Advertising Questions

Six Stages of New Product Development

1. Idea generation 2. Screening and evaluation 3. Business analysis 4. Prototype development 5. Market testing 6. Commercialization

Reilly is feeling very angry. He worked so hard on his presentation, and when he showed it to his boss at her request, she had so many edits and revisions that reilly had to secretly count to 10 to avoid yelling at her. What interpersonal skills should reilly work on to improve his work habits?

Accepting criticism

The video game that Iku's company developed and released last year has not been selling well. Iku has been tasked with reviewing the game to decide if improvements could be made or if the game should be pulled off the market entirely. What stage of the consumer adoption process is Iku working on?

Adoption/rejection

When does a sales person generally move in to close the deal?

After answering objections

What term best describes the attempt by marketers to encourage customers to associate a product or brand with a certain feeling?

An emotional appeal

What term BEST describes a stimulus that sparks the awareness of a need outside of the consumer?

An external stimulus

Amela is starting to feel sleepy during the middle of her workday. She decides to buy a cup of coffee and a candy bar to wake up. Amela has just experienced what type of stimulus?

An internal stimulus

What term best describes the physical feeling that brings the consumers attention to a current need for a product or service?

An internal stimulus

In 1926, what position did Nedda McGrath became the first female to hold?

Art director

Chloe has just been hired as a sales agent for a shoe company. She is trying to gain some new accounts and is trying to find the right person to talk to potential lead companies. What letter of the BANT tool is chloe working on in her new job?

Authority

Tina has a list of potential leads for her company services. She wants to qualify the list to determine which of them are likely to make a purchase, while rolling out those leads that have a small chance of turning into a paying customer. What sales tool can Tina use to help her with this task?

BANT

What is a good sales tool that sales people can use to qualify leads?

BANT

What term best describes a feeling of regret experience soon after making a purchase?

Buyers remorse

As Khan is giving his sales presentation, his potential customer asks questions after almost everything he says instead of waiting for the end of the presentation. What term best describes this more interactive selling?

Collaborative selling

What is the final stage of a new product development?

Commercialization

Samir is having many problems with his current marketing team. There seems to be a lot of mistakes and misunderstandings between the team members which is leading to a lot of conflict and hampering the teams ability to perform well. What characteristic is Samir's team most likely having trouble with?

Communication

What term BEST describes an employee's ability to perform their job effectively?

Competence

What term best describes the target markets knowledge of the products existence?

Consumer awareness

Lee is working on a product launch for a new kids computer. She focuses her advertising efforts to inform the consumer about the new products features, value, and price. What term best describes Lee's efforts to educate consumers about her product?

Consumer education

The understanding that keeping existing customers is less expensive than attracting new ones is at the heart of what marketing concept?

Customer relationship management

Dia is a model employee. She never arrives to work late, in fact is always a little early. She make sure to work to the end of each workday, never leaving early unless she clears it with her supervisor. What employee characteristic BEST describes DIA?

Dependability

Ash has just been hired as a sales person and wants to use the BANT tool to gather more information for a potential lead. What could Ash do first to qualify a potential lead?

Discovery call

Kai has just been hired as a sales person for a clothing company and is ready to hit the ground running and start calling customers to try and sell them clothing. What term best describes the call Kai is ready to make?

Discovery call

Kelli has a website on what she sells baby blankets and hats that she nets. She has just received a contract from Walmart to sell her stock of baby items and their baby section. What inventory control strategy is Kelli using?

Dual distribution

Emma is studying for her real estate license and decides to go online to find some extra practice exam questions. She finds a website that has a few practice questions but she wants more. She notices that she could sign up to be a member for free to gain access to actual practice exams, so she inputs her email address. A few days later, her inbox is full of emails of sales pitches from the company to buy their practice books and even more practice exams. What marketing strategy has the company employed?

Email marketing

T/F: Marketers only use ads that appeal to positive emotions

False

T/F: The individual approach to measuring team performance facilities strong bonds amongst team members

False

Tomas is working on a sales budget for a new snowboard his company is currently developing. He is trying to calculate how many sales of the snowboard his company expects to make and how much revenue and profit will be made from the sale of each snowboard. What term best describes the calculations that Tomas is making?

Financial projections

What term best describes a group of people selected from the products target market to provide opinions and feedback on the product concept?

Focus group

What term BEST refers to an invisible barrier that prevents women from advancing in a career path, despite being qualified for higher positions?

Glass ceiling

Tyler's supervisor has just come to his office with an advertisement in her hand. It was for a competing product that was priced lower than their product. Tyler was surprised since his company had just released their product a few months ago! What stage of a products lifecycle is Tyler's product in?

Growth

Kareem has been a graphic designer for about 10 years and really wants to be promoted to our Director. He knows one of the art directors on his team is going to be retiring at the end of the year. Kareem approached his supervisor Debbie about the promotion. Debbie told Kareem that she would consider giving him the promotion only if he met her for coffee. What term best describes what Kareem might be a victim of?

Harassment

What term BEST describes those benefits that have no monetary value but are still perceived as valuable by employees that may include time off from work, more flexible schedules, or more frequent breaks?

Intangible incentives

Tai has been successfully selling custom built wood furniture to friends and family and decides to expand the business and increase the amount of furniture. Tai suits become overwhelmed with the amount of inventory and needs help selling it. Who would best be able to help Tai sell the furniture?

Intermediary

What process can help a company minimize waste?

Inventory control

Liam has just been hired as a sales person at a glass company. He notices that there is a new construction site down the road, and he thinks they might be a potential customer. What term best describes a potential customer who the company or sales person has identified as being likely to purchase a product or service?

Lead

Jamey is working on a marketing campaign for a cough medicine. It is advertisements he plans to detail how effective the medicine is in treating a cough by highlighting the most important ingredients in the medicine that will inform customers how strong it is. What persuasive appeal is Jamey using in his marketing campaign?

Logos

What term best describes the process gives a company the opportunity to evaluate the effect of its product and marketing strategy on its target market without taking the financial risk of distributing it on a mass scale?

Market testing

While shopping for new clothes online a trendy clothing stores website, Ethan receives a coupon for 15% off but I just in putting his name and email address in to their server. What did the store use to gain Ethan's information?

Marketing information system

During what stage of a new product lifecycle does a company's product sales begin to decline?

Maturity stage

Molly is a little worried about her sales staff. After their initial training, it seems that their sales pitches have not been as successful as they have been in the past, and the number of new customers that they are bringing in has been lower than usual. What strategy should molly employee to help her sales staff increase sales?

Monitor progress

Anika has a meeting with the daycare Director about the educational toys that her company produces. She wants to determine what toys she should showcase. What selling strategy should Anika use to make a successful sales pitch?

Needs assessment

Derek is trying to learn how to be a good sales person. He has no problem approaching the customer and building a rapport. What is the next step in the sales process that Derek should perform?

Needs assessment

Neriah spent days on her sales pitch but when she actually showed it to her potential customer, there were so many questions that she was starting to worry that she was going to lose the sale. What term best describes what Neriah encountered during her sales pitch?

Objections

Nikki is working on developing a new product idea and is meeting with the manufacturing department within the company to determine what the costs of supplies and equipment will be and how much contractors will charge to make the product. What term best describes the cost that Nikki is working on gathering for the product?

Operational costs

What term best describes a legal right granted to a company or entrepreneur that keeps others from copying his new product prototype?

Patent

Jahn works as a sales person for a car dealership. He likes to meet different people and enjoys helping customers decide which make and model car would best suit a customers taste. He also talks with customers about what safety features they might need and make sure any car he shows includes those exact features. What type of sales BEST describe Jahn's job?

Personal selling

Korina is designing a television marketing campaign for a new coffee brand. Her concept is a younger sibling waiting with grandparents for word on when a new sibling is born. Korina feels that this warm scene will appeal to a consumers emotions and have them experience goodwill toward her product. What marketing concept is Korina using in her products campaign?

Persuasive rhetoric

What term best describes the use of persuasive language and strategies designed to convince potential customers to purchase a product or, at the very least, feel goodwill toward a company or brand?

Persuasive skills

Nera is having a problem with a coworker Nariah. Nera has really tried to get along with her but she just doesn't like her. Every time they are in a meeting together, whatever it's Nariah's turn to speak, Nera rolls her eyes and always tries to interrupt. What standard of behavior does Nera need to work on?

Professionalism

During what stage of the new product development process should a company apply for a patent?

Prototype development

What type of discrimination is MOST commonly reported by employees?

Race discrimination

Providing adjustable height desks to employees who need a wheelchair is an example of what type of workplace accommodation?

Reasonable accommodation

Josie wants to be an effective team leader and ask other team leaders in different departments for their advice. Josie was told team leaders should be sincerely concerned about the best interest of the team members and the teams goals rather than her own ego. If she does this what characteristic would naturally grow towards Josie as a team leader?

Respect

Jaf is conducting research for a new product for snow removal that his company is developing. He decides to conduct a focus group consisting of several snow removal specialists to gain their feedback on the use ability of this product. What stage of the new product development is Jaf most likely on?

Screen and evaluation

Landon believes that creating employee and sensitive programs improve morale in the workplace. He believes that the best employee incentives are something of monetary worth, like cash bonuses and raises. What term best describes the incentives that Landon prefers?

Tangible incentives

Which of the following organizations enforce laws against false advertising?

The Federal Trade Commission

What is the primary goal of active listening?

To prevent miscommunication

T/F: A collaborative Selling environment makes the sales pitch more challenging for sales people

True

T/F: Fads offer little practical utility to consumers

True

T/F: The challenges of promoting a new product are considered during the screening and evaluation stage of a new product development

True

Five stages of the consumer adoption process

awareness, interest, evaluation, trial, adoption/rejection

four stages of product life cycle

introduction, growth, maturity, decline