Question 1

Creative selling involves a persuasive type of promotional presentation.

Accepted Answer

A) True 
 B)False

Question 2

Marcello is allowed to purchase a reasonably priced notebook computer for graduation.He sees one at Excel Electronics for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Marcello and Excel Electronics 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 3

Advertising is a form of nonpersonal selling.

Accepted Answer

A) True 
 B)False

Question 4

If you did a breakeven analysis for your firm,it would be possible for you to show to your management the point at which

Accepted Answer

A) the level of sales that will cover all of the company's costs. 
B) the firm would not make a profit if it sold additional units. 
C) profits would be maximized. 
D) the firm's fixed costs would climb sharply. 
A) the level of sales that will cover all of the company's costs. 
B) the firm would not make a profit if it sold additional units. 
C) profits would be maximized. 
D) the firm's fixed costs would climb sharply.

Question 5

A promotional mix often incorporates more personal selling components than nonpersonal selling components.

Accepted Answer

A) True 
 B)False

Question 6

A recent newspaper article reported that the CEO of Well-Built Corporation has been accused of accounting fraud.This article is an example of publicity.

Accepted Answer

A) True 
 B)False

Question 7

Many marketers pay product placement fees to promote their products in television shows or movies.

Accepted Answer

A) True 
 B)False

Question 8

AB Chocolates,a chocolate manufacturing company places display bins of their products at the entry and exit points of a convenience store.The company is using the _____ strategy.

Accepted Answer

A) trade promotion 
B) personal selling 
C) missionary selling 
D) point-of-purchase advertising 
A) trade promotion 
B) personal selling 
C) missionary selling 
D) point-of-purchase advertising

Question 9

A sales executive working for a club identifies someone who frequently visits spa resorts on vacation as a prospective customer.He explains that the club has spa facilities and offers exclusive deals to its members.He compares the cost of membership with that of other clubs and the differences in facilities.In this scenario,the sales executive is implementing the _____ strategy.

Accepted Answer

A) creative selling 
B) missionary selling 
C) nonpersonal selling 
D) consultative selling 
A) creative selling 
B) missionary selling 
C) nonpersonal selling 
D) consultative selling

Question 10

Promotion that is aimed at the ultimate consumer with the goal of generating demand for a 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 11

Setting a price relatively high compared to similar goods and then gradually lowering it is a pricing strategy called _____ pricing.

Accepted Answer

A) penetration 
B) skimming 
C) cost-based 
D) psychological 
A) penetration 
B) skimming 
C) cost-based 
D) psychological

Question 12

The process of finalizing a sale is part of the _____ stage of the sales process.

Accepted Answer

A) approach 
B) presentation 
C) closing 
D) demonstration 
A) approach 
B) presentation 
C) closing 
D) demonstration

Question 13

A pulling strategy relies less on advertising than does a pushing strategy.

Accepted Answer

A) True 
 B)False

Question 14

Advertising is always a form of paid personal communication.

Accepted Answer

A) True 
 B)False

Question 15

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

Accepted Answer

A) True 
 B)False

Question 16

Advertising is a global activity.

Accepted Answer

A) True 
 B)False

Question 17

When a pharmaceutical company uses the phrase "ask your doctor" in its ads,the company is using a _____ strategy to appeal directly to the public instead of physicians alone.

Accepted Answer

A) pulling 
B) public relations 
C) rebate 
D) pushing 
A) pulling 
B) public relations 
C) rebate 
D) pushing

Question 18

Which of the following is an example of odd pricing?

Accepted Answer

A) A television set that costs $119.99 
B) A mobile phone that costs $100 
C) A dress that costs $17 
D) A pair of shoes that costs $10.2 
A) A television set that costs $119.99 
B) A mobile phone that costs $100 
C) A dress that costs $17 
D) A pair of shoes that costs $10.2

Question 19

In breakeven analysis,total cost is composed of

Accepted Answer

A) total sales minus expenses. 
B) variable costs minus fixed costs. 
C) price divided by number of units sold. 
D) total variable costs and total fixed costs. 
A) total sales minus expenses. 
B) variable costs minus fixed costs. 
C) price divided by number of units sold. 
D) total variable costs and total fixed costs.

Question 20

Integrated marketing communications would include all of the following EXCEPT

Accepted Answer

A) direct mail. 
B) sales promotions. 
C) public relations. 
D) distribution. 
A) direct mail. 
B) sales promotions. 
C) public relations. 
D) distribution.

Creative selling involves a persuasive type of promotional presentation.

Marcello is allowed to purchase a reasonably priced notebook computer for graduation.He sees one at Excel Electronics for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Marcello and Excel Electronics are using _____ to downplay the price of the computer.

Advertising is a form of nonpersonal selling.

If you did a breakeven analysis for your firm,it would be possible for you to show to your management the point at which

A promotional mix often incorporates more personal selling components than nonpersonal selling components.

A recent newspaper article reported that the CEO of Well-Built Corporation has been accused of accounting fraud.This article is an example of publicity.

Many marketers pay product placement fees to promote their products in television shows or movies.

AB Chocolates,a chocolate manufacturing company places display bins of their products at the entry and exit points of a convenience store.The company is using the _____ strategy.

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

Setting a price relatively high compared to similar goods and then gradually lowering it is a pricing strategy called _____ pricing.

The process of finalizing a sale is part of the _____ stage of the sales process.

A pulling strategy relies less on advertising than does a pushing strategy.

Advertising is always a form of paid personal communication.

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

Advertising is a global activity.

When a pharmaceutical company uses the phrase "ask your doctor" in its ads,the company is using a _____ strategy to appeal directly to the public instead of physicians alone.

Which of the following is an example of odd pricing?

In breakeven analysis,total cost is composed of

Integrated marketing communications would include all of the following EXCEPT

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

Creative selling involves a persuasive type of promotional presentation.

Advertising is a form of nonpersonal selling.

If you did a breakeven analysis for your firm,it would be possible for you to show to your management the point at which

A promotional mix often incorporates more personal selling components than nonpersonal selling components.

A recent newspaper article reported that the CEO of Well-Built Corporation has been accused of accounting fraud.This article is an example of publicity.

Many marketers pay product placement fees to promote their products in television shows or movies.

AB Chocolates,a chocolate manufacturing company places display bins of their products at the entry and exit points of a convenience store.The company is using the _____ strategy.

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

Setting a price relatively high compared to similar goods and then gradually lowering it is a pricing strategy called _____ pricing.

The process of finalizing a sale is part of the _____ stage of the sales process.

A pulling strategy relies less on advertising than does a pushing strategy.

Advertising is always a form of paid personal communication.

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

Advertising is a global activity.

When a pharmaceutical company uses the phrase "ask your doctor" in its ads,the company is using a _____ strategy to appeal directly to the public instead of physicians alone.

Which of the following is an example of odd pricing?

In breakeven analysis,total cost is composed of

Integrated marketing communications would include all of the following EXCEPT

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