QUESTION Which of the following is a form of publicity? A) press release B) brand advertising C) institutional advertising D) advocacy advertising E) product placement ANSWER Answer: A Explanation: A) Publicity is defined as unpaid coverage by the mass media about a firm or its products. A press release is a brief statement written […]
QUESTION Which of the following is one of the basic tasks associated with personal selling? A) public relations B) order processing C) reach D) continuity E) advocacy ANSWER Answer: B Explanation: B) Three basic tasks are associated with personal selling: creative selling, order processing, and sales support.
QUESTION When so-called “missionary” salespeople call on existing customers and provide them with product samples and information, what does this fall under? A) creative selling B) reach C) order processing D) sales support E) continuity ANSWER Answer: D Explanation: D) Sales support consists not of selling products but of facilitating the sale by providing […]
QUESTION What are low-cost marketing schemes that try to get customers’ attention in unusual ways sometimes called? A) guerrilla marketing B) word-of-mouth marketing C) buzz marketing D) viral marketing E) face-to-face marketing ANSWER Answer: A Explanation: A) Guerrilla marketing consists of innovative, low-cost marketing schemes that try to get customers’ attention in unusual ways.
QUESTION Which of the following is a type of word-of-mouth marketing? A) guerrilla marketing B) trade show marketing C) canned marketing D) viral marketing E) creative marketing ANSWER Answer: D Explanation: D) Two types of word-of-mouth marketing are buzz marketing (using high-profile entertainment or news to get people to talk about their product) and […]
QUESTION If, as a salesperson, you are using a “canned presentation,” what are you most likely doing? A) asking questions to test the prospect’s willingness to buy B) determining the customer’s needs, and then tailoring your presentation to those needs C) using a fixed, memorized selling approach to present the product D) asking the prospect […]
QUESTION Tino, a salesperson, is talking to a potential customer he has just contacted. What step will Tino most likely undertake next? A) closing B) approaching C) qualifying D) prospecting E) public relations ANSWER Answer: C Explanation: C) When a salesperson qualifies someone, he or she determines if the prospect has the authority to […]
QUESTION If a company wants to create goodwill and build a desirable image for itself rather than to specific products, which of the following would it choose? A) institutional advertising B) brand advertising C) advocacy advertising D) public services advertising E) direct-action advertising ANSWER Answer: A Explanation: A) Institutional advertising consists of presentations that […]
QUESTION Which of the following is true of pipelines? A) Pipelines move only about 2 percent of the total volume of U.S. domestic goods. B) Liquids transported via pipelines move very quickly. C) Pipelines are the cheapest mode of transportation. D) Pipeline transport is often affected by weather conditions. E) Pipelines are not considered a […]
QUESTION Which of the following is NOT one of the main types of advertising? A) brand advertising B) institutional advertising C) advocacy advertising D) push/pull advertising E) public service advertising ANSWER Answer: D Explanation: D) The types of advertising include brand advertising, institutional advertising (which includes advocacy advertising), and public service advertising. Push/pull is […]
