Which of the following is true of follow-up?

Which of the following is true of follow-up?  A. It increases cognitive dissonance in customers. B. It is typically done only once after a...

____ refers to the contacts business owners periodically make with customers in order to remind them of their business, and their interest in customers' business.

____ refers to the contacts business owners periodically make with customers in order to remind them of their business, and their interest in customers'...

_____ refers to business owners doing what they said they would do.

_____ refers to business owners doing what they said they would do.  A. Trendiness B. Cognitive dissonance C. Follow-up D. Follow-through Answer: D....

The proof of a CRM effort is seen in:

The proof of a CRM effort is seen in:  A. high levels of cognitive dissonance in customers. B. more tracked prospects making initial purchases. C....

Business owners can figure how to better target ads or promotions to particular types of customers if:

Business owners can figure how to better target ads or promotions to particular types of customers if:  A. they track sales of their competitors. B....

If business owners track sales by purchase basis:

If business owners track sales by purchase basis:  A. they can minimize the cognitive dissonance experienced by their customers. B. they can...

Which of the following is most likely to be true regarding customer vector?

Which of the following is most likely to be true regarding customer vector?  A. It considerably increases cognitive dissonance. B. It makes...

____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.

____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.  A. Customer vector B. Sales report C....

In the case of existing customers, _____ gives the information on the date and type of contact, since in many sales situations, it can take repeated contacts before a sale is made.

In the case of existing customers, _____ gives the information on the date and type of contact, since in many sales situations, it can take repeated...

Which of the following gives the particulars on existing customers?

Which of the following gives the particulars on existing customers?  A. Contact data B. Performance data C. Product data D. Service data Answer: A....

Which of the following is the key to customer relationship management (CRM)?

Which of the following is the key to customer relationship management (CRM)?  A. Displaying accurate financial records in annual reports B....

____ is a strategy whose goal is growth, based on selling in areas or to groups previously not served by the business.

____ is a strategy whose goal is growth, based on selling in areas or to groups previously not served by the business.  A. Market penetration B....

Which of the following is used when selling to existing customers?

Which of the following is used when selling to existing customers?  A. Market expansion B. Market penetration C. Diversification D. Vertical...

Which of the following strategies is central to the process of upselling?

Which of the following strategies is central to the process of upselling?  A. Market penetration B. Market expansion C. Product expansion D....

Product expansion is a strategy whose goal is growth, based on:

Product expansion is a strategy whose goal is growth, based on:  A. selling more of the firm's product or service to the existing customer...

Customer loyalty programs focus on developing a strategy that is based on:

Customer loyalty programs focus on developing a strategy that is based on:  A. selling more of the firm's product or service to the existing...

_____ is a strategy whose goal is growth, based on selling more of the firm's product or service to the existing customer base.

_____ is a strategy whose goal is growth, based on selling more of the firm's product or service to the existing customer base.  A. Market...

Which of the following is true of cognitive dissonance?

Which of the following is true of cognitive dissonance?  A. It is the consistency between experience and belief. B. It happens frequently...

An inconsistency between experience and belief refers to:

An inconsistency between experience and belief refers to:  A. value proposition. B. segmentation. C. trendiness. D. cognitive dissonance. Answer: D....

Doubt that occurs after a purchase has been made is called _____.

Doubt that occurs after a purchase has been made is called _____.  A. cognitive dissonance B. customer vector C. segmentation D. trendiness Answer: A....

While closing a sales call, when a sales person says "I'll just need your credit card for payment," he is using the sales closing technique of _____.

While closing a sales call, when a sales person says "I'll just need your credit card for payment," he is using the sales closing technique of _____.  A....

Closing a sale refers to:

Closing a sale refers to:  A. asking for a referral from a prospective customer. B. being turned down by a prospective customer. C. delaying...

In personal selling, _____ means cleaning up the list to remove potential clients that are unable or unlikely to buy a business owner's product.

In personal selling, _____ means cleaning up the list to remove potential clients that are unable or unlikely to buy a business owner's product.  A....

Putting together a list of prospective clients is called _____.

Putting together a list of prospective clients is called _____.  A. preparing B. presenting C. formulating D. prospecting Answer: D....

In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?

In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?  A....

Which of the following is true of personal selling?

Which of the following is true of personal selling?  A. It involves activities used to establish and promote a favorable opinion by the media. B....

A news release that is typeset and thus may be photographically reproduced for inclusion in a newspaper is known as a _____.

A news release that is typeset and thus may be photographically reproduced for inclusion in a newspaper is known as a _____.  A. mat release B....

Paying for a local organization's needs in exchange for recognition is referred to as _____.

Paying for a local organization's needs in exchange for recognition is referred to as _____.  A. publicity B. donation C. personal selling D....

Due to which of the following characteristics a news story is most likely to grab public interest?

Due to which of the following characteristics a news story is most likely to grab public interest?  A. Cultural resonance B. Issue recognition C....

Greg has a press release for his new product that he wants to broadcast on television. His press release has a good story and visuals. It also includes content that illustrates broad cultural themes. Which of the following is Greg most likely to generate through the press release?

Greg has a press release for his new product that he wants to broadcast on television. His press release has a good story and visuals. It also includes...

Due to which of the following characteristics a news story is most likely to get public importance?

Due to which of the following characteristics a news story is most likely to get public importance?  A. Trendiness B. Proximity C. Currency D....

Proximity refers to:

Proximity refers to:  A. a concept in public interest which alludes to events with a broad appeal within the market or population. B. a concept...

Trendiness refers to:

Trendiness refers to:  A. a concept in public interest which alludes to events with a broad appeal within the market or population. B. a concept...

Due to which of the following characteristics a news story is most likely to get public recognition?

Due to which of the following characteristics a news story is most likely to get public recognition?  A. Trendiness B. Cultural resonance C....

Which of the following is a component of the AIDA formula that aims to hook people to the press release?

Which of the following is a component of the AIDA formula that aims to hook people to the press release?  A. Action B. Desire C. Interest D....

Which of the following terms refers to the activities used to establish and promote a favorable opinion by the media?

Which of the following terms refers to the activities used to establish and promote a favorable opinion by the media?  A. Press relations B....

Which of the following is an example of sales promotion?

Which of the following is an example of sales promotion?  A. Tara's Attire adds kids clothing to its existing range of clothes. B. Sammy Jams...

Harry Howard, a successful real estate broker, has established his own real estate company in western Pennsylvania. He has on-the-job experience working at a real estate company where he had a whole staff supporting brokers' work. Now on his own, with two secretaries, Harry is building his dream of owning and growing his own business. He wants to mainly focus on middle-to-upper-income homeowners and is exploring what type of promotional material he needs to have. Which of the following would be the fastest way for Harry to build his client base?

Harry Howard, a successful real estate broker, has established his own real estate company in western Pennsylvania. He has on-the-job experience working...

When it comes to promoting a small business that is just starting out, spreading the news by _____ is the surest way to build a client base.

When it comes to promoting a small business that is just starting out, spreading the news by _____ is the surest way to build a client base.  A....

Mentions of a company or products in the media for which a firm did not pay is referred to as _____.

Mentions of a company or products in the media for which a firm did not pay is referred to as _____.  A. buzz marketing B. sales promotion C....

____ is an electronic equivalent of word-of-mouth advertising.

____ is an electronic equivalent of word-of-mouth advertising.  A. Viral marketing B. Ambush marketing C. Sales promotion D. Trendiness Answer: A....

____ are the terms included in the hidden portions of a web page which are used by search engines to describe a website and evaluate its focus and category placement.

____ are the terms included in the hidden portions of a web page which are used by search engines to describe a website and evaluate its focus and category...

Key chains, pens, coffee mugs, or embossed briefcases are examples of _____.

Key chains, pens, coffee mugs, or embossed briefcases are examples of _____.  A. promotional novelties B. signs C. flyers D. marketing kits Answer: A....

____ are usually produced for pennies in quantity.

____ are usually produced for pennies in quantity.  A. Sales packets B. Signs C. Promotional novelties D. Marketing kits Answer: C....

Which of the following is true of promotional novelties?

Which of the following is true of promotional novelties?  A. They explain the competitive strategies of the company to the readers. B. They...

Which of the following is most likely to be true of signs as a form of advertising?

Which of the following is most likely to be true of signs as a form of advertising?  A. They must be large enough to read by passing traffic. B....

Which of the following is a characteristic feature of sales packets?

Which of the following is a characteristic feature of sales packets?  A. They are usually large enough to read by passing traffic. B. They...

Which of the following provides potential customers an education in a firm's product or service, including stories of customers' whose problems were solved, an FAQ list, as well as a page on the products or services, and a page on the business owner and his or her firm?

Which of the following provides potential customers an education in a firm's product or service, including stories of customers' whose problems were...

Which of the following is a characteristic feature of brochures and flyers?

Which of the following is a characteristic feature of brochures and flyers?  A. They contain the annual balance sheet of the company. B. They...

Which of the following is true of advertising?

Which of the following is true of advertising?  A. It is the least likely to be used by businesses to convey their message to potential customers. B....

____ is often used to support the corporate identity and value propositions that are established through public relations efforts.

____ is often used to support the corporate identity and value propositions that are established through public relations efforts.  A. Personal...

How much of each message conveyance a business owner uses to sell his or her product as well as his or her objective in using each one is known as:

How much of each message conveyance a business owner uses to sell his or her product as well as his or her objective in using each one is known as:  A....

Which of the following is a characteristic feature of a message for a target market?

Which of the following is a characteristic feature of a message for a target market?  A. It is repeated less often. B. It must contain the...

Dividing the market into different segments by income, age, or religion constitutes segmenting the market _____.

Dividing the market into different segments by income, age, or religion constitutes segmenting the market _____.  A. geographically B. economically C....

Segmenting a market _____ involves dividing it into different segments in terms of cities or neighborhoods.

Segmenting a market _____ involves dividing it into different segments in terms of cities or neighborhoods.  A. geographically B. economically C....

____ is the segment or segments a business owner selects to concentrate his or her marketing efforts.

____ is the segment or segments a business owner selects to concentrate his or her marketing efforts.  A. Target market B. Qualified market C....

____ is the process of dividing the market into smaller portions of people who have certain common characteristics.

____ is the process of dividing the market into smaller portions of people who have certain common characteristics.  A. Target optimization B....

Which of the following terms refers to small business owners' unique selling points that will be used to differentiate their products and/or services from those of the competition?

Which of the following terms refers to small business owners' unique selling points that will be used to differentiate their products and/or services...

Which of the following terms refers to a rule of thumb about how many prospective customers it takes to find one who will actually make a purchase?

Which of the following terms refers to a rule of thumb about how many prospective customers it takes to find one who will actually make a purchase?  A....

For low cost or free help in doing a marketing plan consider:

For low cost or free help in doing a marketing plan consider: a. SCORE b. SBA c. A university's entrepreneurship or marketing department d. All of...

How often should you do a marketing plan?

How often should you do a marketing plan? a. When you do a business plan b. Whenever you add new products or services c. When your competition significantly...

If your marketing plan is part of a full business plan, you do not need to include _________

If your marketing plan is part of a full business plan, you do not need to include _________ a. Target market information b. Contingency plans c....

Your marketing plan should be written as _____

Your marketing plan should be written as _____ a. An action plan b. A general guideline to what you'd like to do c. An overall strategy d. A day-to-day...

Loyalty programs and referral discounts would be included in which piece of the marketing plan?

Loyalty programs and referral discounts would be included in which piece of the marketing plan?  a. Product b. Price c. Place d. Promotion Answer: d....

Shipping methods would be discussed under what piece of the marketing plan?

Shipping methods would be discussed under what piece of the marketing plan? a. Product b. Price c. Place d. Promotion Answer: c. Pla...

In the product section of the marketing plan, which of the following would NOT be included?

In the product section of the marketing plan, which of the following would NOT be included? a. A sample menu for a restaurant b. A sample coupon c....

The four P's are product, price, ___

The four P's are product, price, ___ a. Promotion and public relations b. People and place c. Promotion and people d. Place and promotion Answer: d....

A direct competitor to Domino's Pizza would be

A direct competitor to Domino's Pizza would be a. Pizza Hut b. Totino's frozen pizza c. Homemade, "from scratch" pizza d. McDonald's Answer: a....

Your indirect competition are those firms who

Your indirect competition are those firms who a. Advertise in different ways that you do b. Appeal to different target markets than you do c. Offer...

SWOT analysis is often used to:

SWOT analysis is often used to: a. Identify your competition b. Define your target market c. Clarify your current situation d. Outline your marketing...

Why do companies target? All of the following reasons EXCEPT:

Why do companies target? All of the following reasons EXCEPT: a. In order not to waste efforts trying to sell to people who don't want their products b....

If you select one specific target market to whom you devote all your attention, you are following ______________________.

If you select one specific target market to whom you devote all your attention, you are following ______________________.  a. Undifferentiated...

If you find several target markets to whom you intend to market by using different marketing mixes you are practicing _________________.

If you find several target markets to whom you intend to market by using different marketing mixes you are practicing _________________.  a....

If you essentially believe that everyone is your target market you will practice:

If you essentially believe that everyone is your target market you will practice: a. Undifferentiated strategy b. Differentiated strategy c. Focused...

Life cycle position is a combination of age and

Life cycle position is a combination of age and a. Family situation b. Ethnicity c. Personality d. Geographic location Answer: a. Family ...

The four most common ways to segment are geographic and all of the following EXCEPT:

The four most common ways to segment are geographic and all of the following EXCEPT: a. Situation b. Demographic c. Benefits sought d. Individual...

In segmenting, marketers look for groups of people who

In segmenting, marketers look for groups of people who a. Look alike b. Have similar needs for a particular product/service c. Live geographically...

Offering a loyalty program with frequent discounts or free products could be a potential differential advantage in __________________.

Offering a loyalty program with frequent discounts or free products could be a potential differential advantage in __________________.  a. Product b....

A chocolate pizza could be a potential differential advantage in __________________.

A chocolate pizza could be a potential differential advantage in __________________. a. Product b. Price c. Place d. Promotion Answer: a....

Delivering groceries by mail could be a potential differential advantage in __________________.

Delivering groceries by mail could be a potential differential advantage in __________________. a. Product b. Price c. Place d. Promotion Answer: c....

Your product's or service's differential advantage answers which of the following questions?

Your product's or service's differential advantage answers which of the following questions? a. Why would customers buy my product/service and not...

Once Josephine has a good number on potential customers, the next thing she should be concerned about to do her sales forecast:

Once Josephine has a good number on potential customers, the next thing she should be concerned about to do her sales forecast: a. Finding out their...

Josephine is opening a beauty shop just down the street from the shop where she used to work. She's planning to be open the hours her former salon is closed. To forecast how many customer she might have, Josephine might:

Josephine is opening a beauty shop just down the street from the shop where she used to work. She's planning to be open the hours her former salon is...

Midwest University has a new policy stating that all incoming freshman must purchase a laptop computer through the university's computer store. In order to forecast sales of laptops computers at Midwest University, which would be the most helpful?

Midwest University has a new policy stating that all incoming freshman must purchase a laptop computer through the university's computer store. In order...

Which of the following is NOT true of open-ended questions?

Which of the following is NOT true of open-ended questions? a. They can help you find a new market niche b. They can capture information scalar questions...

"Please check the box below that best describes your education level" is an example of a(n) __________________________.

"Please check the box below that best describes your education level" is an example of a(n) __________________________.  a. Scalar question b....

"What do you like the best about our product?" is an example of a(n) ____________________.

"What do you like the best about our product?" is an example of a(n) ____________________.  a. Scalar question b. Dichotomous question c. Categorical...

"Are you currently a full time student?" is an example of a(n) ____________________.

"Are you currently a full time student?" is an example of a(n) ____________________. a. Scalar question b. Dichotomous question c. Categorical question d....

What is an advantage of collecting in person survey data?

What is an advantage of collecting in person survey data? a. Cost b. High return rates c. Time d. Flexibility Answer: d. Flexibili...

What is a problem associated with mail surveys?

What is a problem associated with mail surveys? a. Low return rates b. Cost c. Many people do not have addresses d. Difficulty to find addresses Answer: a....

Using a questionnaire on the Internet is an example of:

Using a questionnaire on the Internet is an example of:  a. Ethnographic research b. Using a focus group c. Using secondary data d. Survey research Answer: d....

Gathering a group of 8 or 10 people to ask a series of marketing questions is:

Gathering a group of 8 or 10 people to ask a series of marketing questions is:  a. Ethnographic research b. Using a focus group c. Using secondary...

Watching people and recording their actions is:

Watching people and recording their actions is: a. Ethnographic research b. Using a focus group c. Using secondary data d. Survey research Answer: a....

Which of the following are sources for free or inexpensive help with marketing surveys?

Which of the following are sources for free or inexpensive help with marketing surveys? a. Marketing classes at local universities b. SCORE chapters c....

The advantage of secondary research is that it

The advantage of secondary research is that it a. Is quick and often free b. Is timely c. Is accurately collected d. Exactly answers your questions Answer: a....

The advantages of primary research is that it:

The advantages of primary research is that it: a. Is quick b. Is cheap c. Exactly answers your question d. Doesn't need to be statistically analyzed Answer: c....

With marketing research you can find out:

With marketing research you can find out: a. Where your customers shop b. What they consider a fair price c. How large of a market you have d. All...

The marketing plan:

The marketing plan: a. Provides a roadmap for your marketing department b. Is an essential piece of the business plan c. Fully examines your current...

History shows that as many as 75% of all new products fail; this is mostly because:

History shows that as many as 75% of all new products fail; this is mostly because: a. They were bad products b. There were environmental problems...