Selling

The process of deciding how to allocate company's time among prospects and customers is called ________.

Why is direct mail popular among marketers? What are its weaknesses?

In 2010, the three top B-to-C ________ were Dell ($52 billion), Staples ($9.8 billion), and CDW ($8.8 billion).

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

In IBM's BANT acronym, T stands for ________.

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.

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.

The Internet provides marketers and consumers with opportunities for much greater interaction and ________ than do other marketing channels.

Defining Marketing for the New Realities

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Tapping Into Global Markets

Identifying Market Segments and Targets

Crafting the Brand Positioning

Creating Brand Equity

Addressing Competition and Driving Growth

Setting Product Strategy

Designing and Managing Services

Introducing New Market Offerings

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Digital Communications: Online, Social Media, and Mobile

Managing a Holistic Marketing Organization for the Long Run

Filters