Question 1

Proximity refers to:

Accepted Answer

A)  a concept in public interest which alludes to events with a broad appeal within the market or population. 
B)  a concept in public recognition which alludes to the impact level of the issue being discussed. 
C)  a concept in public interest which alludes to the graphic interest held by an event. 
D)  a concept in public recognition which alludes to the fit of the topic to current fashion or public interest. 
A)  a concept in public interest which alludes to events with a broad appeal within the market or population. 
B)  a concept in public recognition which alludes to the impact level of the issue being discussed. 
C)  a concept in public interest which alludes to the graphic interest held by an event. 
D)  a concept in public recognition which alludes to the fit of the topic to current fashion or public interest.

Question 2

Which of the following is a characteristic feature of sales packets?

Accepted Answer

A)  They are usually large enough to read by passing traffic. 
B)  They provide potential customers an education in a firm's product or service. 
C)  They generally consist of pens or small calendars which are printed with the name and slogan of the company. 
D)  They are generally hand-written. 
A)  They are usually large enough to read by passing traffic. 
B)  They provide potential customers an education in a firm's product or service. 
C)  They generally consist of pens or small calendars which are printed with the name and slogan of the company. 
D)  They are generally hand-written.

Question 3

Which of the following gives the particulars on existing customers?

Accepted Answer

A)  Contact data 
B)  Performance data 
C)  Product data 
D)  Service data 
A)  Contact data 
B)  Performance data 
C)  Product data 
D)  Service data

Question 4

_____ refers to the contacts business owners periodically make with customers in order to remind them of their business,and their interest in customers' business.

Accepted Answer

A)  Follow-up 
B)  Customer service 
C)  Follow-through 
D)  Mat release 
A)  Follow-up 
B)  Customer service 
C)  Follow-through 
D)  Mat release

Question 5

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 6

Key chains,pens,coffee mugs,or embossed briefcases are examples of _____.

Accepted Answer

A)  promotional novelties 
B)  signs 
C)  flyers 
D)  marketing kits 
A)  promotional novelties 
B)  signs 
C)  flyers 
D)  marketing kits

Question 7

_____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.

Accepted Answer

A)  Customer vector 
B)  Sales report 
C)  Customer service 
D)  Interim report 
A)  Customer vector 
B)  Sales report 
C)  Customer service 
D)  Interim report

Question 8

Which of the following terms refers to small business owners' unique selling points that will be used to differentiate their products and/or services from those of the competition?

Accepted Answer

A)  Sales lead 
B)  Value proposition 
C)  Trendiness 
D)  Segmentation 
A)  Sales lead 
B)  Value proposition 
C)  Trendiness 
D)  Segmentation

Question 9

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 10

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

Accepted Answer

A)  channel data 
B)  performance data 
C)  intercommunication data 
D)  sales data 
A)  channel data 
B)  performance data 
C)  intercommunication data 
D)  sales data

Question 11

_____ is often used to support the corporate identity and value propositions that are established through public relations efforts.

Accepted Answer

A)  Personal selling 
B)  A corporate newsletter 
C)  Advertising 
D)  A press kit 
A)  Personal selling 
B)  A corporate newsletter 
C)  Advertising 
D)  A press kit

Question 12

Which of the following is used when selling to existing customers?

Accepted Answer

A)  Market expansion 
B)  Market penetration 
C)  Diversification 
D)  Vertical integration 
A)  Market expansion 
B)  Market penetration 
C)  Diversification 
D)  Vertical integration

Question 13

Which of the following is a characteristic feature of brochures and flyers?

Accepted Answer

A)  They contain the annual balance sheet of the company. 
B)  They include stories of customers whose problems were solved. 
C)  They give more information about a firm and its products than business cards. 
D)  They provide word-of-mouth advertising. 
A)  They contain the annual balance sheet of the company. 
B)  They include stories of customers whose problems were solved. 
C)  They give more information about a firm and its products than business cards. 
D)  They provide word-of-mouth advertising.

Question 14

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Accepted Answer

A)  desire 
B)  dominance 
C)  development 
D)  distance 
A)  desire 
B)  dominance 
C)  development 
D)  distance

Question 15

Which of the following terms refers to the activities used to establish and promote a favorable opinion by the media?

Accepted Answer

A)  Press relations 
B)  Word-of-mouth communications 
C)  Sales promotions 
D)  Ambush marketing 
A)  Press relations 
B)  Word-of-mouth communications 
C)  Sales promotions 
D)  Ambush marketing

Question 16

Which of the following is a component of the AIDA formula that aims to hook people to the press release?

Accepted Answer

A)  Action 
B)  Desire 
C)  Interest 
D)  Attitude 
A)  Action 
B)  Desire 
C)  Interest 
D)  Attitude

Question 17

Brochures and flyers are types of promotional novelties.

Accepted Answer

A) True 
 B)False

Question 18

In personal selling,_____ means finding out about the clients before approaching them.

Accepted Answer

A)  evaluation 
B)  closing 
C)  prospecting 
D)  preparation 
A)  evaluation 
B)  closing 
C)  prospecting 
D)  preparation

Question 19

Briefly describe any two ways by which business owners convey their promotional message.

Accepted Answer

Traditional means of conveying a message

Question 20

What are the different steps involved in the process of personal selling?

Accepted Answer

Personal selling is the process in which

Proximity refers to:

Which of the following is a characteristic feature of sales packets?

Which of the following gives the particulars on existing customers?

_____ refers to the contacts business owners periodically make with customers in order to remind them of their business,and their interest in customers' business.

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

Key chains,pens,coffee mugs,or embossed briefcases are examples of _____.

_____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.

Which of the following terms refers to small business owners' unique selling points that will be used to differentiate their products and/or services from those of the competition?

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

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

_____ is often used to support the corporate identity and value propositions that are established through public relations efforts.

Which of the following is used when selling to existing customers?

Which of the following is a characteristic feature of brochures and flyers?

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Which of the following terms refers to the activities used to establish and promote a favorable opinion by the media?

Which of the following is a component of the AIDA formula that aims to hook people to the press release?

Brochures and flyers are types of promotional novelties.

In personal selling,_____ means finding out about the clients before approaching them.

Briefly describe any two ways by which business owners convey their promotional message.

What are the different steps involved in the process of personal selling?

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

Marketing Plans: Saying How Youll Get Salespart Four: Cash, Accounting, and Finance in the Small Business

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

Achieving Success in the Small Business

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

Proximity refers to:

Which of the following is a characteristic feature of sales packets?

Which of the following gives the particulars on existing customers?

_____ refers to the contacts business owners periodically make with customers in order to remind them of their business,and their interest in customers' business.

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

Key chains,pens,coffee mugs,or embossed briefcases are examples of _____.

_____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.

Which of the following terms refers to small business owners' unique selling points that will be used to differentiate their products and/or services from those of the competition?

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

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

_____ is often used to support the corporate identity and value propositions that are established through public relations efforts.

Which of the following is used when selling to existing customers?

Which of the following is a characteristic feature of brochures and flyers?

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Which of the following terms refers to the activities used to establish and promote a favorable opinion by the media?

Which of the following is a component of the AIDA formula that aims to hook people to the press release?

Brochures and flyers are types of promotional novelties.

In personal selling,_____ means finding out about the clients before approaching them.

Briefly describe any two ways by which business owners convey their promotional message.

What are the different steps involved in the process of personal selling?

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

Marketing Plans: Saying How Youll Get Salespart Four: Cash, Accounting, and Finance in the Small Business

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

Achieving Success in the Small Business

Filters