MKTG 400 Exam questions with
answers graded A+
Salespeople can be a good source of __; they are often encourages to as customers about
competitor's strategies. - ANS✅✅competitive intelligence
Sometimes minivan commercials are aired during Saturday morning cartoons. advertisers are using
these ads to reach the __ market or those who influence them. - ANS✅✅target
department store chains like Neiman Marcus and Bloomingdale's focus on upscale, high-fashion
designer merchandise in addition to superior relationships with customers. they would be
categorized as __-service. - ANS✅✅full
advocacy advertisements state the position of a company on an issue. it is a form of __ advertising. -
ANS✅✅institutional
sephora is a leading specialty outlet selling perfume and cosmetic products. it is likely to offer what?
- ANS✅✅considerable assortment of a few product lines
__ selling is the practice of building ties to customers based on a salesperson's attention and
commitment to customer needs over time. - ANS✅✅relationship
what step in developing advertising is most helpful in selecting media and evaluating a campaign? -
ANS✅✅specifying advertising objectives
at which of the following are you most likely to encounter self-service?
a. a high-end department store
b. a warehouse club
c. an independently owned jewelry store
d. a retail-sponsored cooperative - ANS✅✅a warehouse club
what type of advertising schedule is best suited for products and services that are consumed
regularly at relatively steady rates? - ANS✅✅continuous
, retailers are now able to use __ using information from wearable technology and other sources to
provide personalized communications directed at specific consumers. - ANS✅✅data analytics
the number of different people or households exposed to an advertisement - ANS✅✅reach
sales management involves which of the following
a. setting the marketing budget
b. recruiting and training salespeople
c. crafting the promotional message
d. evaluating the performance of individual salespeople - ANS✅✅b and c
the __ presentation format assumes that given the right suggestion by a salesperson, the prospect
will buy. - ANS✅✅stimulus-response
sales management includes which of these?
a. planning the selling program
b. designing advertising
c. coordinating sales promotions
d. evaluating the personal selling effort - ANS✅✅a and d
what are a couple disadvantages of advertising? - ANS✅✅lack of direct feedback and high
absolute costs
a self-liquidating __ is one in which the extra merchandise is offered at a savings over retail price but
at a level that covers the cost of the item - ANS✅✅premium
a tool used to evaluate a company's current processes and assets such as internal communication,
key audiences, databases, advertising messages, and promotions expertise - ANS✅✅IMC audit
answers graded A+
Salespeople can be a good source of __; they are often encourages to as customers about
competitor's strategies. - ANS✅✅competitive intelligence
Sometimes minivan commercials are aired during Saturday morning cartoons. advertisers are using
these ads to reach the __ market or those who influence them. - ANS✅✅target
department store chains like Neiman Marcus and Bloomingdale's focus on upscale, high-fashion
designer merchandise in addition to superior relationships with customers. they would be
categorized as __-service. - ANS✅✅full
advocacy advertisements state the position of a company on an issue. it is a form of __ advertising. -
ANS✅✅institutional
sephora is a leading specialty outlet selling perfume and cosmetic products. it is likely to offer what?
- ANS✅✅considerable assortment of a few product lines
__ selling is the practice of building ties to customers based on a salesperson's attention and
commitment to customer needs over time. - ANS✅✅relationship
what step in developing advertising is most helpful in selecting media and evaluating a campaign? -
ANS✅✅specifying advertising objectives
at which of the following are you most likely to encounter self-service?
a. a high-end department store
b. a warehouse club
c. an independently owned jewelry store
d. a retail-sponsored cooperative - ANS✅✅a warehouse club
what type of advertising schedule is best suited for products and services that are consumed
regularly at relatively steady rates? - ANS✅✅continuous
, retailers are now able to use __ using information from wearable technology and other sources to
provide personalized communications directed at specific consumers. - ANS✅✅data analytics
the number of different people or households exposed to an advertisement - ANS✅✅reach
sales management involves which of the following
a. setting the marketing budget
b. recruiting and training salespeople
c. crafting the promotional message
d. evaluating the performance of individual salespeople - ANS✅✅b and c
the __ presentation format assumes that given the right suggestion by a salesperson, the prospect
will buy. - ANS✅✅stimulus-response
sales management includes which of these?
a. planning the selling program
b. designing advertising
c. coordinating sales promotions
d. evaluating the personal selling effort - ANS✅✅a and d
what are a couple disadvantages of advertising? - ANS✅✅lack of direct feedback and high
absolute costs
a self-liquidating __ is one in which the extra merchandise is offered at a savings over retail price but
at a level that covers the cost of the item - ANS✅✅premium
a tool used to evaluate a company's current processes and assets such as internal communication,
key audiences, databases, advertising messages, and promotions expertise - ANS✅✅IMC audit
