Question

QUESTION 21

1. Which of the following statements is true of lead qualification?

   	a.	It refers to a process that describes the “homework” that must be done by a salesperson before he or she contacts a prospect.
   	b.	It refers to determining the recognized need, buying power, and receptivity and accessibility of a sales prospect.
   	c.	It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects’ needs or financial status.
   	d.	It refers to using friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations to identify potential clients.

2 points   

QUESTION 22

1. Which of the following is true of social media?

   	a.	If content goes viral, it can then reach a massive audience.
   	b.	Social media are a strong way to gain attention and interest in a brand.
   	c.	All of the above are correct.
   	d.	Social media are also effective at engaging customers to maintain interest in the brand.

2 points   

QUESTION 23

1. When recruiting the sales force, sales managers prefer salespeople who

   	a.	often avoid getting involved in negotiation process.
   	b.	are transaction-oriented rather than relationship-oriented.
   	c.	get their point across confidently without being overbearing or aggressive.
   	d.	ensure that there is no negotiation during the process of closing a sale.

2 points   

QUESTION 24

1. New brands with small market shares tend to spend more on advertising and sales promotions than those with large market shares because:

   	a.	spending more will inhibit the advertising response function.
   	b.	a certain minimum level of exposure is needed to measurably affect purchase habits.
   	c.	returns multiply exponentially after a certain level of spending.
   	d.	the percentage of growth in market share is directly proportionate to the amount of money spent on advertising.

2 points   

QUESTION 25

1. Decathlon Corp., a sports shoe manufacturer, launches a new line of sports shoes. To promote the product, Fournotts Corp. invites its customers to try on the shoes for a period of one week and get a feel of its features. This is an example of _____.

   	a.	sponsorship
   	b.	experiential marketing
   	c.	product placement
   	d.	corporate communication

2 points   

QUESTION 26

1. Which of the following is a difference between social media and personal selling?

   	a.	Social media entail two-way communication, whereas personal selling entails one-way communication.
   	b.	Social media can disperse a message quickly to a wide audience, whereas personal selling is very slow in dispersing a message to a large audience.
   	c.	Social media are a means of interpersonal communication, whereas personal selling is a means of mass communication.
   	d.	Social media provide opportunity for immediate feedback, whereas personal selling does not provide opportunity for direct feedback.

2 points   

QUESTION 27

1. A step in the selling process that concerned with identifying firms and people most likely to buy the seller’s offerings is called _______________.

   	a.	lead qualification
   	b.	needs assessment
   	c.	lead generation
   	d.	preapproach

2 points   

QUESTION 28

1. CamScan is a manufacturer of printers, scanners, and other office equipment. It announces a cash refund for corporate purchases in large quantities. Rick purchases 20 color printers for his office from CamScan during this sale. To collect the cash refund, he needs to fill out and mail a form provided by CamScan, along with proof of purchase. In this case, which type of sales promotions is CamScan offering?

   	a.	Bonus
   	b.	Rebate
   	c.	Coupon
   	d.	Premium

2 points   

QUESTION 29

1. A new category of promotional tactic based on brands becoming publishers of their own content to maximize the brands’ value to customers is called ____________.

   	a.	paid media
   	b.	owned media
   	c.	unpaid media
   	d.	earned media

2 points   

QUESTION 30

1. Which of the following best defines audience selectivity?

   	a.	The number of target consumers exposed to a commercial at least once during a specific period
   	b.	The cost associated with a consumer clicking on a display or banner ad
   	c.	The ability of an advertising medium to reach a precisely defined market
   	d.	The number of times an individual is exposed to a given message during a specific period

Answer 1

21) C
it is the only option which shows true about lead qualification
22) C
In the case of social media, all the statements are correct. It reaches a massive audience as the content goes viral. It also helps to gain and maintain attention and interest in a brand.
23) C
As it is the sole characteristic of a salesperson. Other options are just sub-points.

24) B
New brands with small market shares spend more on ad and sales promotions than that of large market shares because they need a minimum level of exposure to measurably affect purchase habits
25) B
In this case, experimental marketing is used to attract customers. Because this type of marketing is helpful to engage the customers and to create a real-life experience that will have a long term impact
26) B
the difference between personal selling and social media is that social media can disperse a message quickly to a wide range audience, whereas personal selling is very slow in dispersing a message to a large audience
27) C
As it is a process of initiating the consumers or firms to buy their products or services by understanding their needs. This is mainly used for umbrella advertising.
28) B
A rebate is a partial refund that is being paid to the ones who have made the excess purchase.
29) B
Owned media is the method by which the entity itself owns a medium through which they conduct their promotional activities directly to customers.
30) C
It is the term that uses to describe the ability to reach a precisely defined market. It is a process of focusing on the temporary dimension of the audience activity in a newer media or marketing environment.