According to your instructor, why do telemarketers keep calling you during dinner to sell you things you don't want even though everybody will tell you that they dislike telemarketers.
All of these are reasons
According to your instructor, the world is quickly becoming a place where companies that fail to ____________ will find themselves at a disadvantage in terms of reaching customers and finding good employees?
Promote diversity
According to the material presented in class, which of the following is a selling situation?
All of the above
According to the discussion in class, which of these is a reason consumers frequently give to justify unethical consumption?
Everybody does it
According to you instructor, why are sales teams becoming more popular in personal selling?
Because it increases the number of potential employees for a sales organization.
According to your instructor, the first thing to do when a customer asks a difficult question during the sales presentation is to?
Validate the objection
____________ is the marketing function that evaluates public attitudes, identifies areas within the organization the public may be interested in, and executes a program of action to earn public understanding and acceptance?
Public Relations
The ____________ stage of the personal selling process involves making sure that any promises made to the customer are kept in order to develop a relationship with the customer.
Follow-up
______________ is a purchase situation involving a paid-for communication between two people in an attempt to influence each other?
Personal selling
___________ is defined as achieving conventional goals with unconventional methods, such as investing energy instead of money?
Guerilla Marketing
The ___________ sales presentation format involves asking a series of questions hoping that one of them will appeal to the customer?
Stimulus response
A _______________ is a public relations activity where companies provide financial support to help fund an event in return for publicized recognition of the company's contribution
Sponsorship
The ______________ approach to social responsibility in business believes that a company is has obligations to the environment as well as the general public?
Societal responsibility
____________ is the marketing function that evaluates public attitudes, identifies areas within the organization the public may be interested in, and executes a program of action to earn public understanding and acceptance?
Public relations
_____________ is an ethical perspective that believes the motive behind a behavior is more significant than the outcome of the behavior?
Moral idealism
The ___________ sales presentation format, frequently used with inexperienced sales representatives involves memorizing a standardized sales presentation?
Formula Selling
The __________ stage of the personal selling process involves asking for the order?
Close
________________ is any form of nonpersonal communication about an organization, a good, a service, or an idea by an identified sponsor?
Advertising
The ______________ approach to social responsibility in business focuses on obligations to those who can affect a company's ability to achieve its objectives?
Stakeholder responsibility
The ______________ approach to social responsibility in business believes that a company is only responsible to its stockholders?
Profit Responsibility
Advertisers frequently engage in ___________ where they exaggerate the benefits of the product without actually making a false claim about the product?
Puffery
The major advantage of ____________ is that it allows salespeople to spend less time doing paperwork and more time in front of customers?
Sales force automation
One of the difficulties in determining ethical behavior in marketing is that ____________; the clandestine collection of trade secrets or proprietary information is both illegal and unethical; while collecting marketing intelligence about your competition
Economic Espionage
Unlike a product advertisement, an institutional advertisement may have __________ as an objective?
Advocacy
After the superbowl football game, Mark got a phone call from a Polling organization. The person on the phone read a list of all comercials that ran during the game and asked Mark if he remembered seeing each one. This is an example of a(n) ______________
Aided recall
The thing that distinguishes advertising from public relations is that advertising communications are ____________?
Sent over a medium
The ___________ stage of the sales process deals with creating the opportunity to make your presentation to the appropriate person?
Prospecting
As a rule, when it comes to choosing between advertising media, the higher the _________, the higher the cost?
Bandwidth
The goal during the __________ of the personal selling process is gain the customer's attention and build the foundation for the sales presentation?
Approach
One of the advantages of ________ as an advertising medium is that it is a relatively inexpensive way to reach local markets with time-sensitive ads?
Newspapers
One of the techniques used during the _________ stage of the personal selling process is to assume that the customer will place an order and begin to discuss the details of the order?
Close
When using the consultative approach to selling, the second part of the _____________ stage of the personal selling process involves developing a proposed solution to the customers need?
Presentation
When using the _____________ approach to selling, the salesperson will ask questions in order to better understand what problem the customer is trying to solve with the purchase?
Consultative selling
When using the ______________ approach to selling, the salesperson will encourage the customer to make a decision quickly, so that the customer doesn't have a lot of time to think things over or to change his or her mind?
High pressure
The Foreign Corrupt Practices act of 1977 makes it illegal for U.S. businesses to __________ foreign government officials, even if it is the custom do to so that country?
Bribe
Sometimes a customer will ask questions during a sales presentation that may suggest the customer does not want to buy the product. The salesperson needs to deal with these ___________ before continuing with the presentation?
Objections
The objective of an advertisement for a product in the introductory stage of the product life cycle is probably ___________?
informing
Two powerful influences on a company's ethical culture are its code of ethics and _____________?
The behavior of the people in the company
When discussing the ethical/legal framework for evaluating marketing decisions in class, it became apparent that the most difficult decisions deal with issues that are _________ and ________?
unethical, legal
One of the ethical issues in marketing is establishing what is a fair price. Some pharmaceutical companies charge very high prices for life-saving drugs because they need to recover the massive amounts of money needed to bring a new drug to market. While
Legal, ethical
One of the ethical issues in marketing is that some market segments, such as children or the elderly, may not fully understand the choices they are being asked to make. What is the proper approach to marketing to these ___________?
Vulnerable groups
What do we mean when we speak of advertising 'campaigns'?
A series of advertisements in one or more media to achieve a specific objective for a limited time.
Which of the following is an inside sales job?
All of these are inside sales jobs:
- The salesman who helps you to select a television at Circuit City.
- The teller who cashes your check for you at Bank of America.
- The counter person who asks if you would like fries with that at McDonalds.
- The person who sits at the information desk at Borders bookstore.
Which of the following statements about publicity is FALSE?
Good publicity doesn't cost the marketer any money
The primary audience for press kits is?
Reporters
Which of the following is one of the three primary roles for a salesperson as discussed in class?
New Customer Development & Generating transactions
The first step in developing an advertising program is?
Establish goals for campaign
The thing that distinguishes advertising from personal selling is that advertising communications are?
Mass communications
The premise behind sales teams is that?
It is difficult to find one person who has all of the skills it takes to be a good salesperson.
What do we mean when we speak of ad 'clutter'?
There are so many advertisements out there that it is hard for marketers to get people to notice their ad
Which of the following services is a full-service advertising agency likely to provide?
All of these - that is why they call it a full-service:
- Internet marketing Incorrect
- Advertising development Incorrect
- Fulfillment services Incorrect
- Public relations Incorrect
e. agency Correct
BruceCo is planning to introduce a new line of blended coffee for amateur athletes. In addition to running newspaper advertisements, BruceCo wrote a press release describing the new product and its benefits. The press release was sent to local newspapers
Publicity
BruceCo is introducing a line of coffee for amateur athletes. They feel that the coffee will have the most appeal for men, aged 25-50, who run three times a week and are likely to participate in one or more races each year. Which advertising medium might
Magazine
BruceCo decided to introduce a new blend of coffee in its wildly popular coffee shops. The plan was to introduce the new blend with a series of local television ads on the evening news because people who watch the news are more likely to be premium coffee
An Advertising campaign
BruceCo introduced a new blend of coffee for amateur athletes. To encourage people to try the new product, the company ran advertisements in the local newspaper. People could cut out the advertisement and bring it in to the store for a free cup of the new
Coupon
Coors light ran a series of beer advertisements where footage of Bill Walsh, the former head coach of the San Francisco 49ers, taken from press conferences was edited to make it appear that he was answering questions about beer asked by intoxicated fans.
Humor
The "Wheel of Fortune" is a game show that has been running on television for a long long time. In order to encourage people to watch the show the producers allow people to go online and create a Spin ID. Sometime during the television show, a spin ID num
Contest
Mickey was hired by Metropolitan Life Insurance Company as a sales representative. The first task was to generate a list of 100 close friends and relatives who might be interested in talking about life insurance. This is an example of the ____________ pha
Prospecting
An advertisement for Wishbone Salad Spritzers demonstrates that you can spray salad dressing on your salad and tells you there is only one calorie per squirt. The objective of this product ad is probably__________?
Informing
Lindsay Wagner, the Bionic Woman of television fame, appears in advertisements for the Sleep Comfort Adjustable bed. In the advertisement, she explains how the ability to change the level of firmness in the mattress has changed her life. This is an exampl
Testimonial
In the California general election, it is not unusual for a company to run an advertisement for/against a proposition stating that the proposition is good/bad for the economy and a waste of tax dollars/source of tax revenue. The objective of these institu
Advocacy
After the superbowl football game, Mark got a phone call from a Polling organization. The person on the phone asked Mark which commercials he remembered seeing during the Super Bowl. This is an example of a(n) ________________ test of advertising effectiv
unaided recall