Marketing test questions
prospecting
Kevin is a sales person who is developing a list of customers and evaluates them on their ability to buy. What is this process called?
Prospecting
Lani tells her sales manager that she will be devoting more time to her _______ as her list of potential custoemrs has dwindled below the recommended number
franchise
Lewis operates a store called fleet beat sports which sells sprts and running shoes. He does not have complete control over his operation. This operation is probably?
pioneer and competitive
What are the two types of product advertising?
Some customers view direct selling negatively. People will find out themselves what they need and when they need it
What is the potential disadvantage of direct selling (F2F)
80
____% of clients are willing to give referrals
public relations
a broad set of communication efforts used to create and maintain favorable relationships between an organization and its stakeholders
consumer jury
a panel of a products existing or potential buyers of an advertised product together to pretest an advertising message
institutional advertising
advertising that aims to create a more favorable view of the company as a whole
evaluating if each prospects on the list are able willing and authorized to buy the product (A)
after compiling a list of potential customers, a sales person must do what?
prospecting
celia is beginning her week as a sales representative. She begins the day going over potential customers. This process is called what?
unsafe products, unethical business practices, corrupt employees, misleading advertisements
how should an organization deal with unfavorable public relations
competition approach
if Walmart were to base its advertising approach on the amount Target spends what approach do they use
category killer
michaels, petsmart, and staples are examples of what
prospecting
newspaper announcements, companies sales records, commercial databases, public records are all sources used for what
personal selling
paid personal communicaiton that attempts to inform customers and persuade them to buy products in an exchange situation
keeping customers satisfied
personal selling goals include finding prospects, convincing them to buy and...
12
research shows that 1 referral is as valuable as ____ cold calls
Preapproach
salespeople find and analyze information about each customer, specific product needs current use of brands, and feelings about available brands and personal characteristics. He is in what step?
product advertising
tells the uses, features, and benefits of products
follow up
the final stage in the personal selling process
prospecting
the first step of the personal selling process, means you develop a database of potential customers
vending
the selling and merchandise of machines is generally called what
approach
the stage in which the salesperson attempts to establish a positive first impression
approach
the step in the personal selling process in which a sales person contacts a potential customers is:
multichannel retailing
the use of multiple types of retailing, different ways a customer can make a purchase
wholesaling
transactions in which products are bought for resale
retailers
walmart, macys and home depot are examples of what
Preapproach
wayne finished compliing a list of potential customers and has evaluated their willingness and potential to buy. The next step in the personal selling process is what
news stories, sponsor events, publicity, annual reports, charities
what are some types of communications public relations use
continuous, flighting, and pulsing
what are the 3 general types of media schedules
very expensive
what is a major disadvantage of personal selling
identify and analyze target audience
what is the first stage in the development of any advertising campaign
evaluate advertising effectiveness
what is the last stage in the development of any advertising campaign
when it might be beneficial for a small firm to hire an advertising agency
what role does an advertising agency play in developing an advertising campaign
group of people in which advertisements are aimed
who is the target audience for an advertising campaign
location of retail store
zoe is planning to open an upscale dress boutique. She is evaluating ease of movement to and from the location, vehicle traffic, and transportation network. Which strategic retailing issue is she concerned with at this time?