Question 1

The company launches most of its products in Mexico as well.Before it launched its latest product in Mexico, Albesco broadcasted advertisements that created brand awareness.Now the company has changed its advertising messages to tempt customer purchases of the new product.The company is most likely in the stage of AIDA model in Mexico.

Accepted Answer

The company is in the "desire" stage of the AIDA model, as it is now focusing on advertising messages that tempt customer purchases, indicating an effort to create a desire for the product.

Question 2

Which of the following refer to major events attended by buyers who choose to be exposed to products and services offered by potential suppliers in an industry?

Accepted Answer

Trade shows are major events where buyers and suppliers in an industry gather to showcase and explore products and services.

Question 3

Which of the following is a short-term incentive designed to elicit a specific response from the sales force?

Accepted Answer

A sales contest is a short-term incentive aimed at motivating the sales force to achieve specific goals or responses within a limited time frame.

Question 4

A firm decides to offer its monthly top performing salesperson a financial reward of $1,000.This is an example a:

Accepted Answer

The answer of A firm decides to offer its monthly...

Question 5

The company introduces a new range of electronic toys into Canada.The company targets children between the ages of 5 and 12.To grab the attention of children and their parents, the company creates funny advertisements.Making such funny advertisements relates to the
Stage of the AIDA model.

Accepted Answer

The answer of The company introduces a new range of...

Question 6

Which of the following is a key difference between cold calling and telemarketing?

Accepted Answer

Cold calling can involve personal meetings as it is a direct approach to potential customers, whereas telemarketing is conducted over the phone without face-to-face interaction.

Question 7

The follow-up presents a prime opportunity for salespeople to:

Accepted Answer

The follow-up is crucial for reinforcing the relationship with the customer after a sale, ensuring satisfaction, and building loyalty.

Question 8

Which of the following is a method of prospecting in which salespeople telephone or go to see potential customers without appointments?

Accepted Answer

Cold calling is a method where salespeople contact potential customers without prior appointments, either by phone or in person.

Question 9

Which of the following is a disadvantage of using measures such as sales, profits, and the number of orders to evaluate salespeople?

Accepted Answer

The answer of Which of the following is a disadvantage...

Question 10

Which of the following occurs prior to meeting the customer for the first time and extends the qualification of leads procedure?

Accepted Answer

The preapproach involves gathering information and planning the sales presentation before meeting the customer, extending the qualification of leads.

Question 11

Which of the following is an example of a nonfinancial reward?

Accepted Answer

A free foreign trip is a nonfinancial reward because it does not involve direct monetary compensation but rather an experience or benefit.

Question 12

Preapproach is considered an extension of the procedure.

Accepted Answer

Preapproach involves gathering information and qualifying potential customers before making a sales presentation, making it an extension of the qualification process.

Question 13

Robert, a salesperson, decides to make cold calls to a list of potential customers.Which of the following is the most likely reason why Robert is making cold calls?

Accepted Answer

Cold calling is typically used to set up appointments with potential customers, allowing for further discussion and potential sales opportunities.

Question 14

Which of the following terms refer to a list of potential customers?

Accepted Answer

The answer of Which of the following terms refer to...

Question 15

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

Accepted Answer

Generating and qualifying leads is the first step in the personal selling process, as it involves identifying potential customers and assessing their likelihood of becoming actual buyers.

Question 16

Qualifying the leads refers to:

Accepted Answer

Qualifying the leads refers to assessing their sales potential.

Question 17

Closing the sale means:

Accepted Answer

Closing the sale refers to the process of obtaining a commitment from the customer to make a purchase, which is the primary goal of a sales transaction.

Question 18

Frost Stores allows customers to enter a draw when they make a purchase costing more than $50.The draws are conducted every week and the winning customers are rewarded with gifts.This promotional technique is an example of a:

Accepted Answer

A sweepstake is a promotional technique where winners are selected randomly, often used to encourage purchases or participation.

Question 19

Which of the following are salespeople who sell a manufacturer's products on an extended contract basis but are not employees of the manufacturer?

Accepted Answer

Independent agents, also known as manufacturer's representatives, sell a manufacturer's products on an extended contract basis but are not employees of the manufacturer.

Question 20

Customers think of Albesco's refrigerator brand every time they think of a refrigerator.Building such a place in people's minds relates to the stage of the AIDA model.

Accepted Answer

Awareness is the stage in the AIDA model where customers become familiar with a brand, leading them to think of it when considering a product category.

Quiz 15: Social and Mobile Marketing