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Chapter 14 | Warm Up Quiz

Authored by Rohit Gautam

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University

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Chapter 14 | Warm Up Quiz
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10 questions

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1.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Free​ samples, premiums,​ sweepstakes, and contests are all part of​ ________.

traditional promotions

nonprice promotions

price promotions

Answer explanation

Media Image

Nonprice Promotions

Free​ samples, premiums,​ sweepstakes, and contests are all part of​ non-price promotions. Sales promotions are divided into two​ categories: price promotions and​ non-price promotions.

2.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

​________ is a sales promotion technique that provides potential customers with the opportunity to try a product or service at no cost.

Sampling

Couponing

A demonstration

Answer explanation

Media Image

Sampling

Sampling is a sales promotion technique that provides potential customers with the opportunity to try a product or service at no cost.

3.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Which of the following is the first step in the​ strategic/consultative selling​ model, which is the commitment to the marketing concept and to a role of helping​ customers?

Develop a product strategy

Develop a customer strategy

Develop a personal selling philosophy

Answer explanation

Media Image

Develop a personal selling philosophy

The​ model's five strategic steps call for developing a personal selling​ philosophy, a relationship​ strategy, a product​ strategy, a customer​ strategy, and a presentation strategy.

4.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

The​ ________ is an approach within the​ strategic/consultative selling model that stresses the importance of developing​ long-term partnerships with customers.

do whatever it takes approach

relationship marketing approach

customer is always right approach

Answer explanation

Media Image

Relationship Marketing Approach

Relationship marketing is part of the relationship strategy. It is an approach that stresses the importance of developing​ long-term partnerships with customers.

5.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A company with an ethnocentric orientation is likely to prefer which of the following types of sales​ personnel?

An expatriate

Your answer is correct.

A​ host-country national

​Third-country national

Answer explanation

Media Image

An expatriate

A company with an ethnocentric orientation is likely to prefer​ expatriates, and adopt a standardized approach without regard to technology or the level of economic development in the target country.

6.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A company with a polycentric​ orientation, selling a​ low-tech product in a​ less-developed country will probably choose to use which of the following types of sales​ personnel?

Third-country national

A​ host-country national

An expatriate

Answer explanation

Media Image

A host-country national

A​ host-country sales force can be used when technological sophistication is lower. In​ less-developed countries,​ host-country nationals should be used for products in which technology is a​ factor; host-country agents should be used for​ low-tech products.

7.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

________ is one approach to direct marketing calls for treating different customers differently based on their previous purchase histories.

Direct response advertising

​One-to-one marketing

Personal selling

Answer explanation

Media Image

One to one marketing

Building on the notion of customer relationship management​ (CRM), one-to-one marketing calls for treating different customers differently based on their previous purchase histories or past interactions with the company.

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