Quiz 6

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Below are the questions for the exam with the choices of answers:

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Question #1

In a study of over 30,000 Internet consumers from 60 countries, what percentage of respondents trusted recommendations from people they know?

A 51 percent

B 72 percent

C 58 percent

D 42 percent

E 83 percent

Question #2

What percentage of customers trust ads served in search engine results as a reliable source of buying information?

A 80 percent

B 25 percent

C 47 percent

D 37 percent

E 65 percent

Question #3

When a manufacturing firm takes videos of its new product using a smartphone app and shares them with its distributors using Facebook, which of the following options should be used for its free video-sharing service?

A hi5

B Ning

C Blab

D Instagram

E LinkedIn

Question #4

The social media platform where customers can “Follow,” “Tweet,” “Retweet,” and comment to demonstrate support is called

A LinkedIn.

B Instagram.

C Twitter.

D Ning.

E Pinterest.

Question #5

Twitter functions like a public message board, and most tweets are available for anyone to see.

A true

B false

Question #6

Point-of-purchase ads for a product work best in which stage of the adoption process?

A evaluation and trial

B decision

C interest

D awareness

E confirmation

Question #7

Planning for mass selling involves strategy decisions about

A what are the desired objectives

B what is to be said to the target customers.

C how target customers are to be reached.

D what kind of advertising is to be used.

E what are the desired objectives, what kind of advertising is to be used, what is to be said to the target customers and how target customers are to be reached.

Question #8

It’s a common belief that half the money spent on advertising and sales promotion is wasted.

A false

B true

Question #9

Merchandising aids and promotional allowances are sales promotion activities aimed at

A buyers.

B intermediaries (wholesalers and retailers).

C final consumers.

D final users.

E a company’s own sales force.

Question #10

Competitive advertising is typically used in the market introduction stage of the product life cycle—to develop primary demand.

A false

B true

Question #11

Jonquil, Inc., located in Walla Walla, Washington, is a major manufacturer of class rings for colleges. It is one of two ring companies trying to become the solely authorized class ring distributor for Carter Glass University in Virginia—a large university of over 25,000 students. When invited to make a sales presentation to the buying group at Carter Glass University, Jonquil sent the national vice-president of marketing, the national customer service director, the national design director, the regional sales manager, and the local sales representative in Virginia. During the sales presentation, each person discussed what role they would have in serving the Carter Glass University account. Jonquil, Inc. seems to be doing

A team selling.

B sales promotion.

C missionary selling.

D joint problem solving.

E order-taking.

Question #12

An established merchant wholesaler of business supplies would rely mainly on

A order getters.

B missionary salespeople.

C merchandisers.

D supporting salespeople.

E order takers.

Question #13

A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep.

A false

B true

Question #14

Personal selling techniques include all of the following except

A preparing job descriptions.

B searching for prospects.

C planning sales presentations.

D following up after the sale.

E making sales presentations.

Question #15

A firm’s sales compensation plan should consider

A the amount of direct control desired by the firm and

B the amount of direct control desired by the firm, the pay for other jobs in the firm, the amount of selling versus nonselling time and what competitors pay salespeople.

C the amount of selling versus nonselling time.

D the pay for other jobs in the firm.

E what competitors pay salespeople.

Question #16

Which promotional approach emphasizes the importance of securing the wholehearted cooperation of channel members to promote the product in the channel and to the final user?

A pulling

B pushing

C franchising

D decoding

E encoding

Question #17

________ means getting customers to ask intermediaries for the product.