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WorksheetsMarketing Unit 3-
Total questions: 57
Worksheet time: 31mins
Is there anonymous, one-way paid communication with the company's name?
communications
sales promotion
advertising
customer service
2. A company's marketing communications mix includes advertising, sales promotion, public relations, personal selling, and direct marketing tools to convey value and build customer relationships. This is also known as
direct marketing
integrated marketing
promotional mix
competitive marketing
3. A form of advertising where businesses communicate directly with customers is called…………………
direct marketing
integrated marketing
personal selling
public relations
4. …………………….. represents marketing efforts to increase sales aimed at businesses or retail customers.
advertising
sales promotion
competitive marketing
integrated marketing
What are the types of sales promotion?
Coupons
Product samples
Point-of-purchase displays
All of the above
Which of the following helps an organization influence its audience?
public relations
personal selling
target market
sales promotion
8. Is advertising generally a better tool than sales promotion for closing sales?
TRUE
FALSE
Radio is a mass medium.
TRUE
FALSE
Which promotional tool gives the marketer the most control over messaging?
advertising
direct marketing
public relations
sales promotion
Which promotional tool is the most expensive per customer contact?
direct marketing
advertising
personal selling
public relation
Promotion means -
any form of communications used to persuade people to buy a product.
to move from one place to another
to promote
when students advance from one level to the next
Examples of newspapers, TV, radio, magazines, billboards, etc. are...
Advertising
Publicity
Sales Promotion
Personal Selling
What is free placement of newsworthy items about a company or product?
Public relations
Public image
Publicity
Public persona
Activities to create goodwill for a business are called _______________?
Publicity
Promotion
Public Relations
Placement
Which is not a goal of client communication for promotion?
to create sales
to persuade buyers
to inform potential buyers
to identify new markets
What is the goal of public relations?
to increase sales
to build brand reputation
to attract new customers
to identify new markets
News stories and team sponsorship are forms of
marketing
advertising
public relations
publicity
Which is part of Personal Selling?
Direct Response
Broadcast
Sales Presentation
Press Release
A student sells books door to door. This is an example of...
Advertising
Publicity
Sales Promotion
Personal Selling
Coupons, contests, rebates, free samples, and displays are examples of...
Advertising
Publicity
Sales Promotion
Personal Selling
Which is not a reason for promotion?
To inform
To clean
To persuade
To remind
Which of these is one of the 4 P's of Marketing?
Product
Publicity
Persuasion
What is one reason to use promotion?
To inform
To remind
To persuade
Which reason to use promotion is this?
To inform
To remind
To persuade
Which reason for using promotion is this?
To inform
To remind
To persuade
Jeremy researches a company, compares their needs to his product, and sets up a meeting. Which stage of the selling process is he in?
Preparing to sell
Establishing relationships
Prescribing solutions
Reaching closure
Brian introduces himself to a new customer to make a good impression. Which step of the selling process is he in?
Preparing to sell
Establishing relationships
Discovering customer needs
Reaching closure
Brea asks her customer questions about their needs, listens, evaluates, and tailors her presentation accordingly. Which step of the selling process is Brea in?
Preparing to sell
Establishing Relationships
Discovering customer needs
Reaching closure
Mia translates product features into customer benefits and shows how it works. Which phase of the selling process is this?
Reaching closure
Prescribing solutions
Discovering customer needs
Establishing customer relationships
Brysen finishes his sales demonstration and asks the customer to buy.
Reaching closure
Reaffirming buyer-seller relationships
Discovering customer needs
Establishing relationships
In which step of the sales process do you follow up to ensure product delivery, provide training, ask for feedback, and offer complementary products?
Establishing relationships
Prescribing solutions
Reaffirming buyer-seller relationship
Reaching closure
How many steps are in the selling process?
3
6
9
5
A benefit of offering good customer service is...
Repeat business
Less customers
Reduced tax
Poor reputation
What helps calm an angry customer face to face?
Crossing your arms
Rapid nodding
Slow nodding
Smiling
What is an easy way to show respect to customers?
Use the customer's first name.
Stop talking when the customer begins to speak.
Return calls or e-mails at your convenience.
Avoid eye-contact with the customer.
What is it called when customers repeatedly buy from a business because they prefer its products over competitors'?
Customer Loyalty
Rising market share
Attracting new customers
What is rule number 1 in customer service?
Customer is always right
Yes we can
Keep asking for more
A good customer is a profitable customer
If you are assisting a customer and notice another waiting,
tell them to wait their turn
ignore them
politely acknowledge them and inform them you'll assist soon
None of the above
Eva works at a hotel registration desk. A customer insisted that checkout time is 11:30 a.m., not 11:00 a.m. Eva’s customer is
suspicious.
leave-me-alone.
impatient.
argumentative.
A woman at the back of a long line in a busy store remarks, “This is absolutely ridiculous!” What is Rich’s customer?
domineering/superior.
impatient.
argumentative.
leave-me-alone.
A man comes into a gift shop looking for a gift. Stacey offers help, but he grunts and turns away. Stacey’s customer is
impatient.
insulting.
leave-me-alone.
argumentative
Cheryl is sometimes friendly and sometimes snaps at Jonathan. She is a(n) __________ customer.
irritable/moody
suspicious
slow/methodical
dishonest
Darcie, a lifeguard, blows her whistle to signal swimmers who go too far. A swimmer argues, "I wasn’t out too far! You must be blind!" This is an example of a(n) __________ customer.
insulting
suspicious
impatient
slow/methodical
Ellen works at a golf course, selling drinks and snacks. A golfer complains about the slow play and crowded tee times. Ellen’s customer is
suspicious
argumentative
complaining
leave-me-alone
While cleaning a pool, Carrie is instructed by a client not to use too much chlorine. The client offers to measure it for her. Carrie’s customer is
slow/methodical
domineering/superior
suspicious
irritable/moody
A customer asked many questions to understand the store's layaway policy. She was a __________ customer.
dishonest
domineering/superior
complaining
suspicious
A man is looking at the menu at a fast-food restaurant, and a line is forming behind him. Jill asks, “May I take your order?” but he remains silent. This customer is
complaining
suspicious
dishonest
slow/methodical
A customer complained to Randy that the batting cage machine didn't give enough pitches and demanded a refund. Randy found nothing wrong and suspected the customer wanted free practice. The customer is
domineering/superior
dishonest
impatient
leave-me-alone
Which statement about the selling process steps is true?
They have specific time limits.
They can be rearranged in any way.
They should be performed consecutively.
They do not follow a particular order.
Using a step-by-step process is likely to increase
salaries.
profits.
morale.
standards.
Before a salesperson can sell a product, s/he must
purchase it for his/her own use.
learn about the competition.
find potential customers.
acquire knowledge about it.
Closing the sale usually includes handling customer's concerns about the product, which are known as customer
excuses.
reactions.
objections.
resistance.
Products, such as phones, shoes, cars, and foods, are
tangible
intangible
Successful product promotion reaches a company's
CEO
the public
target audience
product promoter
Middlemen are called
intramurals
intermediates
intermediaries
interdiaries
Walgreens is a national sponsor for Susan G. Komen Race for the Cure. This is which type of promotion?
Primary Product Promotion
Secondary Product Promotion
Institutional Promotion
A promotion method used to create a favorable image for a business, help it advocate for change, or take a stand on trade or community issues.
Direct Marketing
Institutional Promotion
Publicity
Product Promotion
