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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | A disadvantage of direct mailing may be that: | a. | Mailing lists can become outdated. | | b. | Intended customers may not receive the advertising. | | c. | Advertising may be wasted on direct mail because many people see the mailings as junk mail and discard them. | | d. | All these are correct. | | e. | None of these are correct. | | | | |
| | 2. | The key component of both radio and television advertising is: | a. | The cost. | d. | The signature. | | b. | The color. | e. | None of these are correct. | | c. | The script. | | | | | | | | |
| | 3. | Which of the following would not be part of a promotional campaign: | a. | Advertising | | b. | Public Relations | | c. | Cost Analysis | | d. | Sales Promotion | | e. | Personal Selling | | | | |
| | 4. | Which would be considered the most difficult of a sales promotion? | a. | Visual merchandising such as displays | d. | Sweepstakes | | b. | Coupons, rebates | e. | None of these are correct | | c. | Contests | | | | | | | | |
| | 5. | The first step to take to improve an organization’s customer service is to: | a. | Develop an improvement plan | d. | All of these are correct | | b. | Decide why improvement is needed | e. | None of these are correct | | c. | Provide customer service | | | | | | | | |
| | 6. | Which of the following best describes the five mental stages of the buying process? | a. | Attention, interest, desire, conviction, and action | | b. | Product, place, promotion, and price | | c. | Attention, price, income, promotion, and interest | | d. | Cost, promotion, attention, desire, and action | | e. | None of these are correct | | | | |
| | 7. | A sales transaction can bet be described as: | a. | The exchange of a product for the purchase price | | b. | Begins when the customer enters the store | | c. | When the customer is satisfied | | d. | All of these are correct | | e. | None of these are correct | | | | |
| | 8. | Interior display is: | a. | Built on table, wall, or counter | d. | Constructed but outside consultant | | b. | Used only in large business | e. | None of these are correct | | c. | Product on sale | | | | | | | | |
| | 9. | A display plan includes: | a. | Drawing | d. | All of these are correct | | b. | Materials | e. | None of these are correct | | c. | Seasons | | | | | | | | |
| | 10. | You are most likely to close a sale successfully if you: | a. | Obtain feedback frequently during the interview | | b. | Seek commitment only at the end of the interview | | c. | If you know your product the rest does not matter | | d. | Be strong and enthusiastic | | e. | None of these are correct | | | | |
| | 11. | Cold calling is: | a. | Calling on prospects with an appointment that fits a certain criteria of type and size and business | | b. | When a sales person stops by to visit with a prospect without an appointment or any prior knowledge of the prospect | | c. | Calling a prospect customer who has asked to be contacted | | d. | All of these are correct | | e. | None of these are correct | | | | |
| | 12. | How to handle an angry caller. You first: | a. | Tell them nicely to call back when they are not angry | | b. | Find out what the problem is | | c. | Refer them to your manager who has all the answers | | d. | All of these are correct | | e. | None of these are correct | | | | |
| | 13. | Which of the following is not a market situation in a market analysis? | a. | Product descriptions | d. | Information about supply and demand | | b. | pricing | e. | None of these are correct | | c. | Existing Competition | | | | | | | | |
| | 14. | Defining the “target market” means: | a. | Stated goals in the business proposition | | b. | Identifying and selecting customers whom are most likely to buy what is produced | | c. | Plans for achieving marketing objectives | | d. | None of these are correct | | e. | All of these are correct | | | | |
| | 15. | A projected budget is: | a. | A statement of anticipated expenses and income for the market plan | | b. | Developing a promotion plan | | c. | Determining how well the plan did | | d. | Market research | | e. | None of these are correct | | | | |
| | 16. | When you first meet a disgruntled customer you should: | a. | Refer them to your supervisor | d. | All of these are correct | | b. | Establish eye contact and smile | e. | None of these are correct | | c. | Send them to the customer service desk | | | | | | | | |
| | 17. | Which of the following is not a main step in developing a display plan? | a. | Determine product of service to be featured | | b. | Establish a theme | | c. | Determine who will assemble it | | d. | Select the display arrangement | | e. | None of these are correct | | | | |
| | 18. | The most important factor of your continued success in the sales field will depend on? | a. | The state of the economy | d. | The product you are selling | | b. | The weather in your area | e. | None of these are correct | | c. | The selling skills you develop | | | | | | | | |
| | 19. | Which of the following is the first thing an advertisement should accomplish? | a. | Show product benefits to the customer | d. | Supply the product information | | b. | Get the customer’s attention | e. | None of these are correct | | c. | Create a desire to buy | | | | | | | | |
| | 20. | In a classic advertisement format, the headline is designed to: | a. | Supply details about the product | | b. | Explain product benefits | | c. | Inform the customer about product price | | d. | Attract the reader’s attention | | e. | None of these are correct | | | | |
| | 21. | The focal point of an advertisement is located: | a. | In the lower left part of the ad | | b. | In the upper right part of the ad | | c. | In the upper left part of the ad | | d. | In the area slightly above and to the left of center | | e. | None of these are correct | | | | |
| | 22. | A P.O.P. sign is also known as a ... | a. | Place of purchase sign | d. | Point of product sign | | b. | Point of purchase sign | e. | None of these are correct | | c. | Price of product sign | | | | | | | | |
| | 23. | Which of the following colors can be used to get the customer’s attention? | a. | Red | d. | Black | | b. | Blue | e. | None of these are correct | | c. | Green | | | | | | | | |
| | 24. | A logo is a name, symbol, or trademark designed to... | a. | Indicate product price | | b. | Provide easy recognition of a product | | c. | Inform a customer about product features | | d. | All of these are correct | | e. | None of these are correct | | | | |
| | 25. | People don’t like to be given NO choice and people do not like to be given orders. It should be rephrased as a: | a. | Question | | b. | Direct conformational statement | | c. | As if the customer as third party | | d. | As if you were acting as an authority figure | | e. | None of these are correct | | | | |