Question 1

Which promotional technique is best suited to a situation in which a company wants consumers to actually try its product or service at no cost?

Accepted Answer

Sampling is the best promotional technique as it allows consumers to actually try the product or service at no cost. This provides an opportunity for potential customers to experience the benefits of the product/service which can lead to increased brand loyalty and future purchases.

Question 2

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 faced by a company when implementing a personal selling strategy. The other options such as political risks, regulatory hurdles, currency fluctuations, and market unknowns can all impact a company's ability to effectively implement a personal selling strategy.

Question 3

When a company must decide on the composition of its foreign sales force, which alternative is generally the most expensive?

Accepted Answer

Expatriates are generally the most expensive option for a company to consider when deciding on their foreign sales force, as they often require higher salaries and benefits to compensate for the additional costs of living and working in a foreign country. Additionally, companies may need to provide relocation and housing allowances, as well as language and cultural training, which can further add to the expense. Other options, such as using host-country nationals or third-country nationals, may provide cost savings and benefits such as local market knowledge and established networks.

Question 4

Which type of sales person is best suited to selling technologically-sophisticated products in developed countries?

Accepted Answer

Expatriates are often best suited for selling technologically sophisticated products in developed countries because they combine the technical expertise and product knowledge of the home country with the ability to adapt and communicate effectively in the host country's market.

Question 5

A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations?

Accepted Answer

A company with a polycentric orientation is likely to employ host-country nationals in all selling situations except for selling high-tech products in developed countries. In this case, the company may want to utilize the knowledge and expertise of individuals from their home country to better understand the market and to ensure that their products are tailored to the needs of the market.

Question 6

Masterfoods USA, a unit of Mars, Inc., invited consumers in 200 countries to their Global Color vote promotion.Participants were asked to vote whether a new M&M candy should be purple, aqua, or pink.Purple won.This is an example of:

Accepted Answer

The promotion by Masterfoods USA to invite consumers in 200 countries to vote for a new color for M&M candy is an example of a sales promotion by a global marketer.

Question 7

Other international personal selling approaches that fall somewhere between sales agents and full-time employee teams include all of the following except:

Accepted Answer

The answer of Other international personal selling approaches that fall...

Question 8

A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

Accepted Answer

An ethnocentric orientation is a belief that the home country's way of doing things is superior to others. A company with an ethnocentric orientation is likely to prefer using expatriates from the home country in its sales force, as they are seen as possessing the necessary expertise and knowledge of the company's culture and practices.

Question 9

Coupons are not a favorite promotion tool for use in:

Accepted Answer

The answer of Coupons are not a favorite promotion tool...

Question 10

Unilever hired a promotional marketing firm to pass out Lever 2000 hand wipes in food courts and petting zoos.This is an example of:

Accepted Answer

The answer of Unilever hired a promotional marketing firm to...

Question 11

A marketer of fine French cognac offers fancy cigar ashtrays as prizes to consumers who correctly solve a crossword puzzle.Which of the following most accurately describes this offer?

Accepted Answer

This is a non-price promotion, as the fancy cigar ashtrays are not being offered at a discounted price, but rather as a prize for solving a crossword puzzle.

Question 12

Building a prospect base is typically part of which step of the strategic/consultative selling model?

Accepted Answer

Building a prospect base is typically part of the development of a customer strategy in the strategic/consultative selling model. It involves identifying potential customers who match the ideal customer profile and creating a plan to approach them in a personalized and strategic way.

Question 13

Which of the following is not a step in the strategic/consultative selling model?

Accepted Answer

Developing a marketing mix is a step in the traditional marketing process, not the strategic/consultative selling model. The other options are all steps in the strategic/consultative selling model.

Question 14

Social couponing is one of the hottest sales promotion trends today.This refers to:

Accepted Answer

Social couponing refers to the use of websites or apps, like Groupon, that offer discounts for products or services. This is different from sampling, sweepstakes, freestanding inserts, and personal selling, which do not necessarily involve offering a coupon or discount for a purchase.

Question 15

Which of the following is a disadvantage of using an expatriate sales force?

Accepted Answer

Maintaining an expatriate sales force can be very expensive in terms of relocation, housing, salary packages, and travel expenses. Additionally, expatriates may require additional training and cultural adaptation to be effective in the local market, which can also add to the cost. This is a significant disadvantage of using an expatriate sales force. The other options listed are advantages of using an expatriate sales force.

Question 16

Benefits for using sales agents includes all of the following except:

Accepted Answer

The statement "agents can eventually replace manufacturer's sales agents" is false because sales agents are essentially the same as the manufacturer's sales agents. The other options listed are all benefits of using sales agents.

Question 17

Which of the following is not one of the steps in the Strategic/Consultative Selling Model?

Accepted Answer

Developing an ethnocentric policy is not a step in the Strategic/Consultative Selling Model. The other four steps are necessary for successful sales, as they involve developing a personal selling philosophy, building relationships with customers, understanding the product being sold, and creating a strategy specifically focused on the customer.

Question 18

Which of the following is not an advantage of using sales promotions?

Accepted Answer

The answer of Which of the following is not an...

Question 19

A box of Crest toothpaste contains a coupon entitling the buyer to save 50 cents when purchasing a Crest toothbrush.What type of sales promotion does this represent?

Accepted Answer

This represents a cross coupon as it is promoting the purchase of one product (Crest toothpaste) by offering a discount on another related product (Crest toothbrush).

Question 20

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

Accepted Answer

The answer of In the six-step presentation plan, the first...

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