Question 1

What is a sweepstake?

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Question 2

How was direct selling defined by Professors Robert Peterson and Thomas Wotruba?

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Question 3

What are the two types of strategies used by marketers to move their products through the distribution channel from the point of manufacture to the point of consumption?

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Question 4

Differentiate between a push and a pull strategy.

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Question 5

Today,Rome's newspaper was delivered in a plastic bag.Inside the plastic bag was a small pouch containing a sample of the new,more rugged Glad trash bags.What is this practice called?

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Question 6

List three factors that make sales promotions a unique communication form.

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Question 7

Which form of sales promotion offers prizes based on an entrants' skill?

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Question 8

List and describe the two direct-sales strategies.

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Question 9

What is a premium? Why do marketers offer premiums?

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Question 10

What are the two processes used when working with a marketing database?

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Question 11

How do forward buying and diverting differ? How are they similar?

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Question 12

What is the most expensive type of sales promotion?

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Question 13

How would a convenience store retailer benefit from offering its customers an opportunity to participate in some type of game?

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Question 14

What are the four most significant roles personal selling plays in IMC?

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Question 15

An ad in a local newspaper featured a can of Behr paint and a room that had been "transformed" by Behr paint.At the bottom of the ad were an orange Home Depot apron and a statement that said that Behr paints were sold at The Home Depot.The addresses of all the local Home Depot stores were then listed.Behr paid for the entire ad.What kind of trade promotion does this ad exemplify?

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Question 16

List three disadvantages of personal selling as a marketing communications tool.

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Question 17

What communications medium can be used for direct-response advertising?

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Question 18

Why are manufacturers opposed to paying slotting allowances?

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Question 19

What are the two forms of selling used with a direct-sales strategy?

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Question 20

What is the most costly way to communicate with prospects?

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Quiz 17: Relationship Building: Direct Marketing, personal Selling, and Sales Promotion