You need to choose the right answer from the following MCQs:

1. The AIDA model consists of four promotion jobs:

a. Getting attention, building intrigue, arousing desire, and obtaining action.

b. Becoming aware, holding interest, arousing desire, and providing assistance.

c. Getting attention, holding interest, creating demand, and obtaining action.

d. Getting attention, holding interest, arousing desire, and obtaining action

2. Jeffrey O'Donnell works for a producer of dairy products and knows all about these products. He is responsible for only two very large chain customers. Other sales reps, like Jeffrey, call on other large chains for this producer. They regularly call on the central offices of these big retail chains and encourage them to buy the company's full line. Jeffrey is:

a. A missionary salesperson.

b. A member of his company's major accounts sales force.

c. A retail order taker.

d. A manufacturers' agent

3. Which of the following statements BEST describes advertising?

a. Advertising tries to attract attention to the firm and its offerings without having to pay media costs.

b. Advertising is any unpaid form of non-personal presentation of ideas, goods, or services.

c. Advertising must be paid for, while another form of mass selling-publicity-is free.

d. Advertising is the main form of personal selling which includes the use of traditional media as well as new media.

4. What are some ethical concerns raised by direct-response methods?

a. Harvesting trees, telephone solicitations, door-to-door sales, and junk e-mail

b. Telephone solicitations, privacy issues, texting solicitations, and junk e-mail

c. Harvesting trees, privacy issues, door-to-door sales, and junk e-mail

d. Harvesting trees, telephone solicitations, junk e-mail, and privacy issues

5. Budgeting for marketing expenses by computing a percentage of forecasted sales:

a. Is especially suitable for new products.

b. May lead to a drop in marketing expenses when the firm wants to maintain or expand sales.

c. Is very complicated--and thus this method is not used very often.

d. Always results in an increased expenditure level from year to year.

6 Clearwater Office Supply sells frequently purchased office supplies to businesses in a metropolitan area. It is well established with a large share of the market. Its promotion should probably focus on:

a. Reminding.

b. Stimulating primary demand.

c. Informing.

d. Innovators.

7. A pharmaceutical company plans to introduce a new brand of pain reliever targeted at senior citizens. The company purchases a mailing list containing the names and addresses of elderly people who are known to take pain relievers on a regular basis to deal with chronic ailments such as arthritis. The company then sends informational brochures about the new product to the people on the list, along with a coupon they can return to get a free sample. The names of the people who respond are entered into a special database and are sent information about other products. This company is engaged in:

a. Publicity response.

b. Personal selling.

c. Direct-response promotion.

d. Decoding response.

8.Allied Corp. has found that an effective salesperson should call on each account about six times a year and spend about two hours per sales call. Every salesperson works a 40-hour week and takes off two weeks for vacation each year. A salesperson must spend half of the time on travel and administration. Approximately how many salespeople does Allied need to service 500 accounts?

A. 12

B. 30

C. 2

D. 6

9. Which of the following statements BEST describes good salespeople?

A. Good salespeople are born with inherent selling traits and need little training.

B. All salespeople need training in order to be good at sales.

C. Good salespeople learn best with interactive Web training programs.

D. Good salespeople should get acquainted with the firm's best customers immediately upon hire.

10. New hardware and software available to salespeople:

A. change the basic sales tasks that must be performed, but do not change how well the tasks are done.

B. Involve no costs to the firm except the purchase of the hardware and software.

C. Do not provide any new ways to meet customer needs.

D. May provide a real competitive advantage to a firm if they are used properly.

Answer rating: 100% (QA)

1 D 2 A ... View the full answer