DPM10013 CHAPTER 8

___________________ it's involves identifying the target audience and shaping a well- coordinated promotional program to elicit the desired audience response.

• Promotion

• Integrated marketing communication

• Sales Management

• Channel management

AIDA Model includes all of these, EXCEPT:

• Attention

• Interest

• Approval

• Desired

There are a few objectives of marketing communication mix to inform, EXCLUDE:

• Suggesting new uses of a product.

• Describing available services.

• To show a bad image

• Reducing buyer’s fears.

One of the objective of marketing communication to persuade is ___________.

• Describing available services.

• Changing customers perceptions of product attributes

• Maintaining product awareness

• Reminding customers that the product may be needed in the near future.

THREE objectives of marketing communication are include all of below, EXCEPT:

• To inform

• To persuade

• To purchase

• To remind

"Any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor", these statement refers to ___________.

• Advertising

• Publicity

• Personal selling

• Sales Promotion

Sales promotion is short- term incentive to encourage the purchase or sale of a product or service.

Below are the examples of sales promotion tools EXCEPT:

• Point of purchase displays

• Gift with purchase

• Advertising

• Rebates

The personal selling may focus initially on developing a relationship with potential buyer, but always ultimately end with an attempt to ___________.

• “close the promotion”.

• “close the advertising”.

• “close the discount”.

• “close the sale”.

Traditional formal channels of advertising includes all of below, EXCEPT:

• Television

• Newspaper

• Radio

• Social Media

An effective personal selling steps are as follow:

1. Prospecting and qualifying

2. Pre- approach and approach

3. ____________________

4. Handling objections

5. Closing the sale

6. Follow up

• Presentation

• Display

• Role play

• Short notes