CSUF MKTG 351 Final Exam Review (2025) ACTUAL
EXAM comprehensive questions and verified accurate
solution (Detailed & Elaborated) |get it 100%
accurate!! 2025 TEST!!
Promotional Mix - (ANSWER)1) advertising
2) public relations
3) sales promotions
4) personal selling
5) social media
promotion - (ANSWER)Communication by marketers that informs, persuades,
and reminds potential buyers of a product in order to influence an opinion or
elicit a response
promotional strategy - (ANSWER)a plan for the optimal use of the elements of
promotion to elicit a particular response; main goal is to convince buyers that the
products offer competitive advantage
advertising - (ANSWER)mass communication, high control, relatively low cost per
customer, low credibility
public relations - (ANSWER)unpaid, effective, limited control, higher credibility
,sales promotion - (ANSWER)all non-advertising and public relations activities that
focus on promoting sales; typically short-term although may have spillover long-
term effect; intended to induce product trial and additional sales
personal selling - (ANSWER)in-person selling, more costly; more effective; works
well for high cost items; aimed to inform and influence customers
social media - (ANSWER)recent addition to promotional mix, shift of control of
communication efforts to consumers
Integrated Marketing Communications (IMC) - (ANSWER)aims to align all
elements of the promotional mix for the best possible results
marketing communication - (ANSWER)the process by which marketers impress
on the buyers the value that their products have to offer
Promotional Goals - (ANSWER)informing (early stages), persuading (late intro/
early maturity), reminding (later stages), connecting (ongoing)
AIDA concept - (ANSWER)Attention: gain awareness of target market
Interest: create appealing message for target market
Desire: convince to create preference for
Action: communication should have call to action- go out and buy it
, factors affecting promotional mix - (ANSWER)-nature of the product
-stages in the product life cycle
-type of buying decision
-push and pull strategies
nature of the product - (ANSWER)mass media (advertising) will work well for
mass produced, consumer products where personal selling will work better for
customized, business products
Stages of Product Life Cycle - (ANSWER)early stage: advertising/public relation for
awareness and sales promotion to induce trial
growth stage: advertising and public relations for establishing differential
advantage, reduce sales promotion
maturity stage: persuasive reminder advertising and sales promotion to increase
sales
decline stage: advertising reduced, personal selling efforts continue
Type of Buying Decision - (ANSWER)simple/routine: require no deliberation,
reminder advertising and sales promotion can be very effective
complex/ high involvement: personal selling can work well
Push and Pull Strategies - (ANSWER)Push: incentivize wholesalers or retailers to
carry the product (ex. trade discounts)
Pull: incentivizes end consumers directly
EXAM comprehensive questions and verified accurate
solution (Detailed & Elaborated) |get it 100%
accurate!! 2025 TEST!!
Promotional Mix - (ANSWER)1) advertising
2) public relations
3) sales promotions
4) personal selling
5) social media
promotion - (ANSWER)Communication by marketers that informs, persuades,
and reminds potential buyers of a product in order to influence an opinion or
elicit a response
promotional strategy - (ANSWER)a plan for the optimal use of the elements of
promotion to elicit a particular response; main goal is to convince buyers that the
products offer competitive advantage
advertising - (ANSWER)mass communication, high control, relatively low cost per
customer, low credibility
public relations - (ANSWER)unpaid, effective, limited control, higher credibility
,sales promotion - (ANSWER)all non-advertising and public relations activities that
focus on promoting sales; typically short-term although may have spillover long-
term effect; intended to induce product trial and additional sales
personal selling - (ANSWER)in-person selling, more costly; more effective; works
well for high cost items; aimed to inform and influence customers
social media - (ANSWER)recent addition to promotional mix, shift of control of
communication efforts to consumers
Integrated Marketing Communications (IMC) - (ANSWER)aims to align all
elements of the promotional mix for the best possible results
marketing communication - (ANSWER)the process by which marketers impress
on the buyers the value that their products have to offer
Promotional Goals - (ANSWER)informing (early stages), persuading (late intro/
early maturity), reminding (later stages), connecting (ongoing)
AIDA concept - (ANSWER)Attention: gain awareness of target market
Interest: create appealing message for target market
Desire: convince to create preference for
Action: communication should have call to action- go out and buy it
, factors affecting promotional mix - (ANSWER)-nature of the product
-stages in the product life cycle
-type of buying decision
-push and pull strategies
nature of the product - (ANSWER)mass media (advertising) will work well for
mass produced, consumer products where personal selling will work better for
customized, business products
Stages of Product Life Cycle - (ANSWER)early stage: advertising/public relation for
awareness and sales promotion to induce trial
growth stage: advertising and public relations for establishing differential
advantage, reduce sales promotion
maturity stage: persuasive reminder advertising and sales promotion to increase
sales
decline stage: advertising reduced, personal selling efforts continue
Type of Buying Decision - (ANSWER)simple/routine: require no deliberation,
reminder advertising and sales promotion can be very effective
complex/ high involvement: personal selling can work well
Push and Pull Strategies - (ANSWER)Push: incentivize wholesalers or retailers to
carry the product (ex. trade discounts)
Pull: incentivizes end consumers directly
