Question 1

The Sweet Soap Company has launched a new campaign geared at increasing the sales volume of its new Fresh Smelling line of soap products.The $1.6 million campaign will cover the costs of providing samples of their soap products to be delivered with the Toronto Star newspaper to 500 000 homes in Toronto.This marketing technique is known as
A) personal selling.
B) public relations.
C) advertising.
D) publicity.
E) sales promotion.

Accepted Answer

sales promotion.

Question 2

In the mid-twentieth century,companies began exporting to other countries when domestic sales stagnated.Companies who chose to adopt a different marketing plan for each country used the
A) centralized approach.
B) brand equity approach.
C) global perspective.
D) decentralized approach.
E) promotional diversification approach.

Accepted Answer

decentralized approach.

Question 3

Cartier Partners Financial Inc.builds goodwill by making their public service activities known.This activity is called
A) publicity.
B) sales promotion.
C) advertising.
D) public relations.
E) personal selling.

Accepted Answer

public relations.

Question 4

________ attempts to build goodwill with customers by performing and publicizing a company's public service activities.
A) Personal selling
B) Public relations
C) Advertising
D) Sales promotion
E) Publicity

Accepted Answer

Public relations

Question 5

Which type of promotion is outside of the company's control?
A) Coupons
B) Television advertising
C) Personal selling by sales agents
D) Publicity
E) Trade shows

Accepted Answer

Publicity

Question 6

Which of the following is not a factor that makes global advertising a difficult proposition?
A) Product variations
B) Image differences
C) Cultural receptiveness
D) Different currencies
E) Language differences

Accepted Answer

Different currencies

Question 7

Which of the following is correct with regard to language differences as a factor in international promotion?
A) English is a more efficient and precise language than most others.
B) Advertisements in English require more print space than advertisements in most other languages.
C) Advertising agencies have found that it is not possible to set up worldwide agency networks that can coordinate a campaign's central theme while still allowing regional variations.
D) Advertisements in English require more air time than advertisements in other languages.
E) All of these are correct.

Accepted Answer

English is a more efficient and precise language than most others.

Question 8

The most negative aspect of publicity is that
A) it is expensive.
B) it isn't believable to many people.
C) it isn't that important.
D) it is viewed as being biased.
E) it isn't controlled by the company.

Accepted Answer

it isn't controlled by the company.

Question 9

Which of the following is a type of sales promotion?
A) Publicity
B) Contests and sweepstakes
C) Advertising
D) Personal selling
E) Public relations

Accepted Answer

Contests and sweepstakes

Question 10

When McDonald's proudly announces that there are 168 Ronald McDonald houses in 12 countries,this is an example of
A) publicity.
B) creative selling.
C) personal selling.
D) public relations.
E) missionary selling.

Accepted Answer

public relations.

Question 11

Brian works at the local grocery store.His supervisor asked him to use point-of-purchase displays.Brian is to
A) set up a product display so it is located in an area where it will encourage consumers to buy the products.
B) set up a display where consumers can pick out one item free when they purchase a specified product.
C) pass out coupons to customers purchasing the targeted products as they are checking out.
D) set up a table and give out free samples.
E) interview customers as they are considering a purchase of the targeted products.

Accepted Answer

set up a product display so it is located in an area where it will encourage consumers to buy the products.

Question 12

Bill,a qualified prospect,is expressing concerns after hearing Terry's sales presentation.Terry is now at the ________ stage of the personal selling process.
A) prospecting and qualifying
B) presenting
C) approaching
D) handling objections
E) demonstrating

Accepted Answer

handling objections

Question 13

As a start-up company,you need to find ways to reduce promotion costs.Which type of promotion is free?
A) Coupons
B) Gift certificates
C) Free samples
D) Publicity
E) Contests

Accepted Answer

Publicity

Question 14

Coupons,point-of-purchase displays,free samples,and trade shows are examples of
A) advertising.
B) sales promotions.
C) publicity.
D) personal selling.
E) pricing.

Accepted Answer

sales promotions.

Question 15

Questions such as "Could you take delivery Tuesday?" and "Why don't we start you off with an initial order of ten cases?" would most likely be asked during the ________ stage of the personal selling process.
A) presenting
B) handling objections
C) approaching
D) closing
E) prospecting and qualifying

Accepted Answer

closing

Question 16

What is an advantage to the firm when using trade shows as a type of sales promotion?
A) They are relatively inexpensive,and are very effective since the buyer comes to the seller.
B) Coupons may be used to encourage customers to try new products.
C) The displays serve to attract customer attention as they walk through a store.
D) Free samples may be used to allow customers to try a product for a few days without any risk.
E) Contests may increase sales by stimulating buyers' interest in a product.

Accepted Answer

They are relatively inexpensive,and are very effective since the buyer comes to the seller.

Question 17

Dove is introducing a new deodorant.In order to entice customers to purchase the deodorant,a free bar of soap is attached to the package.Which type of sales promotion is Dove using?
A) Point of purchase display
B) Premium
C) Contest
D) Trade show
E) Coupons

Accepted Answer

Premium

Question 18

George is scanning new business listings looking for new customers.George is involved in the ________ step in the personal selling process.
A) closing
B) qualifying
C) presenting
D) approaching
E) prospecting

Accepted Answer

prospecting

Question 19

Algoma Banners set up a booth to display its products and to demonstrate products to customers who have a special interest in its products.Which sales promotion technique were they using?
A) Coupons
B) Premiums
C) Contests
D) Trade shows
E) Point-of-purchase displays

Accepted Answer

Trade shows

Question 20

Major companies have found that without a local or national ________,universal ads don't cause consumers to buy.
A) sales representative
B) marketing office
C) identity
D) sales force
E) advertising campaign

Accepted Answer

marketing office

Quiz 16: Developing and Promoting Goods and Services

In the mid-twentieth century,companies began exporting to other countries when domestic sales stagnated.Companies who chose to adopt a different marketing plan for each country used the

Cartier Partners Financial Inc.builds goodwill by making their public service activities known.This activity is called

________ attempts to build goodwill with customers by performing and publicizing a company's public service activities.

Which type of promotion is outside of the company's control?

Which of the following is not a factor that makes global advertising a difficult proposition?

Which of the following is correct with regard to language differences as a factor in international promotion?

The most negative aspect of publicity is that

Which of the following is a type of sales promotion?

When McDonald's proudly announces that there are 168 Ronald McDonald houses in 12 countries,this is an example of

Brian works at the local grocery store.His supervisor asked him to use point-of-purchase displays.Brian is to

Bill,a qualified prospect,is expressing concerns after hearing Terry's sales presentation.Terry is now at the ________ stage of the personal selling process.

As a start-up company,you need to find ways to reduce promotion costs.Which type of promotion is free?

Coupons,point-of-purchase displays,free samples,and trade shows are examples of

Questions such as "Could you take delivery Tuesday?" and "Why don't we start you off with an initial order of ten cases?" would most likely be asked during the ________ stage of the personal selling process.

What is an advantage to the firm when using trade shows as a type of sales promotion?

Dove is introducing a new deodorant.In order to entice customers to purchase the deodorant,a free bar of soap is attached to the package.Which type of sales promotion is Dove using?

George is scanning new business listings looking for new customers.George is involved in the ________ step in the personal selling process.

Algoma Banners set up a booth to display its products and to demonstrate products to customers who have a special interest in its products.Which sales promotion technique were they using?

Major companies have found that without a local or national ________,universal ads don't cause consumers to buy.