136. ____________ is a measure of attachment that a consumer has to a brand.
Brand loyalty
Brand association
Brand Equity
Brand awareness
Answer.1. Brand loyalty
Explanation:
Brand loyalty is the positive association consumers attach to a particular product or brand. Customers who exhibit brand loyalty are devoted to a product or service, which is demonstrated by their repeat purchases despite competitors’ efforts to lure them away.
137. Communication activities which provide incentives to consumer is known as_________
Advertising
Direct Marketing
Sales Promotion
Publicity
Answer.3. Sales Promotion
Explanation:
Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational customers to stimulate immediate sales.
138. Merchandise allowance is a __________ technique.
Consumer promotion Techniques
Trader Promotion Techniques
SalesForce Promotion Technique
Pull Promotion Technique
Answer.3. SalesForce Promotion Technique
Explanation:
Salesforce Promotion is designed to motivate the sales force and make the sales force selling efforts more effective, including bonuses, contests and sales rallies. Merchandise allowance is a SalesForce Promotion Technique.
139. The additional amount of money consumers are willing to pay for a brand is known as ___
Brand loyalty
Brand association
Brand Equity
Brand awareness
Answer.3. Brand Equity
Explanation:
In general, the value of brand equity is measured by the additional amount of money the consumer is willing to pay to get the same product or service attached to a certain brand.
140. Sales persons who want the sales to come to them are known as
Transactional
Closers
Relational
Consultants
Answer.1. Transactional
Explanation:
Transactional salespeople are employees that are often passive and are content to find a comfort zone that they rarely ever leave. They are often known as order-takers because rather than hunting for a potential sale, they wait for the sale to come to them.
141. The process which consists of six stages; prospecting, preapproach, approach, presentation, close, and follow-up is called the:
Product Marketing Process
Direct Marketing process
Personal selling process
Purchase decision process
Answer.3. Personal selling process
Explanation:
Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.
The personal selling process consists of six stages:
Prospecting
Preapproach
Approach
Presentation
Close
Follow-up
142. Excuses for NOT making a purchase commitment or decision are called
Constraints
Interventions
Troubles
Objections
Answer.4. Objections
Explanation:
Objections are excuses for not making a purchase commitment or decision. Some objections are valid and are based on the characteristics of the product or service or price.
143. The final stage in the personal sales process is the stage
Follow-up
Assumptive Close
Trial Close
Presentation
Answer.1. Follow-up
Explanation:
The final stage in the personal sales process is the follow-up. The selling process does not end with the closing of a sale; rather, professional selling requires customer follow-up. The follow-up stage includes making certain the customer’s purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed.
144. AIDA stands for Awareness, ______, Desire and _____.
Interest; Action
Idea; Approach
Intensity; Appeal
Involvement; Appeal
Answer.1. Interest; Action
Explanation:
AIDA stands for Attention-Interest-Desire-Action.
AIDA model is a blueprint that marketing, advertising and sales functions use to target all touchpoints during a customer’s purchase journey, that is, from getting to know about the product to finally buying it.
145. A consumer contest is an example of _____.
Personal Selling
Sales Promotion
Advertisement
Indirect Selling
Answer.2. Sales Promotion
Explanation:
Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational customers to stimulate immediate sales. A consumer contest is an example of Sales Promotion.
146. Avon, Amway, and Tupperware use which of the following forms of channel distribution?
Direct marketing channel
Indirect marketing channel
Forward channel
Fashion channel
Answer.1. Direct marketing channel
Explanation:
Direct marketing is Direct communications with carefully targeted individual consumers to obtain an immediate response and cultivate lasting customer relationships. Avon, Amway, and Tupperware use Direct marketing channel.
It is a form of advertising that specifically targets a person or company to generate new business, raise the profile of an organization or product, or make a sale. Direct mail, telemarketing, and email marketing are all popular types of direct marketing.
147. Makers of televisions, cameras, tires, furniture and major appliances normally use which of the following distribution channel forms?
Direct marketing channel
Indirect marketing channel
Horizontal channel
Synthetic channel
Answer.2. Indirect marketing channel
Explanation:
An indirect channel outsources the distribution of those products to different intermediaries that are responsible for delivery. Indirect marketing is social media accounts, blogs, and newsletters, that don’t try and sell you anything.
For example, the makers of televisions, cameras, tires, furniture, major appliances, and many other products sell their goods directly to large retailers such as Wal-Mart and Pricesmart, which then sell the goods to final consumers.
148. The benefits of marketing channels are ______
Cost-saving
Time-saving
Financial support given
All of above
Answer.4. All of above
Explanation:
Marketing channels are an effective way of ensuring that products reach their intended customers. Marketing channels are usually integrated in order to ensure increased profits.
Advantages of Using Marketing Channels
Help to save more money.
Save time.
Convenience.
Reduced costs.
More customers.
Rapid distribution of products.
Financial support given
Increased effectiveness.
Access to customers.
149. ________ is a marketing channel that has no intermediary levels.
Direct marketing channel
Indirect marketing channel
Forward channel
Hybrid channel
Answer.1. Direct marketing channel
Explanation:
Direct marketing is Direct communications with carefully targeted individual consumers to obtain an immediate response and cultivate lasting customer relationships.
A direct marketing channel has no intermediary levels. It consists of a company selling directly to consumers. For example, Avon sells their products door to door or through home and office sales parties; Shanshan sells clothing directly through mail orders and by telephone, and many factories sell their machines or equipment through their own stores.