Chapter 17 & 18 MKTG 330 Quiz

Advertising that aims to create a more favorable view of a company as a whole in the eyes of various stakeholders is called ____ advertising.

Correct! institutional pioneer organizational advocacy product

Natalie is a sales representative with Nike. Tomorrow she will join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process. Natalie is engaged in

Missionary selling Relationship selling Trade selling Correct! Team selling Technical selling

Olivia Suarez is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

Salary plus bonus Correct! Straight salary Salary and commission Straight commission and combination Straight commission

Reinforcement advertising is primarily targeted at

anyone who uses that type of product. new potential target markets. users of competitors' brands and products. all the stakeholders of an organization. Correct! the current users of a particular product.

When Anheuser-Busch ran an advertising campaign featuring the slogan, "Know when to say when," it was using

competitive advertising. public relations. Correct! advocacy advertising. public service awareness. product advertising.

The two groups of order takers in personal selling are

current customer salespeople and new-business salespeople. e. advisory order takers and support order takers. Correct! inside order takers and field order takers. missionary salespeople and trade salespeople. trade salespeople and technical salespeople.

The last stage in the development of any advertising campaign is

defining the advertising objectives. developing the media plan. creating the advertising message. Correct! evaluating the effectiveness of advertising. creating the advertising platform.

The percentage of consumers in the target audience actually exposed to a particular advertisement in a stated period of time is the definition of​

exposure. push. targeting. Correct! reach. frequency.

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

public relations. sales promotion. Correct! personal selling. advertising. target marketing.

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

trade salesperson. Correct! technical salesperson. chemicals order taker. support to the sales staff. missionary salesperson.