QUESTION Direct-action advertising is best used to slowly develop a desire among consumers for the product. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: Direct-action advertising attempts to stimulate an immediate, or relatively immediate, purchase of a product through such devices as one-day sales, one-time promotions, or announcements of a […]
QUESTION Direct selling is a relatively new way of selling products. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: Direct selling, which consists of face-to-face selling directly to customers in their homes or workplaces, is one of the oldest forms of nonstore retailing.
QUESTION The need-satisfaction presentation is by far the most preferred personal selling approach these days. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: The need-satisfaction presentation, which consists of determining customer needs and then tailoring the presentation to address those needs, is by far the most preferred approach these days.
QUESTION Video marketing often uses a TV sales pitch followed by an urge to call a toll-free number or to go to a website to place an order for the product. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: Video marketing is marketing to consumers on television, either through special […]
QUESTION What does an intensive distribution strategy focus on? A) using as many salespeople as possible B) making use of as many distribution strategies as possible C) making the product available as far and wide as possible D) pricing a product as low as possible to still turn a profit E) distributing as directly as […]
QUESTION Railroads handle the greatest volume of domestic goods transported in the United States. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: Because they are especially good for shipping bulky cargos—coal, wheat, automobiles—over long distances on a relatively energy-efficient basis, railroads handle the greatest volume of domestic goods transported in […]
QUESTION The cold-call sales prospecting technique is one of the easiest prospecting techniques. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: The cold-call sales prospecting technique is the most difficult prospecting technique because it consists of calling on prospects with whom you have no previous contact and to whom you […]
QUESTION Which of the following observations, if true, strengthens the CEO’s argument? A) Profits would come from support, maintenance, and sale of applications that are compatible with the operating system. B) Customers frequently complain about the number of bugs in the initial releases of operating systems. C) The promised technology behind the new operating system […]
QUESTION Among the different types of distribution channels, there must always be at least one intermediary. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: There are four types of distribution channels for consumer goods and services, which range in intermediaries from zero to three or even more. A direct channel […]
QUESTION If intermediaries are eliminated, their functions are also eliminated. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: If intermediaries are eliminated, their functions must still be provided. For instance, if there’s no wholesale wine broker to warehouse wine, the winemaker or the retail stores will have to do it.
