Strayer MKT100 full course (all discussions+ all quizzes+ all journals +assignment)

Question
WEEK 1

“Marketing Strategy and the Five Ps of Marketing” Please respond to the following:

From the e-Activity, compare the marketing strategies of Nike and Adidas, and explain which company had the winning strategy. Provide a rationale for your response.

Discuss the manner in which each of the 5 Ps is related to customer relationship management. Support your point of view with examples of such relationships.

WEEK 2

“Marketing Objectives and Ethics in Marketing” Please respond to the following:

From the first e-Activity, discuss the primary reasons why firms that focus on fairness to stakeholders (i.e., customers) are more likely to be seen as ethical as those that do not. Explain the fundamental reasons why it is important to include marketing ethics at all stages of the marketing process.
From the second e-Activity, examine the marketing objectives of your favorite company, and discuss how its strategies are aligned to the objectives.

WEEK 3

“Segmentation and Consumer and Business Buying Behavior” Please respond to the following:

Determine one (1) segmentation variable by which you will collect research data for a product that you wish to market and sell online. Include all of the factors and characteristics you will consider under the selected variable. Provide a rationale for the selection of the variable, and the related factors and characteristics.
Describe your experience of buying at least two (2) consumer products which you thought were targeted specifically to meet your needs. Discuss the segmentation strategy that the companies that make the chosen products used in order to sell them.

WEEK 4

“Business Markets and Global Marketing” Please respond to the following:
From the simulation, explain the key factors that you need to consider while selling to organizations, and determine whether it is easier to sell to individual consumers. Provide a rationale for your response.
ANMCorp is a popular automobile company in the U.S. with many well-recognized brands. The company now plans to market its flagship product, a convertible luxury sedan, in Singapore. Imagine that you have been asked to assist ANMCorp’s marketing team in devising a marketing strategy for its new move. Determine the key global factors ANMCorp will need to consider for a successful launch of the product in Singapore. Provide a rationale for your response.

WEEK 3

“Segmentation and Consumer and Business Buying Behavior” Please respond to the following:

Determine one (1) segmentation variable by which you will collect research data for a product that you wish to market and sell online. Include all of the factors and characteristics you will consider under the selected variable. Provide a rationale for the selection of the variable, and the related factors and characteristics.
Describe your experience of buying at least two (2) consumer products which you thought were targeted specifically to meet your needs. Discuss the segmentation strategy that the companies that make the chosen products used in order to sell them.

WEEK 4

“Business Markets and Global Marketing” Please respond to the following:
From the simulation, explain the key factors that you need to consider while selling to organizations, and determine whether it is easier to sell to individual consumers. Provide a rationale for your response.
ANMCorp is a popular automobile company in the U.S. with many well-recognized brands. The company now plans to market its flagship product, a convertible luxury sedan, in Singapore. Imagine that you have been asked to assist ANMCorp’s marketing team in devising a marketing strategy for its new move. Determine the key global factors ANMCorp will need to consider for a successful launch of the product in Singapore. Provide a rationale for your response.

WEEK 5

“Market Penetration and Branding” Please respond to the following:

From the simulation, differentiate sales promotion activities from loyalty programs, and explain which of the two (2) is more effective. Justify your response.
Assume that you have been given the task of developing the branding strategy for Achilles’ new casual shoes for children. Select a brand name for the new product, and determine the branding strategy that you would use for this product.

WEEK 6

“Pricing Strategy and Pricing Management” Please respond to the following:

From the simulation, you learned about the importance of identifying a pricing objective before developing the pricing strategy. OatHealth is a brand of oatmeal marketed by Health And You all over the U.S. The company has been noticing a decline in sales. An external consultant appointed by the company has attributed the sales drop to issues in pricing. Determine a pricing objective and discuss a new pricing strategy that could help the company revive its falling sales.
From the e-Activity, give examples of two (2) products that rely on their price to woo customers, and demonstrate the manner in which pricing management must go hand-in-hand with the identification of the correct target market. Provide a rationale for your response.

WEEK 7

“Global Trade and Distribution Strategy” Please respond to the following:

Illustrate the role of supply-chain management in the global movement of goods from one country to another, and explain its overall impact on local trade. Support your answer with examples of such an impact in action.
From the simulation, describe the characteristics of the target market for the Achilles Kids shoes and propose a distribution strategy that would work for this target market. Provide a rationale for your response.

WEEK 8

“Retail Environment” Please respond to the following:
From the first e-Activity, analyze the overall role of store associates in serving consumers who are better informed through technology. Support your answer with examples.
From the simulation, suggest key strategies that Achilles Kids, a mass market shoe line, could use in order to modify its retailing approach if it were a luxury shoe line.

week 9 diss

“Integrated Marketing Communications and Elements of Promotion Mix” Please respond to the following:

Debate It: The majority of promotional activities are deceptive. Provide a rationale for your response.
From the simulation, outline three (3) ideas that Achilles’ public relations campaign could use in order to counter the false allegation that the company is involved in using exotic leathers illegally to make formal shoes for women. Justify your response.

week 10 diss

“Personal Selling and Sales Objectives” Please respond to the following:

Compare and contrast a personal selling experience with buying goods or services online as opposed to at a retail outlet, and explain your preference as a marketer. Provide a rationale for your response.
From the simulation, propose key methods that a company may use in order to realistically set its sales objectives. Support your answer with examples of ways in which these proposed methods have worked in the past.

week 11 diss

“Looking Back and Looking Ahead” Please respond to the following:

Summarize what you have learned in this class in 140 characters or less (something you could post on Twitter).
Predict what new forms of marketing you could expect to see in the next 10 to 20 years. Provide specific (and creative) examples to support your response.

Week 4 Journal 1: Marketing Plan Part A: Executive Summary

You will create a fictional start-up company that serves the U.S. market with a product or service.

Write a one to two (1-2) paragraph journal entry in which you:

Provide a detailed description of your company. The description should include, at a minimum, the company’s name, its history, founders, business purpose, and mission.
Describe, in detail, the product or service the company produces or services. Include trademark, color, shape, packaging, labeling, and any characteristics that you deem relevant.

Note: Upon completion of the journal, fill out the “Company Overview” section in the Marketing Plan Template, located in Week 1. Next, insert the information from the completed Journal 1 entry into “Section 1: Executive Summary” within the provided Marketing Plan Template.

Click on the “Create Journal Entry” button at the top of this page to start your journal. This is not a timed activity.

Week 5 Journal 2: Marketing Plan Part B: Targeting Customers

You will now consider who your customers are and identify your market segment.

It is vital that you clearly identify your target customers within your marketing plan. Knowing your target customers will help you to:

pinpoint where you should spend your advertising budget
the type of campign you intend to run, and
ensure that your marketing message speaks the customer’s language (based on their needs and wants, demographic, location, ethnicity, etc.).

Write a one to two (1-2) paragraph journal entry in which you:

Analyze the business customers / clients that you wish to target. Your analysis should include, but not be limited to, their:
demographic profile (e.g., age, gender, ethnicity, etc.)
psychographic profile (e.g., interests, routine, habits, etc.)
profession (e.g., income, occupation, education)
geographic location (e.g., country, region, city, rural, urban, climate)
precise wants and needs as they relate to the products and / or services you offer.
Use at least two (2) quality references. Note: Wikipedia and other Websites do not qualify as academic resources. Note: Insert the information from the completed Journal 2 entry into “Section 2: Targeting Customers” in the provided Marketing Plan Template (located in Week 1).

Click on the “Create Journal Entry” button at the top of this page to start your journal. This is not a timed activity.

Week 6 Journal 3: Marketing Plan Part C: Unique Selling Proposition

You will now complete your secondary market research and consider what distinguishes your company from your competitors, their products, and / or the price of their products and services.

Use the Internet to research your customer demographics and market segment from Journal 2. Consider what you think you know versus what you know to be true based on research from reports, publications, course content, etc.

Write a four to six (4-6) paragraph journal entry in which you:

Describe your unique selling proposition (USP). Next, explain the key aspects of your business, products, or services that make them unique when compared to your competition (e.g., Southwest Airlines’ USP is providing customers with low airfare without compromising service and comfort).
Describe the marketing objectives of your company. Your marketing objectives should, at a minimum, address potential customer profile and market segmentation. Explain the manner in which you conducted your secondary market research.
Use at least two (2) quality references. Note: Wikipedia and other Websites do not qualify as academic resources. Note: Insert the information from the completed Journal 3 entry into “Section 3: Unique Selling Proposition” in the provided Marketing Plan Template (located in Week 1).

Note: Insert the information from the completed Journal 3 entry into “Section 3: Unique Selling Proposition” in the provided Marketing Plan Template (located in Week 1).

Week 7 Journal 4: Marketing Plan Part D: Pricing and Distribution Strategy

You will now consider your company’s strengths and weakness, along with your product or service price.

Use the Internet to research strategies for conducting a Strengths, Weaknesses, Opportunities, and Threats (SWOT) analysis. Based on your company’s market information, consider the strengths and weakness of your company and its products or services.

Write a four to six (4-6) paragraph journal entry in which you:

Determine the key strengths and weaknesses of your company, as well as both the primary opportunities and threats that it faces within its industry.
Discuss your critical steps within your supply-chain and operational system. Explain the key aspects of your strategies for producing and distributing your products and services to both your stores and customers. Determine whether you will use an outside vendor or complete the work in house.
Analyze the company’s pricing strategy relative to its pricing objective. Examine major internal and major external factors that could potentially affect the pricing of the company’s products or services.
Use at least two (2) quality references. Note: Wikipedia and other Websites do not qualify as academic resources.

Note: Insert the information from the completed Journal 4 entry into “Section 4: Pricing and Distribution Strategy” in

Week 8 Journal 5: Marketing Plan Part E: Distribution Plan and Promotions Strat

You will now consider mechanisms by which your customers will purchase your products and / or services (e.g., online, storefront, direct sells) and the primary manner in which you intend to reach new customers (e.g.,TV, radio, social media, special events).

Consider the marketing materials that you intend to use. According to the textbook, marketing materials are collateral used to promote your business or products. Promotional strategy may include free trial offers, money-back guarantees, and buy two (2) for the price of one (1) type of deals. Write a five to seven (5-7) paragraph journal entry in which you:

Determine the distribution strategy relative to your target market, location, and selection of distribution channels. Indicate whether or not you will leverage the following strategies: a.use stores located in different regions b.sell online c.hire a sales team to sell directly to suppliers and door-to-door
Recommend three (3) strategy options that you could use in order to get your product or services out to your customer base.
Outline your main marketing goals for promotions, offers, and giveaways. Discuss the key types of marketing materials that you intend to develop and share.
Propose three (3) action steps that you can use to move your plan forward. Consider how, when, and who will be involved in the execution of this plan.
Use at least two (2) quality references. Note: Wikipedia and other Websites do not qualify as academic resources.

Note: Insert the information from the completed Journal 5 entry into “Section 5: Distribution Plan and Promotions Strategy” in the provided Marketing Plan Template (located in Week 1).

Click the link above to submit your assignment.

Students, please view the “Submit a Clickable Rubric Assignment” in the Student Center.

Instructors, training on how to grade is within the Instructor Center.

Assignment 1: Marketing Plan Part F: Final Marketing Plan

Due Week 10 and worth 200 points

Assignment 1 is comprised of all of the marketing plan sections. Add any recommendations and updates based on faculty feedback and / or additional research.

Transfer related information from Journal entries 1 through 5 to the Marketing Plan Template. In this assignment you must do the following:

cover each section in the marketing plan in detail
update your marketing plan to reflect recommendations made by faculty, and newly researched information
complete all of the sections in the marketing plan template

Complete the your marketing plan in the Marketing Plan Template, located in Week 1 of the course shell, and include the following:

Provide a detailed description of your company in the form of an executive summary. The description should include, at a minimum, the product’s name, trademark, color, shape, packaging, labeling, and any characteristics that you deem relevant.
Describe the company’s target market in terms of its size, competitors, and the specific needs and wants of potential customers that your product or service is likely to satisfy.
Describe both the company’s Unique Selling Position (USP) and its marketing objectives.
Analyze the pricing strategy relative to the company’s pricing objective, and internal and external factors that could affect the pricing of the company’s products or services.
Determine the distribution strategy in terms of your target market, location, and selection of distribution channels.
Outline the promotional strategy in relation to marketing objectives, advertising program, and public relations activity.
Recommend three to four (3-4) action steps that you could take in order to move your plan forward.
Use at least two (2) quality references. Note: Wikipedia and other Websites do not qualify as academic resources.

Your assignment must follow these formatting requirements:

Be typed, double-spaced, using Times New Roman font (size 12), with one-inch margins on all sides; citations and references must follow APA or school-specific format. Check with your professor for any additional instructions.
Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required assignment page length.

The specific course learning outcomes associated with this assignment are:

Identify the key concepts of marketing and its function in society.
Explain the fundamentals of marketing including product, price, distribution, and promotion in a global environment.
Understand customer relationship management.
Determine the marketing planning process, market segmentation, and the development of the key elements of a marketing strategy.
Determine the elements of marketing research.
Determine the factors affecting the behavior of consumers and commercial / organizational buyers.
Understand the key elements of business marketing including product, price, distribution, and promotion.
Understand the major elements in product strategy for both goods and services, including the concept of the product life cycle, product mix, and the product development process.
Use technology and information resources to research issues in marketing.
Write clearly and concisely about marketing using proper writing mechanics.

quizes

Question 1

6 out of 6 points

Correct

The concept of “exchange” is fundamental to the definition of marketing. What is the best description of exchange?

Question 2

6 out of 6 points

Correct

Distribution, price, promotion, and product are all elements of

.

Question 3

6 out of 6 points

Correct

The equation a buyer applies to assess a product’s value is

Question 4

6 out of 6 points

Correct

Organizations should define themselves not according to the products they produce but according to

Question 5

6 out of 6 points

Correct

The marketing mix is built around the

Question 6

6 out of 6 points

Correct

Long-term relationships with profitable customers is the key objective of

Question 7

6 out of 6 points

Correct

Issues of inventory levels and storage costs are both concerns relating to the ____ variable of the marketing mix.

Question 8

6 out of 6 points

Correct

A target market

Question 9

6 out of 6 points

Correct

The marketing concept is best defined as

Answer

Question 10

6 out of 6 points

Correct

Marketing knowledge and skills

Answer

week 9 quiz 3

Question 1

6 out of 6 points

Correct

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called

Question 2

6 out of 6 points

Correct

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

Question 3

6 out of 6 points

Correct

Perception is a three-step process that involves

Question 4

6 out of 6 points

Correct

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

Question 5

6 out of 6 points

Correct

Most business purchases can be classified as belonging to one of three types:

Question 6

6 out of 6 points

Correct

Business markets are typically divided into four categories. These categories are

Question 7

6 out of 6 points

Correct

Inelastic demand in business markets refers to a situation where

Question 8

6 out of 6 points

Correct

____ is(are) a major threat to the sales success of jointly demanded products.

Question 9

6 out of 6 points

Correct

Differences in standards of living, credit, buying power, and income distribution are all examples of ____ forces that must be considered in international marketing efforts.

Question 10

6 out of 6 points

Correct

A limit on the amount of goods an importing country will accept for certain product categories during a specified time period is called a(n)

Question 11

6 out of 6 points

Correct

A business partnership between a domestic firm and a foreign firm is known as

Question 12

6 out of 6 points

Correct

The exchange rates of several European countries are linked together to a common currency, the

Question 13

6 out of 6 points

Correct

As a result of the increasing usage of digital media, some of the marketer’s control over dispensing product information has been placed

Question 14

6 out of 6 points

Correct

Anyone who becomes a member of MySpace, Twitter, Facebook, or other social networking sites is a

Question 15

6 out of 6 points

Correct

The most popular video-sharing website is

Question 16

6 out of 6 points

Correct

____ are computer-based online simulated environments that involve participants.

Answer

Question 17

6 out of 6 points

Correct

Question 18

6 out of 6 points

Correct

A product that is simply labeled with the product category is considered a

Question 19

6 out of 6 points

Correct

____ packaging means that the product is packaged in line with the packaging practices associated with a particular product category.

Question 20

6 out of 6 points

Correct

Which stage of the product life cycle is characterized by intense competition?

week 3 quiz 2

Question 1

6 out of 6 points

Correct

According to the text, a market is defined as

Question 2

6 out of 6 points

Correct

The term “____” describes measuring and evaluating a firm’s quality in products and processes against industry leaders.

Question 3

6 out of 6 points

Correct

Key factors in determining the best organizational structure for a marketing unit are the

Question 4

6 out of 6 points

Correct

An analysis of ____ examines internal factors that give the organization certain advantages and disadvantages in meeting the needs of its target markets.

Question 5

6 out of 6 points

Correct

A firm’s unique symbols, personalities, and philosophies comprise its

Question 6

6 out of 6 points

Correct

Electronic marketing has greatly improved the ability of marketers to target individual customers. As a result, many feel that marketing’s emphasis is shifting from share of market to share of

Question 7

6 out of 6 points

Correct

An organization’s business goals should be derived from its

Answer

Question 8

6 out of 6 points

Correct

Customer relationship management is facilitated by gathering useful data from

Question 9

6 out of 6 points

Correct

A ____ is something that an organization does extremely well and may give a company an advantage over its competition.

Question 10

6 out of 6 points

Correct

____ involves giving customer-contact employees the authority and responsibility to make marketing decisions without seeking the approval of a supervisor.

Question 11

6 out of 6 points

Correct

What national self-regulatory organization screens ads?

Question 12

6 out of 6 points

Correct

When a firm has many potential competitors and tries to develop a marketing strategy to differentiate its products from the competitors’ products, a(n) ____ structure exists in the competitive environment.

Question 13

6 out of 6 points

Correct

The accumulation of past income, natural resources, and financial resources is known as

Question 14

6 out of 6 points

Correct

Which of the following agencies regulates marketing activities the most?

Question 15

6 out of 6 points

Correct

Consumerism is a

Question 16

6 out of 6 points

Correct

Assuming that inflation is low, high buying power characterizes the ____ stage of the business cycle.

Answer

Question 17

6 out of 6 points

Correct

Total buying power declines during periods of economic

Question 18

6 out of 6 points

Correct

The 1990 Nutritional Labeling and Education Act directly prohibits

Question 19

6 out of 6 points

Correct

To monitor changes in the marketing environment effectively, marketers must engage in

Question 20

6 out of 6 points

Correct

During which stage of the business cycle is unemployment low and total income relatively high?

week 9 quiz r4

Question 1

6 out of 6 points

Correct

Questions such as “How often would you buy this product?” and “Which features are of little or no interest to you?” are often proposed during

Question 2

6 out of 6 points

Correct

The main characteristic of a ____ is that customers are satisfied to the point that they use a service repeatedly over a period of time.

Question 3

6 out of 6 points

Correct

Three major ways in which marketers engage in product differentiation are

Question 4

6 out of 6 points

Correct

During which stage of new-product development does the firm consider profitability?

Question 5

6 out of 6 points

Correct

The degree to which the price of a product enhances a customer’s satisfaction with the purchase experience and with the product after the purchase is part of their

Question 6

6 out of 6 points

Correct

What do all of the following have in common: tuition, fee, premium, retainer, dues?

.

Question 7

6 out of 6 points

Correct

When marketers emphasize price as an issue and match or beat the prices of other companies, they are using

Question 8

6 out of 6 points

Correct

What a price means or what it communicates to customers is called

Question 9

6 out of 6 points

Correct

When a company prices one item in a line low with the intention of selling a higher-priced item in the same line, it is using

Question 10

6 out of 6 points

Correct

A firm establishes which of the following pricing objectives to maintain or increase its product’s sales in relation to total industry sales?

Question 11

6 out of 6 points

Correct

Price leaders, comparison discounting, and special-event pricing are applications of

Question 12

6 out of 6 points

Correct

A product that has more features than those of its competition, or that is perceived to be of higher quality, warrants using which type of pricing strategy?

Question 13

0 out of 6 points

Incorrect

Many companies use more than one marketing channel to distribute their products to the same target market, a tactic called

Question 14

6 out of 6 points

Correct

What is the most expensive physical distribution function?

Answer

Question 15

0 out of 6 points

Incorrect

Because of the significant investment many companies have in the products they sell to customers, they must develop and maintain adequate varieties of products to meet their customers’ needs. This is called

Question 16

6 out of 6 points

Correct

The contracting of physical distribution tasks to third parties who do not have managerial authority within the marketing channel is known as

outsourcing.

Question 17

6 out of 6 points

Correct

Merchant wholesalers who specialize in just a few functions and pass others along to other intermediaries or customers are called

Question 18

6 out of 6 points

Correct

Which of the following is a full-service merchant wholesaler?

Question 19

6 out of 6 points

Correct

An agent that receives goods on consignment from local sellers and negotiates sales in large, central markets is called a

Question 20

6 out of 6 points

Correct

If a store has areas for men’s apparel, women’s apparel, housewares, cosmetics, and jewelry and competes mostly on the basis of service, it is a(n)

Question 1

Which of the following industries is most likely to employ combative promotional efforts?

Answer

Fast food

Computer processors

Tax-preparation services

Television producers

Automotive paints

Question 2

Factors such as climate, seasons, and holidays tend to lead to the promotional objective of

Answer

combating competitive promotional offers.

facilitating reseller support.

encouraging product trial.

retaining loyal customers.

reducing sales fluctuations.

Question 3

During the introduction stage of the product life cycle, which type of promotion would a firm focus on?

Answer

Reminder

Competitive

Comparative

Pioneer

Repetitive

Question 4

Pioneer promotion is most likely to be used during the ____ stage of the product life cycle.

Answer

maturity

decline

growth

introduction

presentation

Question 5

Which promotion mix ingredient costs considerably more than advertising to reach just one person but can provide more immediate feedback?

Answer

Publicity

Sales management

Sales promotion

Personal selling

Public relations

Question 6

Radio and television signals as well as ink on the paper of a magazine or newspaper are all considered

Answer

noise.

communication links.

communication resources.

communication channels.

decoding sources.

Question 7

Which of the following are personal informal exchanges of communication that customers share with one another about products, brands, and companies?

Answer

Guerilla communication

Word-of-mouth communication

Buzz marketing

Viral marketing

Conversational promotion

Question 8

A person, group, or organization that has a meaning it intends and attempts to share with a receiver or an audience is a

Answer

communications channel.

source.

relay channel.

decoder.

sender.
Question 9

When a source converts meaning into a series of signs or symbols representing ideas or concept, the source is undergoing

Answer

communication.

the coding process.

the decoding process.

the conversion process.

communications channel.

6 points
Question 10

All of the following are examples of publicity-based public relations tools except

Answer

press conferences.

feature articles.

news releases.

annual reports.

news stories.
Question 11

If a consumer is shown a particular advertisement and asked if she has seen it before, a(n) ____ is being performed.

Answer

pretest

consumer jury test

recognition test

unaided recall test

aided recall test
Question 12

When a company promotes its position on a public issue, this is specifically referred to as ____ advertising.

Answer

institutional

product

advocacy

issue

competitive
Question 13

____ is communication in news story form about an organization or its products that is transmitted through a mass medium at no charge.

Answer

Advertising

Publicity

Public relations

Sales promotion

Personal selling
Question 14

The three general types of media schedules are

Answer

pulsing, beating, and continuous.

short, medium, and long-term.

morning, afternoon, and evening.

pulsing, continuous, and flighting.

light, heavy, and alternating.
Question 15

An advertising platform is the

Answer

basic issue or selling point that an advertiser wishes to include in an advertising campaign.

objective of the advertising campaign, stated in precise and measurable terms.

form in which the basic issues of the campaign should be presented.

broad objectives of the advertising campaign.

consumer advertising research conducted.
Question 16

When the CEO or chief financial officer of a company states how much the company should spend on advertising for the coming period, the company is using the

Answer

arbitrary approach.

executive decision process.

objective-and-task approach.

percentage-of-sales approach.

competition-matching approach.

Question 17

Advertising that lets consumers know that an established brand still offers certain uses, characteristics, and advantages is ____ advertising.

Answer

repetitive

reminder

pioneer

competitive

reinforcement
Question 18

A list of the exact magazines, newspapers, and television stations in which an advertisement will appear, along with the dates and times, is a(n)

Answer

advertising plan.

media plan.

advertising message.

advertising appropriation.

media platform.
Question 19

An evaluation performed before an advertising campaign begins is a

Answer

consumer exam.

posttest.

recognition test.

pretest.

recall test.
Question 20

The last stage in the development of any advertising campaign is

Answer

creating the advertising platform.

developing the media plan.

creating the advertising message.

evaluating the effectiveness of advertising.

defining the advertising objectives.

Question 21

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Answer

order taking.

new-business selling.

trial closing.

order getting.

overcoming objections.
Question 22

The salesperson must attract and hold the prospect’s attention, stimulate interest, and spark a desire for the product during the

Answer

prospecting.

preapproach.

follow up.

approach.

sales presentation.
Question 23

____ are designed to identify the customers called on and to present detailed information about interaction with those clients.

Answer

Invoices

Feedback notices

Work schedules

Call reports

Recall files
Question 24

Customer density and distribution are important factors in

Answer

prospecting.

motivating salespeople.

creating sales territories.

compensating salespeople.

establishing sales force objectives.
Question 25

A missionary salesperson is usually employed by

Answer

a retailer.

a wholesaler.

either a retailer or a producer.

a manufacturer.

an independent intermediary.
Question 26

The two groups of order takers in personal selling are

Answer

current customer salespeople and new-business salespeople.

missionary salespeople and trade salespeople.

inside order takers and field order takers.

trade salespeople and technical salespeople.

advisory order takers and support order takers.
Question 27

Order-getting activities are divided into two categories:

Answer

missionary sales and technical sales.

current-customer sales and new-business sales.

order takers and trade sales.

current sales and support sales.

inside order sales and field order sales.
Question 28

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Answer

Team selling

Relationship selling

Trade selling

Technical selling

Missionary selling
Question 29

Developing a list of potential customers is called

Answer

preapproaching.

surveying.

scouting.

prospecting.

screening.
Question 30

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Answer

advertising.

sales promotion.

personal selling.

target marketing.

public relations.

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