Quiz Ch 12 BA_1301

Which of the following statements describes an advantage that personal selling has over other forms of promotion?

-The sales message can be varied according to the motivations and interests of each prospect. -Personal selling can be directed only to qualified prospects. -Personal selling costs can be adjusted by controlling the size of the sales force. -Personal selling is considerably more effective at creating a satisfied customer than other forms of promotion.

In August 2006, the manufacturer of Cross pens introduced the golden toned Verve pen as featured in the Stormbreaker film. In James Bond fashion, the Cross pen serves as one of the key gadgets in the film. The use of the Cross pen is an example of:

product placement

The _____ is the combination of advertising, personal selling, sales promotion, and public relations used to promote a product.

promotional mix

_____ is the act of informing, persuading, and reminding the target market about a product.

Promotion

Roy Petrie is a flower wholesaler. He buys fresh flowers from countries in South America, divides the large batches into small bunches, and delivers them to independent florists. This process is called:

breaking bulk

The goal of all promotion is to stimulate action.

true

Channels of distribution make distribution easier by performing all of the following functions EXCEPT:

production

A distribution channel is a series of marketing entities through which goods and services pass on their way from producers to end users.

true

For most corporations, physical-distribution activities are usually the responsibility of the marketing department.

true

Types of promotional goals include creating awareness, increasing the use of products, and identifying potential customers.

true

Which of the following is NOT an element of the promotional mix?

distribution

What is the final step in the selling process?

following up on sales

Which goal are airlines trying to achieve when they use frequent flyer programs, which give customers points that can be redeemed for free travel, rental cars, and other merchandise?

increase the amount and frequency of use

Leon Georges works in the warehouse for a manufacturer of air-purification systems. He is responsible for the transportation of metal components, preformed plastic, etc. used to manufacture the systems as well as the efficient movement of the finished systems from the manufacturing facility to the warehouse to distribution trucks. Georges is involved in:

distribution

Agents are sales representatives for manufacturers or wholesalers and usually are hired on a commission basis.

true