Question 1

____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.

Accepted Answer

A) Answering objections 
B) Making the presentation 
C) Closing the sale 
D) Prospecting 
E) Following up 
A) Answering objections 
B) Making the presentation 
C) Closing the sale 
D) Prospecting 
E) Following up

Question 2

All of the following are categories of promotion except:

Accepted Answer

A) managerial relations. 
B) advertising. 
C) public relations. 
D) personal selling. 
E) sales promotion. 
A) managerial relations. 
B) advertising. 
C) public relations. 
D) personal selling. 
E) sales promotion.

Question 3

​Norton Antivirus provides a ___, which is a return of part of the purchase price of a product to purchasers who return a copy of their receipt and a part of the product container.

Accepted Answer

A) ​rebate 
B) ​coupon 
C) ​discount 
D) ​buy-back 
A) ​rebate 
B) ​coupon 
C) ​discount 
D) ​buy-back

Question 4

A shelf dispenser in a supermarket provides pieces of paper that offer $1.00 off any Thermasilk hair care product. Customers can redeem their savings at the time of purchase. This sales promotion is a _____.

Accepted Answer

A) point-of-purchase display 
B) rebate 
C) coupon 
D) premium 
E) refund 
A) point-of-purchase display 
B) rebate 
C) coupon 
D) premium 
E) refund

Question 5

Zero Manufacturing produces candy bars. The company would probably choose which of the following to reach its target market?

Accepted Answer

A) Variable marketing system 
B) Exclusive distribution 
C) Selective distribution 
D) Intensive distribution 
E) Selective agents 
A) Variable marketing system 
B) Exclusive distribution 
C) Selective distribution 
D) Intensive distribution 
E) Selective agents

Question 6

Which of the following is not an advantage of magazine advertising?

Accepted Answer

A) Specific market segments can be reached. 
B) It is more prestigious. 
C) It has a longer life span. 
D) It lacks timeliness. 
E) The ad can be viewed repeatedly. 
A) Specific market segments can be reached. 
B) It is more prestigious. 
C) It has a longer life span. 
D) It lacks timeliness. 
E) The ad can be viewed repeatedly.

Question 7

The first step in developing an advertising campaign is to:

Accepted Answer

A) identify the advertising objectives. 
B) analyze different advertising platforms. 
C) determine which advertising would best reach the target market. 
D) determine who makes up the target audience. 
E) evaluate advertising's effectiveness in reaching the target market. 
A) identify the advertising objectives. 
B) analyze different advertising platforms. 
C) determine which advertising would best reach the target market. 
D) determine who makes up the target audience. 
E) evaluate advertising's effectiveness in reaching the target market.

Question 8

SME Ads Inc. (SME)
Steven Monahan owns SME Ads Inc., an advertising agency. At present, the company focuses on advertising only. However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix. Steven feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion. Currently, the firm organizes its work according to the media being used. Steven believes this is the most effective way to subdivide advertising. Since television is the most widely used advertising medium, the company spends most of its time on television advertising. SME knows what it takes to get the job done, and it is committed to success.
-Refer to SME Ads Inc. Which of the following terms refers to the type of advertising SME would use to increase the demand for all brands of a product within a specific industry?

Accepted Answer

A) Brand advertising 
B) Selective-demand advertising 
C) Corporate advertising 
D) Primary-demand advertising 
E) Institutional advertising 
A) Brand advertising 
B) Selective-demand advertising 
C) Corporate advertising 
D) Primary-demand advertising 
E) Institutional advertising

Question 9

A primary benefit of magazine advertising is the advertisement's life span.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is the best example of a good advertising campaign objective?

Accepted Answer

A) Sales will increase as a result of this advertising campaign. 
B) This campaign will result in a 5 percent increase in market share. 
C) Within two months, this campaign will increase sales. 
D) This campaign will result in a 10 percent increase in sales by next February. 
E) More customers will know about our company as a result of this campaign. 
A) Sales will increase as a result of this advertising campaign. 
B) This campaign will result in a 5 percent increase in market share. 
C) Within two months, this campaign will increase sales. 
D) This campaign will result in a 10 percent increase in sales by next February. 
E) More customers will know about our company as a result of this campaign.

Question 11

Clothing manufacturers typically prefer _____ distribution.

Accepted Answer

A) selective 
B) exclusive 
C) intensive 
D) patterned 
E) direct 
A) selective 
B) exclusive 
C) intensive 
D) patterned 
E) direct

Question 12

An order getter is responsible for selling products to new customers and increasing sales to present customers. Thus, he/she is responsible for:

Accepted Answer

A) taking orders. 
B) promoting products. 
C) maintaining long-term relationships with current customers. 
D) creative selling. 
E) missionary selling. 
A) taking orders. 
B) promoting products. 
C) maintaining long-term relationships with current customers. 
D) creative selling. 
E) missionary selling.

Question 13

Compare and contrast intensive, selective, and exclusive distribution. Give an example of a product that normally would be distributed in the way for each type of market coverage.

Accepted Answer

Intensive distribution is the use of all

Question 14

Direct marketing is the marketing of products to customers through face-to-face sales presentations at home or in the workplace.

Accepted Answer

A) True 
 B)False

Question 15

Selective-demand advertising is advertising designed to enhance a firm's image or reputation.

Accepted Answer

A) True 
 B)False

Question 16

Gap, Radio Shack, Bath and Body Works, and Foot Locker are examples of _____.

Accepted Answer

A) convenience stores 
B) warehouse clubs 
C) supermarkets 
D) traditional specialty stores 
E) discount stores 
A) convenience stores 
B) warehouse clubs 
C) supermarkets 
D) traditional specialty stores 
E) discount stores

Question 17

If the Early Bird Dry Cleaners displays a sign in the window of its store that says it will take any competitor's coupons, it is trying to:

Accepted Answer

A) neutralize competitive promotional efforts. 
B) stabilize irregular sales patterns. 
C) reinforce advertising. 
D) encourage trial purchases of the product. 
E) draw new customers. 
A) neutralize competitive promotional efforts. 
B) stabilize irregular sales patterns. 
C) reinforce advertising. 
D) encourage trial purchases of the product. 
E) draw new customers.

Question 18

​A ___ is a temporary price reduction to resellers for purchasing specified quantities of a product.

Accepted Answer

A) ​buying allowance 
B) ​coupon 
C) ​premium 
D) ​frequent-user incentive 
A) ​buying allowance 
B) ​coupon 
C) ​premium 
D) ​frequent-user incentive

Question 19

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a _____.

Accepted Answer

A) trial closing 
B) follow-up 
C) slick seller 
D) clincher 
E) negotiation for delivery terms 
A) trial closing 
B) follow-up 
C) slick seller 
D) clincher 
E) negotiation for delivery terms

Question 20

In terms of total freight carried, trucks are the most important of transportation.

Accepted Answer

A) True 
 B)False

____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.

All of the following are categories of promotion except:

Norton Antivirus provides a ___, which is a return of part of the purchase price of a product to purchasers who return a copy of their receipt and a part of the product container.

A shelf dispenser in a supermarket provides pieces of paper that offer $1.00 off any Thermasilk hair care product. Customers can redeem their savings at the time of purchase. This sales promotion is a _____.

Zero Manufacturing produces candy bars. The company would probably choose which of the following to reach its target market?

Which of the following is not an advantage of magazine advertising?

The first step in developing an advertising campaign is to:

A primary benefit of magazine advertising is the advertisement's life span.

Which of the following is the best example of a good advertising campaign objective?

Clothing manufacturers typically prefer _____ distribution.

An order getter is responsible for selling products to new customers and increasing sales to present customers. Thus, he/she is responsible for:

Compare and contrast intensive, selective, and exclusive distribution. Give an example of a product that normally would be distributed in the way for each type of market coverage.

Direct marketing is the marketing of products to customers through face-to-face sales presentations at home or in the workplace.

Selective-demand advertising is advertising designed to enhance a firm's image or reputation.

Gap, Radio Shack, Bath and Body Works, and Foot Locker are examples of _____.

If the Early Bird Dry Cleaners displays a sign in the window of its store that says it will take any competitor's coupons, it is trying to:

A ___ is a temporary price reduction to resellers for purchasing specified quantities of a product.

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a _____.

In terms of total freight carried, trucks are the most important of transportation.

Exploring the World of Business and Economics

Being Ethical and Socially Responsible

Exploring Global Business

Choosing a Form of Business Ownership

Small Business, Entrepreneurship, and Franchises

Understanding the Management Process

Creating a Flexible Organization

Producing Quality Goods and Services

Attracting and Retaining the Best Employees

Motivating and Satisfying Employees and Teams

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Understanding Social Media and E-Business

Using Management Information Systems and Accounting Information

Mastering Financial Management

Filters

Exam 13: Distributing and Promoting Products

____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.

All of the following are categories of promotion except:

​Norton Antivirus provides a ___, which is a return of part of the purchase price of a product to purchasers who return a copy of their receipt and a part of the product container.

A shelf dispenser in a supermarket provides pieces of paper that offer $1.00 off any Thermasilk hair care product. Customers can redeem their savings at the time of purchase. This sales promotion is a _____.

Zero Manufacturing produces candy bars. The company would probably choose which of the following to reach its target market?

Which of the following is not an advantage of magazine advertising?

The first step in developing an advertising campaign is to:

A primary benefit of magazine advertising is the advertisement's life span.

Which of the following is the best example of a good advertising campaign objective?

Clothing manufacturers typically prefer _____ distribution.

An order getter is responsible for selling products to new customers and increasing sales to present customers. Thus, he/she is responsible for:

Compare and contrast intensive, selective, and exclusive distribution. Give an example of a product that normally would be distributed in the way for each type of market coverage.

Direct marketing is the marketing of products to customers through face-to-face sales presentations at home or in the workplace.

Selective-demand advertising is advertising designed to enhance a firm's image or reputation.

Gap, Radio Shack, Bath and Body Works, and Foot Locker are examples of _____.

If the Early Bird Dry Cleaners displays a sign in the window of its store that says it will take any competitor's coupons, it is trying to:

​A ___ is a temporary price reduction to resellers for purchasing specified quantities of a product.

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a _____.

In terms of total freight carried, trucks are the most important of transportation.

Exploring the World of Business and Economics

Being Ethical and Socially Responsible

Exploring Global Business

Choosing a Form of Business Ownership

Small Business, Entrepreneurship, and Franchises

Understanding the Management Process

Creating a Flexible Organization

Producing Quality Goods and Services

Attracting and Retaining the Best Employees

Motivating and Satisfying Employees and Teams

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Understanding Social Media and E-Business

Using Management Information Systems and Accounting Information

Mastering Financial Management

Filters

Norton Antivirus provides a ___, which is a return of part of the purchase price of a product to purchasers who return a copy of their receipt and a part of the product container.

A ___ is a temporary price reduction to resellers for purchasing specified quantities of a product.