MKTG 321 Test 3

Which of the following lists forms of competitive advertising?

Comparative, reminder, reinforcement

Which of the following is an example of a trade sales promotion method?

Free merchandise

As Will reads the copy for South Beach Hotel's upcoming magazine ad in Southern Living, he worries that no one will spend the time to read all the details of the facilities his resort has to offer. Wanting to have the greatest impact, Will focuses his creative efforts on the

Headline

_______________ is digital advertising that matches the appearance and purpose of the content in which it is embedded.

Native Advertising

Which of the following is not a public relations tool? a. Company magazine b. Annual report c. News release d. Product sample e. Feature article

Product Sample

As a promotional strategy, using coupons strives to achieve all of the following except a) show how a product is used. b) increase sales volume quickly. c) introduce new package sizes. d) prompt trial usage of a new product. e) attract repeat users.

Show how a product is used

The step of the personal selling process in which a salesperson contacts a potential customer is called a) making the presentation. b) cold calling. c) the preapproach. d) the approach. e) prospecting.

The approach

When a company promotes its position on a public issue, this is specifically referred to as ____ advertising.

advocacy

Kayla is the owner of a group of women's clothing stores located throughout the Midwestern United States. Recently, she made a large purchase from a leading clothing manufacturer, and was given ____, which is a gift to a retailer who purchases a specified quantity of merchandise.

dealer loader

Increasingly, inside salespersons manage ___________________ and outside salespersons are more _______________.

digital approaches to sales; relationship oriented

The last stage in the development of any advertising campaign is

evaluating the effectiveness of advertising

You are conducting interviews for new sales representatives for your manufacturing firm. You are primarily looking for candidates that you feel can be successful at assisting your wholesaling customers sell to their customers. Which of the following types of sales representatives are you looking for primarily?

missionary sales rep

The two major types of product advertising are

pioneer and competitive.

The "Got milk?" print campaign is advertising that stimulates demand for a ____, known as ____ advertising.

product category; pioneer

If used on an ongoing basis, _____________ can ​reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

rebates

Sales objectives can do all of the following except a) serve as a deterrent both to salespeople and their clients. b) give the sales force direction and purpose. c) serve as a standard for evaluating salesperson performance. d) let the sales force know what is expected of them. e) help to control the sales force.

serve as a deterrent both to salespeople and their clients

Reinforcement advertising is primarily targeted at

the current users of a particular product.

Sales force objectives are generally established for

the total sales force and for each salesperson.