Question 1

The purpose of a __________ is to move the selling process toward an actual product purchase.

Accepted Answer

A)  follow up 
B)  closing 
C)  trial close 
D)  commission

Question 2

As mentioned in the Reaching Beyond Our Borders box, though Kraft Foods knows that there are varying tastes around the world, they only sell their original Oreos worldwide.

Accepted Answer

A) True 
 B)False

Question 3

________ advertising encourages wholesalers and retailers to carry the products of a specific manufacturer.

Accepted Answer

A)  Advocacy 
B)  B2B comparison 
C)  Trade 
D)  Institutional

Question 4

There are millions of blogs online today but the number of well-maintained blogs seems be decreasing steadily.

Accepted Answer

A) True 
 B)False

Question 5

__________ refers to such tactics as paying people to say good things about a product on the Internet or setting up multilevel selling schemes that reward people for directing their friends to a company's website.

Accepted Answer

A)  Virtual inducement 
B)  Cyber offers 
C)  Viral marketing 
D)  Pseudo-marketing

Question 6

Newspapers, radio, and directories are especially attractive to local advertisers.

Accepted Answer

A) True 
 B)False

Question 7

Infomercials provide the opportunity for:

Accepted Answer

A)  the product to sell itself. 
B)  product placement to occur. 
C)  the use of outdoor advertising. 
D)  the promotional mix to be avoided.

Question 8

The B2B selling process may take a long time before a deal is finalized; therefore, gathering information about the customer before you approach them is critical.

Accepted Answer

A) True 
 B)False

Question 9

Advertising helps to cover the production costs of newspapers and magazines.

Accepted Answer

A) True 
 B)False

Question 10

"You never get a second chance to make a good first impression," captures the importance of the __________ step in the selling process.

Accepted Answer

A)  prospecting 
B)  introduction 
C)  qualifying 
D)  approach

Question 11

The average cost of a single sales call to a potential B2B buyer is expensive, costing as much as $500.

Accepted Answer

A) True 
 B)False

Question 12

Motivated by the disrespectful treatment he received at a department store, Karnell shared his bad experience on Yelp. He encouraged others to follow his lead and not patronize that store. Karnell's statements represent negative word of mouth.

Accepted Answer

A) True 
 B)False

Question 13

The popularity of the Internet has severely reduced the importance and effectiveness of word-of-mouth promotion.

Accepted Answer

A) True 
 B)False

Question 14

Payola Promotions has offered to give Lisa free tickets to a concert it is promoting in return for Lisa's agreement to share her positive experience with others on Facebook. The concert tickets Lisa receives represent "swag."

Accepted Answer

A) True 
 B)False

Question 15

Compared to effective comparative advertising, publicity is generally considered less believable.

Accepted Answer

A) True 
 B)False

Question 16

__________ changes the relationship between buyers and sellers from a monologue to a dialogue in which information is shared to create mutually beneficial exchanges.

Accepted Answer

A)  Advertising 
B)  A push strategy 
C)  Interactive promotion 
D)  Public relations

Question 17

Wee Be Irish produces authentic Irish gifts and clothing. Wee Be Irish uses a good deal of television advertising and sales promotion activities to attract consumers to retail shops in search of its brand. Wee Be Irish utilizes a ________ strategy:

Accepted Answer

A)  systems 
B)  placement 
C)  push 
D)  pull

Question 18

Effective salespeople push hard to finalize a sale as soon as they finish their presentation. Otherwise, the customer has time to come up with objections that will make the sale more difficult to close.

Accepted Answer

A) True 
 B)False

Question 19

The first step in the public relations process is to ensure that everyone in the organization understands the firm's position on key issues. With this information widely available, efforts can be made to persuade the public of the firm's virtues.

Accepted Answer

A) True 
 B)False

Question 20

Best Pick, a home electronics superstore, knows the value of reassuring their current customers that they made the right choice when they decided to give Best Pick their business. Testimonials would be an effective promotional activity to confirm the purchase decisions of Best Pick's customers.

Accepted Answer

A) True 
 B)False

Exam 16: Using Effective Promotions

The purpose of a __________ is to move the selling process toward an actual product purchase.

As mentioned in the Reaching Beyond Our Borders box, though Kraft Foods knows that there are varying tastes around the world, they only sell their original Oreos worldwide.

________ advertising encourages wholesalers and retailers to carry the products of a specific manufacturer.

There are millions of blogs online today but the number of well-maintained blogs seems be decreasing steadily.

__________ refers to such tactics as paying people to say good things about a product on the Internet or setting up multilevel selling schemes that reward people for directing their friends to a company's website.

Newspapers, radio, and directories are especially attractive to local advertisers.

Infomercials provide the opportunity for:

The B2B selling process may take a long time before a deal is finalized; therefore, gathering information about the customer before you approach them is critical.

Advertising helps to cover the production costs of newspapers and magazines.

"You never get a second chance to make a good first impression," captures the importance of the __________ step in the selling process.

The average cost of a single sales call to a potential B2B buyer is expensive, costing as much as $500.

Motivated by the disrespectful treatment he received at a department store, Karnell shared his bad experience on Yelp. He encouraged others to follow his lead and not patronize that store. Karnell's statements represent negative word of mouth.

The popularity of the Internet has severely reduced the importance and effectiveness of word-of-mouth promotion.

Payola Promotions has offered to give Lisa free tickets to a concert it is promoting in return for Lisa's agreement to share her positive experience with others on Facebook. The concert tickets Lisa receives represent "swag."

Compared to effective comparative advertising, publicity is generally considered less believable.

__________ changes the relationship between buyers and sellers from a monologue to a dialogue in which information is shared to create mutually beneficial exchanges.

Wee Be Irish produces authentic Irish gifts and clothing. Wee Be Irish uses a good deal of television advertising and sales promotion activities to attract consumers to retail shops in search of its brand. Wee Be Irish utilizes a ________ strategy:

Effective salespeople push hard to finalize a sale as soon as they finish their presentation. Otherwise, the customer has time to come up with objections that will make the sale more difficult to close.

The first step in the public relations process is to ensure that everyone in the organization understands the firm's position on key issues. With this information widely available, efforts can be made to persuade the public of the firm's virtues.

Best Pick, a home electronics superstore, knows the value of reassuring their current customers that they made the right choice when they decided to give Best Pick their business. Testimonials would be an effective promotional activity to confirm the purchase decisions of Best Pick's customers.