Question 1

Giving examples,show how sampling can be an effective sales promotion technique.

Accepted Answer

The answer of Giving examples,show how sampling can be an...

Question 2

The authors of one study noted that Nestlé and other large companies that once had a polycentric approach to consumer and trade sales promotions have redesigned their efforts.Based on a study by Kashani and Quelch,identify factors that contribute to more headquarters involvement in the sales promotions effort.

Accepted Answer

The answer of The authors of one study noted that...

Question 3

When MCI Communications first entered Latin America,it utilized expatriate Americans to work for them despite the high cost of doing so.

Accepted Answer

The answer of When MCI Communications first entered Latin America,it...

Question 4

Negotiation requires both customer and the salesperson:

Accepted Answer

The answer of Negotiation requires both customer and the salesperson:
...

Question 5

The final step in the 6-step sales presentation plan is closing the sale.

Accepted Answer

The answer of The final step in the 6-step sales...

Question 6

Relationship marketing,which stresses an approach on developing long-term relationships with customers,has been disliked by many U.S.companies.

Accepted Answer

Relationship marketing is actually favored by many U.S. companies as it focuses on customer retention and satisfaction, which can lead to increased loyalty and long-term profitability.

Question 7

What are the issues and problems related to sales promotion in different parts of the world?

Accepted Answer

The answer of What are the issues and problems related...

Question 8

It is easy to identify the highest-ranking individual based on observable behavior during group meetings.

Accepted Answer

Identifying the highest-ranking individual based solely on observable behavior during group meetings can be challenging due to varying leadership styles, cultural differences, and the context of the meeting, which may not always clearly reflect hierarchical structures.

Question 9

Few environmental issues and challenges often surface as a company completes the initial stages of implementing a personal selling strategy.

Accepted Answer

Implementing a personal selling strategy primarily focuses on sales techniques and customer interaction, not directly causing environmental issues. Environmental challenges are more related to production, supply chain, and broader operational activities than to sales strategies.

Question 10

Environmental issues and challenges faced by a company which is in the initial stages of implementing a personal selling strategy include all of the following except:

Accepted Answer

Product innovation is not an environmental issue or challenge but rather an internal process related to developing new or improved products.

Question 11

Discuss what makes the use of sales promotion so effective and popular.Describe different types of sales promotions.

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The answer of Discuss what makes the use of sales...

Question 12

Coupons are a favorite promotion tool of consumer packaged goods companies such as Proctor & Gamble and Unilever.How does the couponing work,and what are the advantages for using different types of coupons?

Accepted Answer

The answer of Coupons are a favorite promotion tool of...

Question 13

The Strategic\Consultative Selling Model consists of five interdependent steps,each with three prescriptions that can serve as a checklist for sales personnel.

Accepted Answer

The Strategic/Consultative Selling Model is designed with five steps, each containing three specific actions or prescriptions to guide sales personnel in effectively managing client relationships and sales processes.

Question 14

Which of the following is not one of the steps in the Strategic\Consultative Selling model?

Accepted Answer

Developing an ethnocentric policy is not part of the Strategic/Consultative Selling model. The model focuses on developing a personal selling philosophy, relationship strategy, product strategy, and customer strategy to effectively meet the needs of the client, rather than promoting an ethnocentric viewpoint.

Question 15

The U.S.-style "I'll do whatever it takes to get your business" has proven to be a successful selling approach throughout the world.

Accepted Answer

Cultural differences significantly impact business practices; what works in one country may not be effective or appropriate in another. The aggressive U.S.-style approach may not resonate well in cultures that value relationship building, humility, and subtlety in business dealings.

Question 16

Building a prospect base is typically part of which step of the Strategic\Consultative Selling model?

Accepted Answer

The answer of Building a prospect base is typically part...

Question 17

Which of the following is not a step in the Strategic\Consultative Selling model?

Accepted Answer

Developing a marketing mix is not a step in the Strategic/Consultative Selling model. The Strategic/Consultative Selling model focuses on developing a personal selling philosophy, a relationship strategy, a product strategy, and a presentation strategy, among other steps, to effectively sell products or services. The marketing mix, which includes product, price, place, and promotion, is a broader marketing concept not specific to this sales model.

Question 18

In the six-step presentation plan,the first and last steps are respectively:

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Question 19

Compared with other forms of marketing communication,sampling is more likely to result in actual trials of the product.Explain this by giving examples of possible types of sampling.

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Question 20

A number of factors must be taken into account when determining the extent to which promotion must be localized.List and describe those factors giving examples.

Accepted Answer

The answer of A number of factors must be taken...

Quiz 14: Global Marketing Communications Decisions II: Sales Promotion, personal Selling, and Special Forms of Marketing Communication