Question 1

Which place requires sponsors to provide French translations and to pay a duty based on the total value of the prize pool and to post a bond to run a promotion?

Accepted Answer

Even in countries that share some integration, like NAFTA members, sales-promotion related legislation differs from one country to another. In Quebec, for example, sponsors are required to provide French translations and to pay a duty based on the total value of the prize pool and to post a bond to run a promotion.

Question 2

Why must displays going to Eastern Europe be marked as not being for resale?

Accepted Answer

Displays going to Eastern Europe must be marked as not being for resale to avoid additional customs duties.

Question 3

_________________________ is defined as a concerted effort on the part of the company to generate good will among publics that are essential to the company.

Accepted Answer

The answer of _________________________ is defined as a concerted effort...

Question 4

According to the text, as marketers consider the future of sales promotion, which form of sales promotion "anticipates important growth?"

Accepted Answer

Important growth is anticipated especially in the area of point-of-purchase displays.

Question 5

For U.S. industrial firms, trade show and exhibitions account for ____ of the overall communication budget.

Accepted Answer

For U.S. industrial firms, trade show and exhibitions account for one-fifth of the overall communication budget and one-fourth for European industrial firms.

Question 6

Trade shows and exhibitions

Accepted Answer

Trade shows and exhibits provide a neutral location for doing business and bring together managers from different departments in buyers' organizations, thus increasing the probability of meeting every decision maker who will influence the buying decision.

Question 7

____ are examples of trade promotion; they are usually held annually in formats in which companies purchase exhibit space to display and demonstrate their offerings to the target market.

Accepted Answer

Trade shows and exhibitions are examples of trade promotion; they are usually held annually in formats in which companies purchase exhibit space to display and demonstrate their offerings to the target market. The others are examples of consumer sales promotion tools are point-of-purchase displays, free samples, coupons, sweepstakes and contests.

Question 8

Which of the following is an example of a trade promotion tool?

Accepted Answer

Trade shows and exhibitions, free samples, point-of-purchase displays are examples of trade promotion.

Question 9

How did Coke promote Coke Light to consumers in the Netherlands?

Accepted Answer

In July 2000, Coca Cola representatives were offering free samples of Coke and Coke Light to consumers shopping at Albert Heijn. After sampling miniature Coke cans, consumers could purchase the product with a two-for-the-price-of-one promotion.

Question 10

Why has Nestlé been criticized for its infant formula promotion in Sub-Saharan Africa?

Accepted Answer

Women dressed as nurses offered free samples to new mothers in maternities, urging them to feed formula to their infants as replacement for breast milk. Lack of sanitary conditions for formula preparation, as well as the high cost of the product, ultimately led to the death of many infants.

Question 11

What is true about trade shows and exhibits?

Accepted Answer

Trade shows and exhibits constitute a proven promotional tool capable of having a positive direct impact on sales. Unlike some promotions that can be used for both the trade and consumers (e.g., sweepstakes, contests, and price deals), trade shows are not designed with the end consumer in mind. Because governments are interested in promoting business from their country, they often help companies from their countries to participate in trade shows. The U.S. government, for example, frequently shares the cost of international exhibits by sponsoring a national pavilion at the different fairs.

Question 12

____________________ is a communication about a company and/or the company's products that the company does not pay for.

Accepted Answer

The answer of ____________________ is a communication about a company...

Question 13

In which country are "buy one, get one free" offers illegal?

Accepted Answer

Even in economically and politically integrated markets, such as the European Union, sales-promotion related legislation differs from one country to another. In Germany, for example, "buy one, get one free" offers are illegal.

Question 14

Public relations main purpose is to generate positive ____________________ about the company.

Accepted Answer

The answer of Public relations main purpose is to generate...

Question 15

Which of the following is an advantage of trade shows and exhibitions?

Accepted Answer

Trade shows and exhibitions offer potential buyers and sellers a chance to meet face-to-face, as they bring many decision makers to a single location for a limited time, enabling firms to get their message to a large number of people at one time. In a typical promotional environment, the seller must pitch the product to the buyer; for trade shows and exhibits, however, the visitors are the ones who approach the seller, searching for new products and suppliers.

Question 16

Which industry is represented by the DRUPA annual trade exhibition?

Accepted Answer

DRUPA is an annual trade exhibition for the graphic arts industry. Messe Dusseldorf, in Dusseldorf, Germany, specializes in trade shows for machinery, as well as for the medical, fashion, and services industry.

Question 17

Research suggests that European and U.S. consumers make approximately ____ of their purchase decisions at the point of purchase.

Accepted Answer

Research suggests that European and U.S. consumers make approximately 50% of their purchase decisions at the point of purchase. It is for this reason that important growth is anticipated in the area of point-of-purchase displays.

Question 18

Which of the following is not an advantage of trade shows and exhibitions?

Accepted Answer