Question: Any information about an individual, a product, or an organization that is distributed to the public through the media and that's not paid for or controlled by the seller is known as ______

Answer: publicity

Question: If a producer's use of coupons in a _____ strategy is successful, then consumers will go to the store and request the products

Answer: pull

Question: Television advertising is

Answer: - desirable but expensive and costly to produce ads

Question: When a salesperson takes the time to make sure the selected customers actually need the products and have willingness and authority to buy, he is in the ____ step of the selling process

Answer: qualifying

Question: In an interactive promotion buyers and sellers work together to create ____ exchange relationships

Answer: mutually beneficial

Question: A prospect will have the:

Answer: willingness to listen to a sales messageauthority to buy a productmeans to buy a product

Question: Steps of a good public relations program

Answer: 1.listen to the public2. change policies and procedures3. Inform people you're responsive to their needs

Question: When a salesperson first identifies a potential buyer, the salesperson is ______

Answer: prospecting

Question: Social Media has become a useful way for firms to:

Answer: - test ads before airing them- listen to consumers reasons for liking them or not- check how many times a message is reviewed

Question: Retail salespeople do not usually have to go through the ____ step in the selling process

Answer: pre approach

Question: The face-to-face presentation and promotion of goods and services is known as personal _____

Answer: selling

Question: Viral marketing is a promotional tool that relies on ____ to say positive things about a product or company, which helps promote a particular product, brand, or company

Answer: customers

Question: Which of the following is work-of-mouth promotion

Answer: - telling people through the Internet about a product you've purchased- People sharing clever commercial with the people

Question: Disadvantages of advertising TelevisionRadioDirect MailMobile Advertising

Answer: - high costs, short exposure time, takes time to prepare - Depends on only one sense; short exposure time- High costs; consumers may reject as junk, must conform to post office regulations - easy to ignore, avoid

Question: A means of distributing audio and video programs via the Internet that lets users subscribe to a number of files, feeds, and the hear or view the material at the time their choose is known as _____

Answer: podcasting (YouTube)

Question: During the airing of a major sitcom the actors eat a popular cereal for breakfast, this type of advertising is known as:

Answer: product placement

Question: Examples of viral marketing

Answer: - posts on a blog- sharing with others through mail- word of mouth endorsements

Question: Promotional campaign

Answer: 1. Identify a target market2. Define the objectives for each element in the promotion mix3. determine a promotional budget4. Develop a unifying message5. Implement the plan6. Evaluate effectiveness

Question: A hour-long show devoted entirely to advertising a new grill would be considered an ______

Answer: informercial

Question: New communication channels marketers should be aware of include:

Answer: - blogs- e-mail promotions- mobile promotions

Question: During a sales presentation, the question "When would be the best time to train your staff to use the new software?" is an example of a ______ ______

Answer: trial close

Question: A promotional tool in which a company lets consumers have a small sample of a product for no charge is known as ______

Answer: sampling

Question: The management function 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 known as:

Answer: public relations

Question: Which of the following exemplifies product promotion to consumers

Answer: RebatesCoupons

Question: The combination of promotional tools an organization uses is known as the _____ ____

Answer: promotional mix

Question: ______ consists of all the techniques sellers use to motivate people to buy their products

Answer: Promotion

Question: A marketer trying to stimulate consumer purchasing and dealer interest by means of short-term activities is likely to use ____ ____ as an incentive

Answer: sales promotion

Question: Which of the following are characteristics of advertising?

Answer: - uses various media- Non-personal Communication

Question: Integrated marketing communication(IMC) combines ____ into one comprehensive, unified promotional strategy

Answer: all the promotional tools

Question: An online diary that looks like a web-page but is easier to create and update by posting text, photos, or links to other sites is known as a _____

Answer: blog

Question: If a push stagey is successful, then consumers are more likely to find out about a new product after:

Answer: seeing it in stores

Question: Match the public relations step with its definition Listen to the publicChange policies and proceduresInform people you're responsive to their needs

Answer: - has good marketing research to evaluate public attitudes- Creating programs and practices in the publics best interest- You have to tell the public about your programs

Question: Example of event planning

Answer: - sponsoring a high school basketball tournament or a rock concert

Question: Infomercials are useful products that:

Answer: - require much explanation- are hard to sell- require testimonials

Question: A salesperson who is explaining the benefits of a product and attempting to match the value package to customers needs is in the ___ stage of the selling process

Answer: presentation

Question: Using a referral or calling on a customer without prior notice to determine interest in the product:

Answer: approaching

Question: A salesperson who has anticipated customer doubt about a product and formulated proper responses is ready for the ____ _____ stage of the selling process

Answer: answer objectives

Question: Blogging can be a strong promotional tool, especially for ____, because of its low costs

Answer: booksellersmovie companies

Question: After a salesperson has answered questions and objections, the next step in the sales process is to:

Answer: close the sale

Question: Television offers many advantages for ______ advertisers, although it is expensive

Answer: national

Question: Consumers benefit from advertising because it provides _____ about product features and prices

Answer: information

Question: Product placement is designed to _____-

Answer: subtly advertise products

Question: Which of the following online applications might be considered word-of-mouth vehicles in marketing today?

Answer: TwitterFacebookBlogs

Question: Which of the following are examples of personal selling

Answer: - the sale of a house or a car

Question: The internet serves to assist interactive _____ of products which aids firms in establishing relationships with customers

Answer: promotion

Question: In the US, the greatest amount of money spent on advertising is on:

Answer: television

Question: When marketers use samples, coupons, cents-off deals, displays, premiums, or rebates as _______ ______ tools, they are promoting to customers

Answer: sales promotion

Question: Which of the following are reasons why marketers choose radio advertising?

Answer: - its less expensive than TV advertising- it is effective for selling services that people don't usually read about

Question: ______ is free and tends to reach people who might not see a targeted ad

Answer: publicity

Question: Which of the following is considered to be the primary advantage of online advertising?

Answer: The company can gather more information about the customer

Question: An advantage of global advertising is saving money. However, global advertising can have serious disadvantages such as:

Answer: - different buying habits in many countries- difficulties creating one message for different cultures- language and culture differences

Question: A _____ _____ campaign does not always recognize specific cultural differences from on region to another

Answer: global advertising

Question: A nonprofit organization looking to increase charitable donations will:

Answer: use promotional techniques similar to those used by businesses

Question: Which of the following tools are used by marketers to promote products

Answer: - personal selling- public relations- advertising

Question: Disadvantages of publicity

Answer: - media might not cover the story- media can alter the story - no control by marketers

Question: Customers will pay more attention to ______ ______ such as free samples and coupons during economic crisis because they save money

Answer: sales promotion

Question: Sales training is a important example of:

Answer: Internal sales promotion

Question: Direct transitions of slogans and product names from one _____ to another often misrepresent a product?

Answer: language

Question: Salespeople prepare for presentations by:

Answer: - knowing the benefits of their offering - tailoring the presentation to the customer's wants- gathering testimonials

Question: The public relations departments in many organizations is becoming more important because marketers are looking for alternatives to expensive

Answer: advertising

Question: When marketers advertise on an online search engine such as Google or Yahoo, they can:

Answer: reach the people they most want to reach

Question: A negative story can circulate against a firms wishes which is considered a disadvantage of:

Answer: publicity

Question: Salespeople use the Internet, laptops, fax machines, and other technologies to help customers because the benefit of personal selling is:

Answer: - the ability to do a follow-up- helping clients complete a transaction

Question: A major retailer sending out a monthly e-mail highlighting its current sales promotions in an example of _______

Answer: e-mail promotion

Question: Gathering testimonials when preparing for sales presentation can be helpful in overcoming customer

Answer: objections

Question: Global advertising may not be successful because each country has its own:

Answer: - buying habits- language- culture

Question: In addition to suing traditional marketing tools, newer media being used for promotion today include:

Answer: - e-mail promotions- social networking

Question: Why do local businesses prefer advertising in newspaper, radio, and the yellow pages?

Answer: Most local businesses target s small area that can be efficiently reached through local advertising outlets

Question: Suppose you want to introduce your stores, to customers, but you have little money to promote it. Having a press conference to announce your grand opening could get broadcasters to provide some ________

Answer: publicity

Question: Which of the following exhibits the least effective way to approach a customer during the formal approach step in B2C sales?

Answer: May I help you?

Question: The _____ phase is a great time to use testimonials showing potential buyers that they are joining leaders in other firms who are using the product

Answer: presentation

Question: Which of the following are examples of internal sales promotion in a college setting?

Answer: Faculty teaching awards

Question: Customers going to stores asking for a specific product could be the result of a successful _____ strategy

Answer: pull

Question: Which of the following are examples of following are examples of follow-up activities?

Answer: - handling customer complaints- answering customer questions- quickly supplying what the customer wants

Question: _____ must know the product and competitors products throughly

Answer: Salespersons

Question: Which of the following qualifies as advertising?

Answer: - a paid television informercial - e-mail from Starbucks about its new store in the area

Question: Sponsoring rock concerts or attending events to promote is _____ _______

Answer: event marketing

Question: Which of the following exemplify sales promotion through sampling?

Answer: - supermarket taste test - car dealer test drives- scratch and sniff magazine inserts

Question: When a product is hard to sell, it requires testimonials, demonstrations and graphics which lends itself to employing the use of _____ as a promotional strategy

Answer: informercial

Question: Despite the growth of alternative promotional tools, such as mobile and internet advertising, _____ is still a dominant medium

Answer: TV advertising

Question: When marketers promote products to _____ and dealers they implement sales promotion to intermediaries

Answer: distributors

Question: Which of the following are examples of word-of-mouth marketing vehicles used by companies today

Answer: - cash incentives for referrals - Amazon's product rating

Question: When marketers target future buyers with sampling, coupons, rebates while using publicity to target all customers in a particular region, they are exhibiting

Answer: management of the promotion mix

Question: Which of the following are possible components of a push strategy

Answer: advertisingpersonal sellingsales promotion

Question: A type of software product that helps establish long-term relationships with customers is known as:

Answer: customer relationship management

Question: When answering_____, a salesperson should think of questions as opportunities for creating better relationships rather than challenges

Answer: objections

Question: technology like chat rooms, online video, and other interactive promotion tools have customers to greatly improve customer communication allows them to:

Answer: - examine goods and services- ask questions of salespeople- talk to each other

Question: Discussions about products on Web 2.0 social networking sites like Twitter or on company online forums are examples of _____ sales promotion

Answer: word-of-mouth