General Aviation Marketing And Management 1st Edition Bruce D. Wells, Alexander T.; Chadbourne - Solutions

Unlock the full potential of your studies with our comprehensive resources for "General Aviation Marketing And Management 1st Edition" by Bruce D. Wells and Alexander T. Chadbourne. Access a wide range of solutions, including an online answers key and solution manual, to tackle even the most challenging questions. Our solutions PDF offers step-by-step answers and solved problems, perfect for understanding test bank questions and chapter solutions. Whether you're an instructor seeking a manual or a student in need of textbook guidance, find all the answers you need. Enjoy the convenience of a free download for all your educational needs.

How are the basic business philosophies or orientations of a major consumer products firm such as General Mills or Nestlé and a small entrepreneurial start-up in a fast-growing, high-tech industry likely to differ? What are the implications of such philosophical differences for the role of
As the small entrepreneurial firm described in question 1 grows larger, its market matures, and its industry becomes more competitive. How should its business philosophy or orientation change?Why?
What role should marketing managers play in helping to formulate business-level (SBU) strategies in a large diversified firm such as General Motors? What kinds of information are marketers best able to provide as a basis for planning? Which issues or elements of business-level strategy can such
What business(es) should the firm be in?
What customer needs, market segments, and/or technologies should be focused on?
What is the firm’s enduring strategic purpose or intent?
What performance dimensions should the firm’s business units and employees focus on?
What is the target level of performance to be achieved on each dimension?
What is the time frame in which each target should be attained?
What human, technical, or other resources or competencies available to the firm provide a basis for a sustainable competitive advantage?
How can the firm achieve a desired level of growth over time?Can the desired growth be attained by expanding the firm’s current businesses?
Will the company have to diversify into new businesses or product-markets to achieve its future growth objectives?
How should the firm’s limited financial resources be allocated across its businesses to produce the highest returns?
Of the alternative strategies that each business might pursue, which will produce the greatest returns for the dollars invested?
What competencies, knowledge, and customer-based intangibles (e.g., brand recognition, reputation) might be developed and shared across the firm’s businesses?
What operational resources, facilities, or functions (e.g., plants, R&D, salesforce)might the firm’s businesses share to increase their efficiency?
The Kelly Bottling Company, located in a large metropolitan area of some 5 million people, produced and marketed a line of carbonated beverages consisting mainly of flavored soft drinks (not including colas), soda water, and tonics. They were sold in different types of packages and sizes to a wide
Which diversification strategy is illustrated by each of the following acquisitions? What synergies or benefits might each purchase produce?a. A packaged food company’s acquisition of a fast-food company that features hamburgers and french fries.b. A large retailer’s purchase of an interest in
Critics argue that the BCG portfolio model sometimes provides misleading advice concerning how resources should be allocated across SBUs or product markets. What are some of the possible limitations of the model? What might a manager do to reap the benefits of portfolio analysis while avoiding at
Compare and contrast the prospector and low-cost defender business strategies discussed in this chapter on each of the following strategic dimensions:a. Scope.b. Objectives.c. Deployment of resources.d. Sources of synergy.
The 3M Company’s Industrial Tape SBU pursues a differentiated defender strategy in an industry where both the basic technologies and the customer segments are relatively mature and stable. Is the objective imposed by top management of obtaining 30 percent of sales from products introduced within
If you were the general manager of the 3M Industrial Tape SBU discussed in question 2, which objectives would you argue are most appropriate for your business unit in view of its strategy and its external environment? Why?
You are the marketing manager for a generic products division of a major pharmaceutical manufacturer. Your division uses the corporation’s excess manufacturing capacity to produce generic prescription drugs—drugs whose patents have expired and can thus be manufactured by any company that wishes
The promotion mixa. consists totally of advertising and personal selling.b. is highly standardized by industry.c. is comparatively easy to design once the total promotional budget is established.d. is a highly individualized decision area.
Ace Aviation is quite adept to planting commercially significant news items in the mass media. This firm is employing r.a. advertising. wT~p\iblicity.b. sales promotion. \Lxireative advertising.
Any paid form of nonpersonal communication about an organization, product or service by an identified spon-/f^sohis called:( \a. Advertising.c. publicity.resales promotion.d. public relations.
U.S. corporations annually spend an average of percent of each sales dollar on advertising.a. 1c. 6b. 3d. 10
Focusing an aircraft firm's advertising on the name and prestige of the company is called advertising.a. pioneeringc. institutionalb. competitived. product
An aircraft manufacturer's magazine ad stressing its aircraft advantages is an example ofa. competitive.c. primary.b. pioneering.d. institutional.
The best approach to determining the advertising budget isa. setting the budget as a percentage of annual sales.b. setting the budget at a level comparative with competition.c. the amount necessary to meet the proposed objectives.d. to wait and see how much profit the firm will make.
Advertising agenciesa. are specialists in planning and handling mass selling details.b. are the advertising departments of large corporations.c. are specialists in publicity.d. are generally not needed by large corporations since large corporations have in-house expertise.
The effectiveness of an advertising message can be measured by how well ita. is believable.b. attracts the identified target markets' attention.c. is related to the long lead time required of television copy.d. both a and b are correct.
The primary advantage of newspaper advertising isa. its good reproduction quality.c. its good local market coverage.b. the long lead time required to change copy.d. the lack of competition with other ads.
An effective medium for reaching a general audience in a specific locale isa. magazines.c. direct mail.b. trade journals.d. billboards.
The big disadvantage of using television isa. relatively inexpensive.c. cost.b. inability to present lengthy advertising copy.d. lead time for developing copy is short.
Simmons Flight School is offering a trial flight as an inducement for enrolling in its flight program. This is an example ofa. sales promotion.c. advertising.b. publicity.d. seeking potential customers.
Which of the following steps in the selling process should come first?a. qualifying prospectsc. approachb. preapproach flti^seek potential customers
Anticipating buyer resistance and developing effective responses definesa. closing.c. follow-up.b. handling objections.d. approach.
Criteria used in seeking prospective corporations for the business aircraft includea. two or more persons traveling together.c. financially stable.b. trips in excess of 150 miles one-way.d. all of these statements are criteria.
Probably the best and most professional method for an aircraft salesperson to use in securing an interview is ersonal letter followed by a telephone call.c. direct personal contact, telephone call.d. none of these methods.
The unstructured approach to a sales presentation isa. not generally used by business aircraft salespersons.b. used when the needs of the prospect are obvious.c. actually a canned sales presentation.d. a problem solving approach.
The format for the organized approach to a sales presentation is best represented by which of the following?a. attention, interest, desire, and closingb. attention, desire, interest, and closingc. attention, interest, convincing, desire, and closingd. attention, convincing, interest, desire, and
Which of the seven steps in the selling process is considered the most important and the most difficult?a. follow-upc. handling objectionsb. closingd. approach
Which of the following two methods of determining the promotional budget are the most popular?a. percentage of net sales/objective-and-task approachb. investing for future profits/percentage of net salesc. percentage of net sales/units-of-sales methodd. matching competitors/objective-and-task
All of the following are closing techniques excepta. alternate choiceb. decision on minor pointc. answering sincere objectionsd. assume the prospect is ready to buy
All of the following will help small FBOs stretch their promotional budget excepta. reducing fuel prices by 8 cents per gallonb. use reprints of a print advertisement as a direct mail piecec. repeating the same ads at predetermined intervalsd. use only media which give almost 100% geographical
An effective message accomplishes all the following excepta. presented in an understandable wayb. is believablec. attracts the target markets attentiond. identifies those markets with insufficient potential
An effective medium for reaching a general audience in a specific locale economically is advertising.a. newspaperb. special interest magazinesc. televisiond. trade journals
Measuring the effectiveness of advertising is difficult because of all the following factors excepta. other aspects of marketing influencing salesb. competitive advertisingc. delay in responsed. limited advertising budget
A sales promotion activity which generates new leads, maintains customer contacts, and helps introduce new products and services describesa. demonstrationsb. point-of-purchase promotionsc. trade showsd. follow-up after the sale
Establishing a good relationship, reassuring customers, and handling questions describes which step in the selling process?a. approachb. closec. preapproachd. follow-up
Which of the following statements about answering objections to buy is false?a. objections throw light on the prospects thinkingb. objections should be welcomed by the salespersonc. most objections by prospects are really excuses and are best dealt with in that lightd. objections can be answered in
Advantages of using the telephone to initially contact the prospect include all of the following excepta. saves time over direct persona! contact Jb. is more professional(cy will assure the salesperson an interviewd. increases productivity of the salesperson
The promotion mix includes two components: advertising and sales promotion.T F
A major disadvantage of advertising is the lack of immediate feedback.T F
Publicity is any unpaid form of nonpersonal communication about a product or service.T F
In contrast to personal selling, advertising takes a "rifle-like" approach rather than a "shotgun" approach.T F
Advertising agencies sometimes handle the overall marketing planning for a small FBO.T F
Define sales management. LO4
Distinguish between sales management and other management functions within an organization. LO4
Explain the purpose of establishing sales objectives. LO4
Describe the process of determining manpower requirements. LO4
List some of the questions which must be answered in developing a job analysis. LO4
List the elements which must be included in preparing a job description. LO4
Describe three potential sources in recruiting sales personnel. LO4
Discuss ten characteristics which must be evaluated in selecting a salesperson. LO4
Summarize some of the major areas to be considered in a typical on-site training program for a new aircraft salesperson. LO4
Describe the three basic methods of compensating salespersons. LO4
Discuss the five primary areas of salesperson's activities which require supervision. LO4
Describe the two basic methods of evaluating a salesperson's performance. LO4
What is sales management? How does it differ from flight or maintenance management? LO4
Discuss the importance of establishing sales objectives. LO4
How is the size of the sales force determined? What are some of the questions a sales manager must answer in determining manpower requirements? LO4
What is a job analysis? Describe some of the questions which must be answered in preparing a job analysis. How does a job description differ from a job analysis? What are some of the considerations which must be addressed in preparing a job description? LO4
Discuss several potential sources of salespersons. Design a classified advertisement for a junior salesperson. Describe some of the common steps in the selection process for new salespersons. In interviewing a potential candidate for a sales position, what are some of the characteristics an
Give some of the major topics covered in a typical three-week on-site training program for a new aircraft sales representative. What are the three basic ways of compensating salespersons? What is the adjusted gross profit for a new airplane sale? a used airplane sale? What are some other important
Sales managers supervise their personnel in five primary areas. What are they? What is the daily sales call planning chart? Distinguish between evaluation of quantitative and ualitative performance of sales representatives. What are quotas? What are some other 0% J\"y^]p t(J^^ethods used in
The objective of institutional advertising is to sell a product or service to a final user.T F
A brochure sent to a business aircraft owner who recently had its aircraft serviced is an example of 6 reminder advertising, T F
A common approach to setting an advertising budget is to base the budget as a percentage of last wyear's sales.T F
The message in a flight school's advertisement is call the copy. T F
Magazines and trade journals are some of the fastest growing media. T F
Most advertisements use both language and visual messages. T F
Special interest magazines like Flying are useful to "zero-in" on target markets. T F
The big disadvantage of billboards is their extremely high cost per location. T F
Pretesting advertising effectiveness can be useful in determining recall, and uniqueness of an adver- tisement. T F
Improving name recognition through imprinting T-shirts is an example of publicity. T F
The objective of the preapproach stage in the selling process is to search for potential customers. T F
The endless-chain method of prospecting is used at the end of an unsuccessful sales interview to se- cure the names of potential prospects. T F
A fact finding interview is a major characteristic of the organized approach to a sales presentation. T F
Determining the prospects primary buying motive arouses desire to purchase. T F
Objections should be welcomed as a chance to get the prospect involved in the interview. T F
Spending all the firm can afford is the most logical approach to determining the size of the promotional budget. T F
The principal problem of using the objective-and-task approach to determining promotional budgets is the danger of being too ambitious. T F
Sales promotion activities include the use of mass media like radio. T F
Publicity like advertising is a nonpersonal presentation of an idea or product. T F
Commissions allowed by media to advertising agencies are usually 15% of the cost of advertising. T F
One of the functions of advertising agencies is to create and produce direct mail pieces and other col- lateral material. T F
Pioneering advertising tries to promote a specific company's product or service. T F
In practice, firms usually do pioneering or competitive advertising and institutional advertising simulta- neously. T F

Showing 2300 - 2400 of 4121

First
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
Last

General Aviation Marketing And Management 1st Edition Bruce D. Wells, Alexander T.; Chadbourne - Solutions

Step by Step Answers