1) ___________ are more appropriate when different customer groups have unique needs upon which sales persons must specialize.

a) Geographically organized sales forces

b) Customer-based sales force organizations

c) Product-based sales force organizations

d) Functional sales force organizations

2) Which of the following is not a weakness of radio as an advertising medium?

a) Radio provides a captive audience while listeners are traveling, commuting, or stuck in traffic.

b) Markets can be fragmented, particularly in larger metropolitan areas, requiring the use of multiple radio stations to reach the desired audience;

c) Messages are temporary, lost as soon as they are aired. The ad must be repeated multiple times.

d) All of the above are weaknesses of radio advertising.

3) Government agencies allow consumers to initiate transactions with government agencies, such as when they pay their taxes, pay traffic fines, or renew automobile registrations via the Internet. The online marketing domain involved is ____________ .

a) B2B

b) B2C

c) C2C

d) B2G

e) C2G

4) The advantages of publicity include:

a) Publicity is generally free

b) Publicity is generally viewed as more credible because it originates from an independent source

c)Publicity is always positive

d) Good publicity can be used to replace most other communications tools employed by firms

e) a and b above are correct.

5) ________ is often considered to be sales promotion directed at intermediaries because the cost of the intermediarys advertising is shared in part by the manufacturer

a) Spiff

b) Push money

c) Vertical cooperative advertising

d) Contests.