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Why does the sales demonstration step of the strategic/consultative personal selling model represent an important advantage as a promotional tool?
It involves the prospect's senses.
Building on the notion of customer relationship management (CRM), __________calls for treating different customers differently.
1 to 1 marketing
Which of the following is the term used to identify an employee who is sent from his or her home country to work abroad?
An expatriate
A coupon included with a 12-pack of Pepsi offering a free bag of Doritos would be an example of which of the following?
Cross coupons
Which of the following steps in the strategic/consultative selling model requires a general understanding of buyer behavior, collection of consumer information, and building a list of potential customers?
Customer strategy
Which of the following is the first step in the strategic/consultative selling Model - the commitment to the marketing concept and to a role of helping customers?
Develop a personal selling philosophy.
Why is product placement in television programming more effective than traditional television advertising?
Fewer viewers are being exposed to television advertising.
________ enable(s) viewers to order products from home shopping channels, choose different camera angles during sports broadcasts, vote during audience participation shows, or order samples of advertised products.
Interactive television (ITV)
A buy-one-get-one sales promotion is considered which of the following?
Nonprice promotion
Which of the following is a unique kind of brand exposure by arranging for branded products to appear in television programs or movies?
Product placement
What is the primary purpose of the catalog in an integrated marketing communication (IMC) strategy?
Product sales
News media has recently captured a photograph of the Pope wearing Serengeti sunglasses. This is an example of which of the following?
Publicity
The naming rights of India's Maharashtra Cricket Stadium in Mumbai was recently sold to Indian conglomerate Sahara India Pariwar. This is an example of which of the following?
Sponsorships
What is the purpose of the strategic/consultative selling model?
To provide a checklist for sales personnel.
Which of the following is designed to increase product availability in distribution channels?
Trade sales promotions
In the United States, ninety percent of all coupons are distributed in a printed ride-along vehicle known as ________.
a free-standing insert (FSI)
An American salesperson is living and working in Germany for British Airways. This person is ______________________.
a third-country national
Most companies today attempt to establish a hybrid sales force through ________.
balanced approach
In which step of the six-step presentation plan does the sales person ask for the sale?
close
In comparison to mass marketing, one of the main benefits of direct marketing is the company's ability to __________.
collect consumer data
________ is/are a form of paid television programming in which a particular product is demonstrated, explained, and offered to viewers who call a toll-free phone number shown on the screen.
infomercials
On a worldwide basis, Red Bull provides cans of Red Bull to young people on college campuses and at sponsored events. This strategy of sampling is called ___________________.
point of use sampling
Which of the following choices provides the best specific market and cultural knowledge as a member of the sales force?
Host-country national
In Mumbai, an Indian conglomerate built a luxurious hotel that operates under the Hilton name and "flag." This is an example of which of the following personal selling approaches?
Management-only agreement
Which of the following is considered traditional support media to a direct mail campaign?
Out-of-home (OOH) advertising
