Question 1

Define and describe the marketing approaches of push and pull strategy. What is the goal of each one? Are they mutually exclusive strategies?

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Question 2

What are some of the emerging promotional tools marketers are using today? Define and describe each tool. Give at least one example as to how each tool is being used today.

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Question 3

Define and describe the difference between consumer promotion and trade promotion.

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Question 4

There are six key stages in the sales process. Define and describe each.

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Question 5

What is public relations, and how does it differ from publicity?

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Question 6

Compare and contrast coupons and rebates in terms of their overall goals, when each type of consumer promotional tool is used, and for what type of product. Coupons on the whole are a riskier strategy for marketers than rebates are. Explain why this is the case.

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Question 7

What is promotion? Name and describe two major types of emerging promotional tools that might be used to influence consumers to purchase products and services.

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Question 8

How would consultative selling be used as part of a pull strategy?

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Question 9

Define and describe the difference between consultative selling and team selling. In what situations would salespeople use each type?

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Question 10

What is consumer promotion? Name and describe three consumer promotional tools used to generate immediate sales.

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Question 11

What is missionary selling, and how is it used today?

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Question 12

Direct mail can be highly targeted, whether it is in print or online. Still, direct mail marketers face challenges. What are some of the challenges that direct mail marketers face when trying to get consumers to open the mail (online or offline)?

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Question 13

What are sponsorships, and how are they used as a promotional tool? Give examples of some sponsorships you have seen. What impact has it had on your impression of the company and/or its products?

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Question 14

Identify a product that you believe has a very effective promotional mix, and describe the elements of this mix. Explain why you think this mix was effective.

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Question 15

What is promotion? Name and describe two major types of traditional promotional tools that might be used to influence consumers to purchase products and services.

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