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अब Quizwiz के साथ अपने होमवर्क और परीक्षाओं को एस करें!

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


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