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5 Written questions

5 Matching questions

  1. Direct-response Advertising
  2. Sales Management
  3. Pre-approach
  4. Trade Promotion
  5. Disintermediation
  1. a A part of the selling process that includes developing information about prospective customers and planning the sales interview
  2. b The elimination of some lawyers of the channel of distribution in order to cut costs and improve the efficiency of the channel
  3. c A direct marketing approach that allows the customer to respond to a message by immediately contacting the provider to ask immediate questions or order the product
  4. d The process of planning, implementing, and controlling the personal selling function of an organization
  5. e Promotions that focus on members of the trade, which include distribution channel members, such as retail salespeople or wholesale distributor's, that a firm must work with in order to sell its product

5 Multiple choice questions

  1. The number of distinct categories of intermediaries that populate a channel of distribution
  2. Using high-profile entertainment or news to get people to talk about your brand
  3. The activities that move finished goods from manufacturers to the final customers, including order processing, warehousing, materials handling, transport and inventory control
  4. A system in which a master distributor recruits other people to become distributors, sells the company's product to the recruits, and receives and commission on all the merchandise sold by the recruits
  5. A set of customers, often defined by geographic boundaries, for whom a particular salesperson is responsible

5 True/False questions

  1. Experiential MarketingMarketing activities that attempt to give customers an opportunity to interact with brands, thus enabling them to make more intelligent and informed decisions


  2. Public Relations (PR)Communication function that seeks to build good relationships with an organization's publics, including consumers, stockholders, and legislators


  3. Advertising ExposureThe degree to which the target market will see an advertising message placed in a specific vehicle


  4. Creating AssortmentsProviding a variety of products in one location to meet the needs of buyers


  5. Branded EntertainmentA comprehensive approach to collecting, organizing, storing, and retrieving a firm's information assets