Deck 3: Marketing: How Will I Get Customers

Question 1

Which of the following is not part of personal selling?

A) attracting.
B) prospecting.
C) qualifying.
D) closing.

Answer 1

A

Question 2

In direct mail advertising, "compiled" lists tend to be:

A) more expensive than subscription lists.
B) cheaper than subscription lists.
C) more valuable than customer lists.
D) not available in Canada.

Answer 2

A

Question 3

Your Pricing Strategy is described in comparison to the prices of your competitors.

Answer 3

True

Question 4

The psychological discomfort that people feel when they encounter something too different from their expectations is called:

A) image shock.
B) cognitive dissonance.
C) buyer's remorse.
D) paranoia

Question 5

"Sales Promotions" refers to promotional activity that is not:

A) advertising.
B) publicity.
C) personal selling.
D) any of the above.

Question 6

"Competitive" pricing means pricing lower than your competition.

Question 7

Getting the customer to agree to the purchase is called "qualifying".

Question 8

A company's image is the perception of that firm held in the minds of potential customers.

Question 9

"Cold calling" refers to approaching customers with whom there has been no previous contact.

Question 10

Which of the following is a pricing strategy?

A) discount pricing.
B) sale pricing.
C) penetration pricing.
D) half-pricing.

Question 11

Sales "objections" are often raised by a prospect to avoid having to make a decision.

Question 12

"Marketing mix" is typically broken down into:

A) production, pricing, promotion.
B) process, patrons, packaging, profit.
C) product, price, distribution, promotion.
D) perception, prestige, public relations, publicity.

Question 13

Coupons, premiums and trade shows are all examples of:

A) advertising.
B) sales promotions.
C) personal selling.
D) publicity.

Question 14

"Marketing mix" is:

A) marketing strategy.
B) how a company makes itself appear different from the competition.
C) how a company projects its image.
D) all of the above.

Question 15

"Advertising" and Marketing basically mean the same thing.

Question 16

The most effective negotiating style tends to be:

A) aggressive.
B) competitive.
C) compromising.
D) co-operative.

Question 17

Selecting a name should be the first step in planning a business venture.

Question 18

Agents do not own the services or products that they are selling.

Question 19

"Giveaway" items tend to end up in the hands of people who are not prospective customers.

Question 20

The "contractual elements" of getting a product/service to the final user, refers to:

A) distribution channel.
B) physical distribution.
C) consumerism.
D) elemental contracting

Question 21

Identify and explain the various steps in the selling process. Describe how you might develop your own selling skills.

Question 22

Giving a free seminar where you hand out your business cards at the local library is an example of .

Question 23

Advertising or exposure that a business gets "for free" is called .

Question 24

The perception people have about "what your business is like," is known as your company's .

Question 25

Free samples and Trade Shows are examples of .

Question 26

Compare the three basic pricing strategies explaining when each might be used.

Question 27

Meeting prospective customers and asking them to buy from you is called .

Question 28

Briefly name and define the elements of the Marketing Mix.

Question 29

Pick a well-known local business and analyze its name in terms of how it projects an appropriate image for its products/services and target customers.