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Exam 19: Managing Personal Communications: Direct Marketing and Personal Selling

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Question 21

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The term sales representative covers a broad range of positions, tasks, and responsibilities. List and briefly describe each of the positions.

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The "positions" include: (1) deliverer: ...

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Question 22

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Buzz and viral marketing both try to ______.

A) use unethical methods to popularize a brand
B) market products by providing free samples to customers
C) create a splash in the marketplace to showcase a brand
D) induce impulse sales by displaying products close to the pay counters
E) market products to customers without their knowledge

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Question 23

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Interstitials are advertisements that pop up between changes on a Web site.

A salesperson calling on supermarkets to take repeat orders is called an order taker.

Which of the following is the first step in the process of personal selling?

Podcasts are digital media files created for playback on portable MP3 players and computers.

The process of deciding how to allocate company's time among prospects and customers is called ________.

Information gathering refers to the act of conducting market research and doing intelligence work.

A salesperson performing over the counter sales in a medical store can be referred to as a(n) ________.

An employee who provides clerical backup for outside salespersons, runs credit checks, follows up on deliveries, and answer customers' business-related questions is called a sales assistant.

You are appointed as the B2B sales representative of a manufacturing company. What are the various tasks that you will have to perform as a B2B salesperson?

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.

Which of the following is a factor considered when a customer is evaluated based on RFM formula?

The practice of using call centers, where employees receive calls from customers and provide service by taking orders and answering queries, is called ________.

Roler Telecom, a leading mobile telephone operator in Asia, engages in aggressive marketing promotions. The company sends promotional messages to customers and makes promotional calls on a regular basis. However, these aggressive promotion efforts often irritate its customers. What could be the likely outcome of this?

Altruron Technologies creates a Facebook page for its new brand of LED television, Sparta. The Facebook page provides latest updates on Sparta and key service issues of the product. It also encourages user comments on the page and users share the information and pictures with their contacts in Facebook. The company has been marketing the page aggressively and has been encouraging users to "like" the product in Facebook. This social networking page and related efforts help the company attract prospective customers. The situation discussed here is an example of ________ marketing.

Companies design ________ to embody or express their purpose, history, products, and vision and that are attractive on first viewing and interesting enough to encourage repeat visits.

If a company exaggerates the features of its products in its product catalogue, it can be classified as deception.

Having a ________ page has become a virtual prerequisite for many companies.

________ questions ask about the consequences of the buyer's problems.