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Exam 16: Using Effective Promotions

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Question 51

True/False

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Multilevel selling schemes that reward consumers for directing other consumers to specific websites represent an example of viral marketing.

A) True
B) False

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Question 52

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In B2C sales the salesperson does not spend a great deal of their time:

A) following up.
B) closing.
C) qualifying.
D) presenting.

E) A) and D)
F) All of the above

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Question 53

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Combining a firm's promotional tools and resources to create a positive brand image is the goal of integrated marketing communication.

The purpose of institutional advertising is to create an attractive image for an organization.

Which of the following is a consumer sales promotion activity?

The B2C selling process has fewer steps than the B2B selling process.

Indiana Processing promotes its services through Mechanical Engineers Today,a trade magazine that charges Indiana Processing and other companies $5000 per page for ______________ to help offset the magazine's publishing costs.

Because TV advertising is so expensive,it is less popular than in the past,it now ranks sixth in total advertising expenditures.

The approach step of the selling process attempts to:

The total systems approach to marketing combines a firm's promotional efforts for the exclusive satisfaction of the firm's consumers.

The most effective sales promotion programs target customers,rather than employees and marketing intermediaries.

The hallmark of an effective salesperson is the ability to complete a sale as soon as the sales presentation is completed.

Effective selling involves helping others to satisfy their wants and needs.

The activity that evaluates public attitudes,changes policies and procedures in response to the public's requests,and executes a program of action and information to earn public understanding and acceptance is called:

Effective use of public relations includes an evaluation of public attitudes and the execution of a program to earn public acceptance.

The effectiveness of direct mail advertising suffers from:

According to the Thinking Green box in Chapter 16,some marketers have found that promoting their "green" efforts can help give them a competitive advantage.

Magazine advertising main strengths are high visibility,repeat exposures,and basically very low cost.

To be successful,salespeople find that their job responsibilities extend far beyond just closing the sale.

After prospects have been identified and qualified,the next step in the selling process is _________.This step requires the salesperson to learn as much as possible about the potential customers' wants and needs.