A.
provide financial protection for online transactions
B.
penalize firms that advertise too much online
C.
protect the rights of minors
D.
protect the privacy rights of Europeans in this age of big data
E.
keep advertisers from soliciting online
Answer: D
A.
Pop-unders
B.
Snapchat
C.
Spam
D.
Phishing
E.
Direct-response TV commercial
Answer: D
A.
companies use mobile marketing to stimulate immediate buying
B.
mobile marketing provides on-the-go product information, price comparisons, advice, and reviews from other consumers
C.
the surge in mobile web traffic has made mobile marketing a must for most brands
D.
marketers use mobile marketing to engage customers anywhere, anytime during the buying and relationship-building process
E.
mobile marketing may risk irritating consumers
Answer: E
A.
Mobile marketing may provide unwanted incentives when consumers are just going to make a choice.
B.
Mobile marketing may stimulate immediate buying.
C.
Companies risk angering already ad-weary consumers.
D.
Mobile marketing engages customers anywhere, anytime during the buying and may affect the relationship-building process.
E.
Today's rich-media mobile ads can create substantial engagement and impact.
Answer: C
A.
mobile marketing
B.
catalog marketing
C.
telemarketing
D.
direct-response television marketing
E.
real marketing
Answer: D
A.
are targeted and personal
B.
are largely consumer controlled
C.
facilitate engagement and social sharing
D.
are interactive and complex
E.
are immediate and timely
Answer: B
A.
Blogs
B.
Contextual advertising
C.
Viral marketing
D.
Online videos
E.
Brand community websites
Answer: A
A.
online sales
B.
face-to-face selling
C.
catalog marketing
D.
direct-mail marketing
E.
telemarketing
Answer: A
A.
organizations can learn more about customers' tastes
B.
organizations can target small groups of customers
C.
it is more costly since it can only be accomplished using catalogs
D.
direct marketing makes it easy to personalize products and services
E.
direct marketing is a speedy alternative to reach markets
Answer: C
A.
direct and digital marketing.
B.
personal selling
C.
direct marketing as a supplementary channel
D.
direct mail
E.
mass marketing
Answer: A
A.
event sponsorships
B.
business promotions
C.
event marketing
D.
point-of-purchase promotions
E.
trade promotions
Answer: B
A.
business promotion
B.
sales contest
C.
trade promotion
D.
consumer promotion
E.
event marketing
Answer: D
A.
demonstration
B.
preapproach
C.
prospecting
D.
presentation
E.
handling objections
Answer: C
A.
develop team selling
B.
develop customer relationships
C.
close a specific sale
D.
develop long-term contacts with customers
E.
link the customers with the company
Answer: C
A.
Social selling has changed the fundamentals of selling.
B.
Social selling helps in nurturing customer relationships.
C.
Social selling can produce big organizational benefits for sales forces.
D.
Social selling has dramatically changed the customer buying process.
E.
Social selling provides salespeople with powerful tools for identifying prospects.
Answer: A
A.
Compensating
B.
Prospecting
C.
Training
D.
Supervising
E.
Selecting
Answer: B
A.
Appoint marketing executives to analyze marketing and sales functions.
B.
Develop separate reward systems for sales and marketing people.
C.
Create clear lines of distinction between marketing and sales functions.
D.
Develop different objectives for sales and marketing people.
E.
Let brand managers tag along on sales calls.
Answer: E
A.
Salespeople learn about customer needs and work with other marketing and nonmarketing people in the company to develop greater customer value.
B.
The concept of salesperson-owned loyalty describes the loyalty that salespersons have toward the company.
C.
Salespeople act as "champions" of customers' interests and managing the buyer-seller relationship.
D.
Salespeople represent customers to the company.
E.
Salespeople relay customer concerns about company products and actions back inside to those who can handle them.
Answer: B
A.
Storytelling; engagement
B.
Business cards; forms
C.
Pinterest; Twitter
D.
Stationary; signs
E.
Logos; brochures
Answer: A
A.
PR can be a powerful brand-building tool.
B.
PR pros are an organization's master storytellers
C.
Lines between advertising, PR, and other content are becoming blurred.
D.
As the use of earned and shared digital content grows rapidly, PR is playing a smaller role in marketing content management.
E.
Brand websites, blogs, and social media are marketing contents.
Answer: D