Question 1

Personal selling degenerates into order-takers when a salesperson

Accepted Answer

A)   has limited knowledge of the product or service.
B)   is persistent about selling the product or service.
C)   is not friendly and enthusiastic when a customer enters the store.
D)   can not handle objections.

Question 2

A widely used piecemeal approach to determining the level of promotional expenditures is

Accepted Answer

A)   expert opinion.
B)   what can be spared.
C)   what the market will bear.
D)   cost plus.

Question 3

The percentage of sales method for estimating promotional expenditures does not make sense for new businesses because these companies do not have historical sales figures.

Accepted Answer

A) True 
 B)False

Question 4

A good way to increase the volume and quality of traffic to a particular website is to:

Accepted Answer

A)   place banner ads on reciprocal sites.
B)   offer rebates that can be applied toward future purchases.
C)   make sure that the site is accessible by search engines.
D)   All of the above are good methods.

Question 5

Match the term with its definition. Some terms may not be used.
-A presentation of information about a particular firm, designed to enhance the firm's image in order to make its other advertising more credible and effective

Accepted Answer

A)  Advertising
B)  Blog
C)  Institutional advertising
D)  Microblogging
E)  Personal sellingF) Product advertisingG) PromotionH) ProspectingI) PublicityJ) Sales promotion

Question 6

Match the term with its definition. Some terms may not be used.
-A presentation designed to make potential customers aware of a specific product or service and create a desire for it

Accepted Answer

A)  Advertising
B)  Blog
C)  Institutional advertising
D)  Microblogging
E)  Personal sellingF) Product advertisingG) PromotionH) ProspectingI) PublicityJ) Sales promotion

Question 7

Tyler cannot afford to hire a sales person for his small business but feels personal selling is the best way to encourage prospects to become customers.You remind him that:

Accepted Answer

A)   he may have to be his own sales person for a while.
B)   good sales people are expensive.
C)   the most cost-efficient mode of selling may be to use sales or marketing representatives.
D)   he can always send his production people out to make sales calls.

Question 8

Every communication has a receiver, a source, and a channel through which the message is passed.

Accepted Answer

A) True 
 B)False

Question 9

Customer objections can be categorized as relating to

Accepted Answer

A)   product and price.
B)   need and sequence.
C)   source and pitch.
D)   timing and sequence.

Question 10

Match the term with its definition. Some terms may not be used.
-A systematic process of continually looking for new customers

Accepted Answer

A)  Advertising
B)  Blog
C)  Institutional advertising
D)  Microblogging
E)  Personal sellingF) Product advertisingG) PromotionH) ProspectingI) PublicityJ) Sales promotion

Question 11

Match the term with its definition. Some terms may not be used.
-A blend of nonpersonal, personal, combined, and special forms of communication aimed at a target market

Accepted Answer

A)  App
B)  E-mail promotion
C)  Hyperlink
D)  Mobile device
E)  Promotional mixF) PublicityG) Quick response (QR)  codeH) Sales promotionI) Social mediaJ) Social networking

Question 12

Promotional funds are determined according to past experience in which of the following methods?

Accepted Answer

A)   What can be spared
B)   Spending as much as the competition
C)   Percentage of sales
D)   Forecasted industry standard

Question 13

Match the term with its definition. Some terms may not be used.
-Delivery of a firm's message by electronic mail

Accepted Answer

A)  App
B)  E-mail promotion
C)  Hyperlink
D)  Mobile device
E)  Promotional mixF) PublicityG) Quick response (QR)  codeH) Sales promotionI) Social mediaJ) Social networking

Question 14

An inducement to buy a certain product while typically offering value to recipients is

Accepted Answer

A)   a sales promotion.
B)   a specialty trade show.
C)   specialty advertising.
D)   includes all of the above.

Question 15

An issue with motivating salespeople is that the goals of the entrepreneur may differ from the salesperson.

Accepted Answer

A) True 
 B)False

Question 16

QR codes work like UPC codes: they identify the product on which they are found.

Accepted Answer

A) True 
 B)False

Question 17

Which category would be best for ink pens?

Accepted Answer

A)   Advertising
B)   Personal Selling
C)   Sales Promotions
D)   Social media

Exam 17: Promotional Planning

QR codes work like UPC codes: they identify the product on which they are found.

Correct Answer
verified

Match the term with its definition. Some terms may not be used. -A presentation designed to make potential customers aware of a specific product or service and create a desire for it

Correct Answer
verified

Match the term with its definition. Some terms may not be used. -A systematic process of continually looking for new customers

Correct Answer
verified

Which category would be best for ink pens?

Correct Answer
verified

The percentage of sales method for estimating promotional expenditures does not make sense for new businesses because these companies do not have historical sales figures.

Correct Answer
verified

An inducement to buy a certain product while typically offering value to recipients is

Correct Answer
verified

Promotional funds are determined according to past experience in which of the following methods?

Correct Answer
verified

Personal selling degenerates into order-takers when a salesperson

Correct Answer
verified

Tyler cannot afford to hire a sales person for his small business but feels personal selling is the best way to encourage prospects to become customers.You remind him that:

Correct Answer
verified

Every communication has a receiver, a source, and a channel through which the message is passed.

Correct Answer
verified

Customer objections can be categorized as relating to

Correct Answer
verified

A widely used piecemeal approach to determining the level of promotional expenditures is

Correct Answer
verified

Match the term with its definition. Some terms may not be used. -A presentation of information about a particular firm, designed to enhance the firm's image in order to make its other advertising more credible and effective

Correct Answer
verified

A good way to increase the volume and quality of traffic to a particular website is to:

Correct Answer
verified

An issue with motivating salespeople is that the goals of the entrepreneur may differ from the salesperson.

Correct Answer
verified

Match the term with its definition. Some terms may not be used. -Delivery of a firm's message by electronic mail

Correct Answer
verified

Match the term with its definition. Some terms may not be used. -A blend of nonpersonal, personal, combined, and special forms of communication aimed at a target market

Correct Answer
verified

Exam 17: Promotional Planning

QR codes work like UPC codes: they identify the product on which they are found.

Correct AnswerverifiedShow Answer

Match the term with its definition. Some terms may not be used. -A presentation designed to make potential customers aware of a specific product or service and create a desire for it

Correct AnswerverifiedShow Answer

Match the term with its definition. Some terms may not be used. -A systematic process of continually looking for new customers

Correct AnswerverifiedShow Answer

Which category would be best for ink pens?

Correct AnswerverifiedShow Answer

The percentage of sales method for estimating promotional expenditures does not make sense for new businesses because these companies do not have historical sales figures.

Correct AnswerverifiedShow Answer

An inducement to buy a certain product while typically offering value to recipients is

Correct AnswerverifiedShow Answer

Promotional funds are determined according to past experience in which of the following methods?

Correct AnswerverifiedShow Answer

Personal selling degenerates into order-takers when a salesperson

Correct AnswerverifiedShow Answer

Tyler cannot afford to hire a sales person for his small business but feels personal selling is the best way to encourage prospects to become customers.You remind him that:

Correct AnswerverifiedShow Answer

Every communication has a receiver, a source, and a channel through which the message is passed.

Correct AnswerverifiedShow Answer

Customer objections can be categorized as relating to

Correct AnswerverifiedShow Answer

A widely used piecemeal approach to determining the level of promotional expenditures is

Correct AnswerverifiedShow Answer

Match the term with its definition. Some terms may not be used. -A presentation of information about a particular firm, designed to enhance the firm's image in order to make its other advertising more credible and effective

Correct AnswerverifiedShow Answer

A good way to increase the volume and quality of traffic to a particular website is to:

Correct AnswerverifiedShow Answer

An issue with motivating salespeople is that the goals of the entrepreneur may differ from the salesperson.

Correct AnswerverifiedShow Answer

Match the term with its definition. Some terms may not be used. -Delivery of a firm's message by electronic mail

Correct AnswerverifiedShow Answer

Match the term with its definition. Some terms may not be used. -A blend of nonpersonal, personal, combined, and special forms of communication aimed at a target market

Correct AnswerverifiedShow Answer

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