Question 1

Personal selling provides the personal link between seller and buyer,which adds to a firm's credibility.

Accepted Answer

A) True 
 B)False

Question 2

Bentley Corp.is involved in the new product development process.Their first step was to solicit ideas for a new product from the company's sales force,the research and development group,and the engineering department.Their next step is to use market research to solicit consumers' input about the ideas they are working on.

Accepted Answer

A) True 
 B)False

Question 3

Light bulbs,pencils,pads of paper,and lubricating oils for machines are examples of ________ purchased by companies that make other goods.

Accepted Answer

A)  capital items 
B)  expense items 
C)  depreciation goods 
D)  impulse items 
E)  none of these 
A)  capital items 
B)  expense items 
C)  depreciation goods 
D)  impulse items 
E)  none of these

Question 4

Sally selected ________ advertising because it is relatively inexpensive,faces little competition for customers' attention,and is subject to high repeat exposure.

Accepted Answer

A)  outdoor 
B)  magazine 
C)  television 
D)  direct mail 
E)  radio 
A)  outdoor 
B)  magazine 
C)  television 
D)  direct mail 
E)  radio

Question 5

Which of the following is correct with regard to copyrights?

Accepted Answer

A)  Copyrights apply only to a basic idea,not to the tangible expressions of the idea. 
B)  Copyrights are more valuable than either patents or trademarks. 
C)  Copyrights extend to creators for their entire lives. 
D)  Copyrights cannot be extended to the estates of the person who originally received the copyright. 
E)  All of these statements are correct. 
A)  Copyrights apply only to a basic idea,not to the tangible expressions of the idea. 
B)  Copyrights are more valuable than either patents or trademarks. 
C)  Copyrights extend to creators for their entire lives. 
D)  Copyrights cannot be extended to the estates of the person who originally received the copyright. 
E)  All of these statements are correct.

Question 6

How does the use of coupons,free samples,trading stamps,and premiums differ as types of sales promotions?

Accepted Answer

- short-term promotional activities desi

Question 7

What is publicity?

Accepted Answer

Publicity is a promotional too

Question 8

A push strategy appeals directly to consumers who push retailers to stock the product in their stores.

Accepted Answer

A) True 
 B)False

Question 9

What is positioning?

Accepted Answer

Positioning is the p

Question 10

Which of the following does not apply to specialty goods?

Accepted Answer

A)  Customers will accept substitutes. 
B)  Customers will often go from store to store looking for what they want. 
C)  They are very expensive. 
D)  Customers are willing to spend a lot of time to find them. 
E)  Customers know exactly what they want. 
A)  Customers will accept substitutes. 
B)  Customers will often go from store to store looking for what they want. 
C)  They are very expensive. 
D)  Customers are willing to spend a lot of time to find them. 
E)  Customers know exactly what they want.

Question 11

Industrial products are normally divided into two general categories.What are they?

Accepted Answer

A)  Emotional and rational 
B)  Those costing more than $10 000 and those costing less than $10 000 
C)  Industrial and consumer 
D)  Expense items and capital items 
E)  Domestic and international 
A)  Emotional and rational 
B)  Those costing more than $10 000 and those costing less than $10 000 
C)  Industrial and consumer 
D)  Expense items and capital items 
E)  Domestic and international

Question 12

Which of the following is not a reason for packaging products?

Accepted Answer

A)  Serves as an in-store advertisement 
B)  Serves as an attractive display 
C)  Provides reassurance of safety for consumption of the product 
D)  Packaging is harmful to the environment 
E)  Reduces the risk of damage,breakage,or spoilage 
A)  Serves as an in-store advertisement 
B)  Serves as an attractive display 
C)  Provides reassurance of safety for consumption of the product 
D)  Packaging is harmful to the environment 
E)  Reduces the risk of damage,breakage,or spoilage

Question 13

Clarion Inc.,an advertising agency,is involved in developing an advertising campaign for a new product that is being marketed by one of its clients.Clarion has just established the advertising budget.Their next step is to select the appropriate media.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not one of the steps in developing an advertising campaign?

Accepted Answer

A)  Defining the objectives of the advertising messages 
B)  Selecting the appropriate media 
C)  Engaging a production studio 
D)  Evaluating advertising effectiveness 
E)  Identifying the target audience 
A)  Defining the objectives of the advertising messages 
B)  Selecting the appropriate media 
C)  Engaging a production studio 
D)  Evaluating advertising effectiveness 
E)  Identifying the target audience

Question 15

Suppose that you are asked to come up with a new product.What would your first step be?

Accepted Answer

A)  Idea screening 
B)  Idea generation 
C)  Commercialization 
D)  Business analysis 
E)  Test marketing 
A)  Idea screening 
B)  Idea generation 
C)  Commercialization 
D)  Business analysis 
E)  Test marketing

Question 16

The packaging of products serves one key purpose: to protect the product during shipping.

Accepted Answer

A) True 
 B)False

Question 17

The product life cycle is the concept that states that products have a limited profit-producing life.

Accepted Answer

A) True 
 B)False

Question 18

Which brands are often widely recognized by consumers because of campaigns for products produced and distributed by the manufacturer?

Accepted Answer

A)  Private brands 
B)  National brands 
C)  Licensed brands 
D)  Launched brands 
E)  Generic brands 
A)  Private brands 
B)  National brands 
C)  Licensed brands 
D)  Launched brands 
E)  Generic brands

Question 19

Bill,a qualified prospect,is expressing concerns after hearing Terry's sales presentation.Terry is now at the ________ stage of the personal selling process.

Accepted Answer

A)  prospecting and qualifying 
B)  presenting 
C)  approaching 
D)  handling objections 
E)  demonstrating 
A)  prospecting and qualifying 
B)  presenting 
C)  approaching 
D)  handling objections 
E)  demonstrating

Question 20

Generally speaking,the most effective sales promotion tool is free samples.

Accepted Answer

A) True 
 B)False

Personal selling provides the personal link between seller and buyer,which adds to a firm's credibility.

Light bulbs,pencils,pads of paper,and lubricating oils for machines are examples of ________ purchased by companies that make other goods.

Sally selected ________ advertising because it is relatively inexpensive,faces little competition for customers' attention,and is subject to high repeat exposure.

Which of the following is correct with regard to copyrights?

How does the use of coupons,free samples,trading stamps,and premiums differ as types of sales promotions?

What is publicity?

A push strategy appeals directly to consumers who push retailers to stock the product in their stores.

What is positioning?

Which of the following does not apply to specialty goods?

Industrial products are normally divided into two general categories.What are they?

Which of the following is not a reason for packaging products?

Clarion Inc.,an advertising agency,is involved in developing an advertising campaign for a new product that is being marketed by one of its clients.Clarion has just established the advertising budget.Their next step is to select the appropriate media.

Which of the following is not one of the steps in developing an advertising campaign?

Suppose that you are asked to come up with a new product.What would your first step be?

The packaging of products serves one key purpose: to protect the product during shipping.

The product life cycle is the concept that states that products have a limited profit-producing life.

Which brands are often widely recognized by consumers because of campaigns for products produced and distributed by the manufacturer?

Bill,a qualified prospect,is expressing concerns after hearing Terry's sales presentation.Terry is now at the ________ stage of the personal selling process.

Generally speaking,the most effective sales promotion tool is free samples.

Understanding the Canadian Business System

Understanding the Environments of Business

Conducting Business Ethically and Responsibly

Understanding Entrepreneurship, small Business, and New Venture Creation

The Global Context of Business

Managing the Business Enterprise

Managing Human Resources

Understanding Labourmanagement Relations

Motivating and Leading Employees

Producing Goods and Services

Increasing Productivity and Quality

Managing Information Systems and Communication Technology

Understanding Accounting Issues

Understanding Marketing Processes and Consumer Behaviour

Pricing and Distributing Goods and Services

Understanding Money and Banking

Understanding Securities and Investments

Financial Decisions and Risk Management

Filters

Exam 16: Developing and Promoting Goods and Services

Personal selling provides the personal link between seller and buyer,which adds to a firm's credibility.

Light bulbs,pencils,pads of paper,and lubricating oils for machines are examples of ________ purchased by companies that make other goods.

Sally selected ________ advertising because it is relatively inexpensive,faces little competition for customers' attention,and is subject to high repeat exposure.

Which of the following is correct with regard to copyrights?

How does the use of coupons,free samples,trading stamps,and premiums differ as types of sales promotions?

What is publicity?

A push strategy appeals directly to consumers who push retailers to stock the product in their stores.

What is positioning?

Which of the following does not apply to specialty goods?

Industrial products are normally divided into two general categories.What are they?

Which of the following is not a reason for packaging products?

Clarion Inc.,an advertising agency,is involved in developing an advertising campaign for a new product that is being marketed by one of its clients.Clarion has just established the advertising budget.Their next step is to select the appropriate media.

Which of the following is not one of the steps in developing an advertising campaign?

Suppose that you are asked to come up with a new product.What would your first step be?

The packaging of products serves one key purpose: to protect the product during shipping.

The product life cycle is the concept that states that products have a limited profit-producing life.

Which brands are often widely recognized by consumers because of campaigns for products produced and distributed by the manufacturer?

Bill,a qualified prospect,is expressing concerns after hearing Terry's sales presentation.Terry is now at the ________ stage of the personal selling process.

Generally speaking,the most effective sales promotion tool is free samples.

Understanding the Canadian Business System

Understanding the Environments of Business

Conducting Business Ethically and Responsibly

Understanding Entrepreneurship, small Business, and New Venture Creation

The Global Context of Business

Managing the Business Enterprise

Managing Human Resources

Understanding Labourmanagement Relations

Motivating and Leading Employees

Producing Goods and Services

Increasing Productivity and Quality

Managing Information Systems and Communication Technology

Understanding Accounting Issues

Understanding Marketing Processes and Consumer Behaviour

Pricing and Distributing Goods and Services

Understanding Money and Banking

Understanding Securities and Investments

Financial Decisions and Risk Management

Filters