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WorksheetsPromotional Processes in Marketing
Total questions: 25
Worksheet time: 13mins
Trade shows and conventions are designed to reach wholesalers and retailers.
True
False
Which of the following accurately defines noise in the communication process?
Loud sounds which keep the source from being heard
The promotional mix of competitors
The failure of a potential customer (receiver) to view or hear a message
Any type of distraction reducing the effectiveness of the communication process
Promotional tie-ins refer to placing products in highly-viewed events.
True
False
Effectiveness of advertising depends on which of the following?
Desired target markets
Advertising funds
Nature of the medium
All of the above
Which type of advertising is aimed at promoting an organization's image, reputation and philosophies?
Competitive advertising
Reminder advertising
Institutional advertising
Pioneering advertising
The purpose of advertising is to attract attention to a product through any form of paid communication.
True
False
Visual merchandising refers to _______.
Gathering and interpreting information from the world
Communication with large numbers of potential customers
Integrated physical elements projecting images to the customer
Dividing larger quantities into smaller quantities
Which of the following is NOT one of the basic types of promotion?
Public relations
Personal selling
Advertising
Geographic expansion
Which of the following is TRUE about sales promotion?
It can be used in all channels of distribution
It is usually long-term
It is also known as public relations
All of the above
The communication process involves a receiver trying to reach a source with a message.
True
False
Promotion is __________.
Any communication method used by companies to inform, persuade or remind customers of their products
How customers think about brands in a market
Any unpaid, nonpersonal presentation of ideas, goods or services
Direct spoken communication between sellers and customers
Which of the following is NOT a general rule for suggestion selling?
Suggest at least four different items
Show the item suggested to the customer
Be detailed in your suggestion
Suggest products after the customer has committed but before the transaction
Which of the following is the term for an honest concern, hesitation or reason for not making a purchase?
Excuse
Question
Complaint
Objection
Joseph is a salesperson helping Claire. He observes her looking around the store, listens when she tells him what she is looking for, and then asks her questions. Which step in the sales process is he performing?
Presenting the product
Preparing for the sale
Overcoming objections
Determining needs
The service approach is likely to cause a negative response in which case?
When a customer is rushed
When a customer needs to look around the store
When a customer knows what he or she wants
When a customer is expected to be waited on
Which of the following is intended to complete the sale after other promotional types have attracted the customer to the product?
Advertising
Sales Promotion
Personal Selling
Public Relations
Recreational programs, employee recognition programs, and tuition reimbursement programs are examples of which of the following?
Traffic builders
Institutional advertising
Promotional tie-ins
Employee relations
Which of the following is the term for price discounts given by the manufacturer to wholesalers and retailers?
Slotting Allowance
Premiums
Promotional Tie-ins
Buying Allowances
Which of the following is NOT a type of incentive?
Coupon plans
Sweepstakes
Rebates
Contests
Which of the following are "pull" policies directed toward?
Retailers
Consumers
Distribution Channels
Marketers
Rachel has learned most consumers in her area notice her business's product and brand, but are not sure how it is different from her competitors. Which step in teh hierarchy of communication affects should she focus on in her new marketing?
Knowledge
Awareness
Attitude
Action
Which step in the hierarchy of communication affects aims to persuade consumers about a brand's advantages and get them to like the brand?
Awareness
Attitude
Attention
Knowledge
Which of the following is NOT a common criticism about ethical marketing communication?
Making exaggerated claims about a product
Using celebrities to endorse products
Making program-length commercials called infomercials
Using publicity videos about products in news programs.
Preparing for the sale does NOT include which of the following?
Gaining and maintaining knowledge of industry trends
Investigating customer prospects
Inspecting manufacturer procedures
Developing knowledge of the product
In order to make encoding less difficult, the source and receiver need which of the following?
A translator
A mutual friend
A common frame of reference
A lot of noise
