Question 1

______ is the most basic form of promotion.

Accepted Answer

A) Direct mail 
B) Personal selling 
C) Public relations 
D) Distribution 
A) Direct mail 
B) Personal selling 
C) Public relations 
D) Distribution C

Question 2

Infomercials are typically 30-minute marketing programs that resemble regular television programs,but they are devoted to selling goods or services.

Accepted Answer

A) True 
 B)False  True

Question 3

Which of the following can help create product prestige?

Accepted Answer

A) High quality 
B) Additional rebates 
C) Fixed costs 
D) Limited availability 
A) High quality 
B) Additional rebates 
C) Fixed costs 
D) Limited availability D

Question 4

Jill and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is

Accepted Answer

A) conducting a follow-up. 
B) trying to get a repeat order. 
C) prospecting. 
D) overcoming objections. 
A) conducting a follow-up. 
B) trying to get a repeat order. 
C) prospecting. 
D) overcoming objections.

Question 5

Nick is planning on setting up a small-scale guitar manufacturing company.Nick isn't well versed in economics,so he doesn't understand the concept of supply and demand very well.What pricing strategy must Nick adopt?

Accepted Answer

A) Skimming pricing 
B) Prestige pricing 
C) Psychological pricing 
D) Cost-based pricing 
A) Skimming pricing 
B) Prestige pricing 
C) Psychological pricing 
D) Cost-based pricing

Question 6

The salesperson's task of identifying potential customers is known as

Accepted Answer

A) follow-up. 
B) approach. 
C) demonstration. 
D) prospecting. 
A) follow-up. 
B) approach. 
C) demonstration. 
D) prospecting.

Question 7

Compserve Inc.a computer manufacturer,is offering $150 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 8

Sales personnel employed by companies,such as IBM and Microsoft,who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in

Accepted Answer

A) missionary selling. 
B) creative selling. 
C) nonpersonal selling. 
D) order processing. 
A) missionary selling. 
B) creative selling. 
C) nonpersonal selling. 
D) order processing.

Question 9

Trade promotion is

Accepted Answer

A) often used to promote goods or services to ultimate consumers. 
B) used to promote goods or services to marketing intermediaries. 
C) used to increase investments at the manufacturers' facilities. 
D) only used to build goodwill. 
A) often used to promote goods or services to ultimate consumers. 
B) used to promote goods or services to marketing intermediaries. 
C) used to increase investments at the manufacturers' facilities. 
D) only used to build goodwill.

Question 10

Increasing sales volume is the most common objective of a promotional strategy.

Accepted Answer

A) True 
 B)False

Question 11

Red Dragon Computers Inc.a computer manufacturer,provides inner city schools with free computers and wireless Internet access.This is an example of

Accepted Answer

A) rebates that support advertising. 
B) public relations. 
C) personal selling. 
D) creative selling. 
A) rebates that support advertising. 
B) public relations. 
C) personal selling. 
D) creative selling.

Question 12

A paid,nonpersonal sales communication usually directed at a large number of potential buyers is known as

Accepted Answer

A) the media mix. 
B) sales promotion. 
C) advertising. 
D) publicity. 
A) the media mix. 
B) sales promotion. 
C) advertising. 
D) publicity.

Question 13

________ advertising involves messages that promote concepts,ideas,philosophies,or goodwill for industries,companies,organizations,or government entities.

Accepted Answer

A) Institutional 
B) Cause 
C) Product 
D) Corporate 
A) Institutional 
B) Cause 
C) Product 
D) Corporate

Question 14

For products that are technically complex,personal selling is often used.

Accepted Answer

A) True 
 B)False

Question 15

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements about price and quality is supported by research?

Accepted Answer

A) The higher the price,the greater the sales volume. 
B) Consumers' perception of product quality is related closely to an item's price. 
C) Perception of quality has no relationship to price. 
D) Quality and price always go hand-in-hand. 
A) The higher the price,the greater the sales volume. 
B) Consumers' perception of product quality is related closely to an item's price. 
C) Perception of quality has no relationship to price. 
D) Quality and price always go hand-in-hand.

Question 17

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 18

A-1 Internation Company adds several features to one of its products and reduces the product's price.What is most likely to be the company's objective?

Accepted Answer

A) To reduce turnover rate 
B) To meet competition 
C) To increase the prestige of the product 
D) To decrease the product's market fluctuation rate 
A) To reduce turnover rate 
B) To meet competition 
C) To increase the prestige of the product 
D) To decrease the product's market fluctuation rate

Question 19

Soltex Inc.,a home products manufacturer,is introducing a new paper coffee filter at a dramatically reduced cost.Soltex is entering a market already saturated with stiff competition.Which pricing strategy will enable Soltex to achieve market recognition?

Accepted Answer

A) Skimming pricing 
B) Penetration pricing 
C) Psychological pricing 
D) Cost-based pricing 
A) Skimming pricing 
B) Penetration pricing 
C) Psychological pricing 
D) Cost-based pricing

Question 20

The future attitudes of most prospects are affected by the first impression they form of a salesperson.Therefore,salespeople

Accepted Answer

A) should carefully prepare their approach to potential customers. 
B) should use the same sales pitch to all customers. 
C) must be selective in identifying prospects. 
D) must be tactful when they respond to objections. 
A) should carefully prepare their approach to potential customers. 
B) should use the same sales pitch to all customers. 
C) must be selective in identifying prospects. 
D) must be tactful when they respond to objections.

______ is the most basic form of promotion.

Infomercials are typically 30-minute marketing programs that resemble regular television programs,but they are devoted to selling goods or services.

Which of the following can help create product prestige?

Jill and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is

Nick is planning on setting up a small-scale guitar manufacturing company.Nick isn't well versed in economics,so he doesn't understand the concept of supply and demand very well.What pricing strategy must Nick adopt?

The salesperson's task of identifying potential customers is known as

Compserve Inc.a computer manufacturer,is offering $150 cash back on the purchase of a computer.This is an example of

Sales personnel employed by companies,such as IBM and Microsoft,who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in

Trade promotion is

Increasing sales volume is the most common objective of a promotional strategy.

Red Dragon Computers Inc.a computer manufacturer,provides inner city schools with free computers and wireless Internet access.This is an example of

A paid,nonpersonal sales communication usually directed at a large number of potential buyers is known as

________ advertising involves messages that promote concepts,ideas,philosophies,or goodwill for industries,companies,organizations,or government entities.

For products that are technically complex,personal selling is often used.

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Which of the following statements about price and quality is supported by research?

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

A-1 Internation Company adds several features to one of its products and reduces the product's price.What is most likely to be the company's objective?

Soltex Inc.,a home products manufacturer,is introducing a new paper coffee filter at a dramatically reduced cost.Soltex is entering a market already saturated with stiff competition.Which pricing strategy will enable Soltex to achieve market recognition?

The future attitudes of most prospects are affected by the first impression they form of a salesperson.Therefore,salespeople

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Business Today

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

Trends in E-Commerce

Filters

Exam 13: Promotion and Pricing Strategies

______ is the most basic form of promotion.

Infomercials are typically 30-minute marketing programs that resemble regular television programs,but they are devoted to selling goods or services.

Which of the following can help create product prestige?

Jill and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is

Nick is planning on setting up a small-scale guitar manufacturing company.Nick isn't well versed in economics,so he doesn't understand the concept of supply and demand very well.What pricing strategy must Nick adopt?

The salesperson's task of identifying potential customers is known as

Compserve Inc.a computer manufacturer,is offering $150 cash back on the purchase of a computer.This is an example of

Sales personnel employed by companies,such as IBM and Microsoft,who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in

Trade promotion is

Increasing sales volume is the most common objective of a promotional strategy.

Red Dragon Computers Inc.a computer manufacturer,provides inner city schools with free computers and wireless Internet access.This is an example of

A paid,nonpersonal sales communication usually directed at a large number of potential buyers is known as

________ advertising involves messages that promote concepts,ideas,philosophies,or goodwill for industries,companies,organizations,or government entities.

For products that are technically complex,personal selling is often used.

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Which of the following statements about price and quality is supported by research?

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

A-1 Internation Company adds several features to one of its products and reduces the product's price.What is most likely to be the company's objective?

Soltex Inc.,a home products manufacturer,is introducing a new paper coffee filter at a dramatically reduced cost.Soltex is entering a market already saturated with stiff competition.Which pricing strategy will enable Soltex to achieve market recognition?

The future attitudes of most prospects are affected by the first impression they form of a salesperson.Therefore,salespeople

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Business Today

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

Trends in E-Commerce

Filters