Question 1

Which of the following is most likely to be true of signs as a form of advertising?

Accepted Answer

A)  They must be large enough to read by passing traffic. 
B)  They generally contain the balance sheet of the company. 
C)  They describe the competitive strategies of the company. 
D)  They include stories of customers whose problems were solved. 
A)  They must be large enough to read by passing traffic. 
B)  They generally contain the balance sheet of the company. 
C)  They describe the competitive strategies of the company. 
D)  They include stories of customers whose problems were solved.

Question 2

Press relations are a form of communication that encourage the customer to take immediate action.

Accepted Answer

A) True 
 B)False

Question 3

Putting together a list of prospective clients is called _____.

Accepted Answer

A)  preparing 
B)  presenting 
C)  formulating 
D)  prospecting 
A)  preparing 
B)  presenting 
C)  formulating 
D)  prospecting

Question 4

_____ are usually produced for pennies in quantity.

Accepted Answer

A)  Sales packets 
B)  Signs 
C)  Promotional novelties 
D)  Marketing kits 
A)  Sales packets 
B)  Signs 
C)  Promotional novelties 
D)  Marketing kits

Question 5

The close of a sale is the end of the sale.

Accepted Answer

A) True 
 B)False

Question 6

When the fear appeal used by a marketing message is a too strong,it always causes the audience to react positively.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is true of cognitive dissonance?

Accepted Answer

A)  It is the consistency between experience and belief. 
B)  It happens frequently especially with more expensive items. 
C)  It almost always happens with purchases that are not considered risky. 
D)  It is a doubt that occurs before making a purchase. 
A)  It is the consistency between experience and belief. 
B)  It happens frequently especially with more expensive items. 
C)  It almost always happens with purchases that are not considered risky. 
D)  It is a doubt that occurs before making a purchase.

Question 8

Which of the following statements is true of sales forecasting?

Accepted Answer

A)  In many cases,the best sales forecast you can come up with is an educated guess. 
B)  It is better to have a high sales projection initially and adjust as actual sales happen. 
C)  Using traditional retailers and distributors does not change the price you set at the factory. 
D)  Ignore your capacity when identifying your potential market as you will not be serving the entire potential market. 
A)  In many cases,the best sales forecast you can come up with is an educated guess. 
B)  It is better to have a high sales projection initially and adjust as actual sales happen. 
C)  Using traditional retailers and distributors does not change the price you set at the factory. 
D)  Ignore your capacity when identifying your potential market as you will not be serving the entire potential market.

Question 9

What is a press release? How can entrepreneurs write a good press release?

Accepted Answer

A press release is a written announcemen

Question 10

Which of the following terms refers to a rule of thumb about how many prospective customers it takes to find one who will actually make a purchase?

Accepted Answer

A)  Lead qualification 
B)  Value proposition 
C)  Marketing funnel 
D)  Segmentation 
A)  Lead qualification 
B)  Value proposition 
C)  Marketing funnel 
D)  Segmentation

Question 11

In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?

Accepted Answer

A)  Prospect and evaluate 
B)  Prepare 
C)  Present 
D)  Close 
A)  Prospect and evaluate 
B)  Prepare 
C)  Present 
D)  Close

Question 12

The process of dividing the market into smaller portions of people that have certain common characteristics is called stereotyping.

Accepted Answer

A) True 
 B)False

Question 13

State the five types of avenues big business marketers use to get their message out.Briefly describe three of those five types covered in this chapter.

Accepted Answer

Traditional means of conveying a message

Question 14

It is nearly impossible to design a message that will appeal universally or to find media that will reach all consumers.

Accepted Answer

A) True 
 B)False

Question 15

Promotion includes getting the message out to the target market so that they can make decisions about a product or service.

Accepted Answer

A) True 
 B)False

Question 16

List the key elements of creating a corporate identity.

Accepted Answer

They key elements of creating a corporat

Question 17

A clothing company that divides its market using characteristics of clothing such as practical,stylish,or for a particular sport,etc.,is segmenting the market _____.

Accepted Answer

A)  demographically 
B)  economically 
C)  geographically 
D)  by benefits sought 
A)  demographically 
B)  economically 
C)  geographically 
D)  by benefits sought

Question 18

Which of the following is a characteristic feature of a message for a target market?

Accepted Answer

A)  It is repeated less often. 
B)  It must contain the elements of a product's value proposition. 
C)  It must be abstract. 
D)  It must always be distinctive from target customers. 
A)  It is repeated less often. 
B)  It must contain the elements of a product's value proposition. 
C)  It must be abstract. 
D)  It must always be distinctive from target customers.

Question 19

It is customary for a small business to concentrate its efforts on one target market at the beginning and consider secondary ones later.

Accepted Answer

A) True 
 B)False

Question 20

Brochures and flyers are types of promotional novelties.

Accepted Answer

A) True 
 B)False

Which of the following is most likely to be true of signs as a form of advertising?

Press relations are a form of communication that encourage the customer to take immediate action.

Putting together a list of prospective clients is called _____.

_____ are usually produced for pennies in quantity.

The close of a sale is the end of the sale.

When the fear appeal used by a marketing message is a too strong,it always causes the audience to react positively.

Which of the following is true of cognitive dissonance?

Which of the following statements is true of sales forecasting?

What is a press release? How can entrepreneurs write a good press release?

Which of the following terms refers to a rule of thumb about how many prospective customers it takes to find one who will actually make a purchase?

In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?

The process of dividing the market into smaller portions of people that have certain common characteristics is called stereotyping.

State the five types of avenues big business marketers use to get their message out.Briefly describe three of those five types covered in this chapter.

It is nearly impossible to design a message that will appeal universally or to find media that will reach all consumers.

Promotion includes getting the message out to the target market so that they can make decisions about a product or service.

List the key elements of creating a corporate identity.

A clothing company that divides its market using characteristics of clothing such as practical,stylish,or for a particular sport,etc.,is segmenting the market _____.

Which of the following is a characteristic feature of a message for a target market?

It is customary for a small business to concentrate its efforts on one target market at the beginning and consider secondary ones later.

Brochures and flyers are types of promotional novelties.

Small Business: Its Opportunities and Rewards

Small Business Entrepreneurs: Characteristics and Competencies

Small Business Environment: Managing External Relations

Small Business Ideas: Creativity, opportunity, and Feasibility

Small Business Entry: Paths to Part-Time Entrepreneurship

Small Business Entry: Paths to Full-Time Entrepreneurship

Small Business Strategies: Imitation With a Twist

Business Plans: Seeing Audiences and Your Business Clearly

Small Business Marketing: Product and Pricing Strategies

Small Business Distribution and Location

Small Business Accounting: Projecting and Evaluating Performance

Cash: Lifeblood of the Business

Small Business Finance: Using Equity, debt, and Gifts

Assets: Inventory and Operations Management

Small Business Protection: Risk Management and Insurance

Legal Issues: Recognizing Your Small Business Needs

Human Resource Management: Small Business Considerations

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Exam 10: Small Business Promotion: Capturing the Eyes of Your Market

Which of the following is most likely to be true of signs as a form of advertising?

Press relations are a form of communication that encourage the customer to take immediate action.

Putting together a list of prospective clients is called _____.

_____ are usually produced for pennies in quantity.

The close of a sale is the end of the sale.

When the fear appeal used by a marketing message is a too strong,it always causes the audience to react positively.

Which of the following is true of cognitive dissonance?

Which of the following statements is true of sales forecasting?

What is a press release? How can entrepreneurs write a good press release?

Which of the following terms refers to a rule of thumb about how many prospective customers it takes to find one who will actually make a purchase?

In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?

The process of dividing the market into smaller portions of people that have certain common characteristics is called stereotyping.

State the five types of avenues big business marketers use to get their message out.Briefly describe three of those five types covered in this chapter.

It is nearly impossible to design a message that will appeal universally or to find media that will reach all consumers.

Promotion includes getting the message out to the target market so that they can make decisions about a product or service.

List the key elements of creating a corporate identity.

A clothing company that divides its market using characteristics of clothing such as practical,stylish,or for a particular sport,etc.,is segmenting the market _____.

Which of the following is a characteristic feature of a message for a target market?

It is customary for a small business to concentrate its efforts on one target market at the beginning and consider secondary ones later.

Brochures and flyers are types of promotional novelties.

Small Business: Its Opportunities and Rewards

Small Business Entrepreneurs: Characteristics and Competencies

Small Business Environment: Managing External Relations

Small Business Ideas: Creativity, opportunity, and Feasibility

Small Business Entry: Paths to Part-Time Entrepreneurship

Small Business Entry: Paths to Full-Time Entrepreneurship

Small Business Strategies: Imitation With a Twist

Business Plans: Seeing Audiences and Your Business Clearly

Small Business Marketing: Product and Pricing Strategies

Small Business Distribution and Location

Small Business Accounting: Projecting and Evaluating Performance

Cash: Lifeblood of the Business

Small Business Finance: Using Equity, debt, and Gifts

Assets: Inventory and Operations Management

Small Business Protection: Risk Management and Insurance

Legal Issues: Recognizing Your Small Business Needs

Human Resource Management: Small Business Considerations

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