Chapter 13.2

Question 0

Viral advertising

Answer 0

Which creates a message that is novel or entertaining enough for customers to foreword it to others, spreading it like a virus.

Question 1

Widgets or gadgets

Answer 1

Miniature television screen images that can carry marketing messages only a few inches high on a web site, blog, or desktop display.

Question 2

Sponsorship

Answer 2

Involves providing funds for a sporting or cultural event in exchange for a direct association with the event.

Question 3

Infomercials

Answer 3

Are a form of broadcast direct marketing, also called Direct -response television. (DRTV)

30-minute tv program devoted to sell goods or services.

Question 4

Sales promotion

Answer 4

Consists of forms of promotion such as coupons, product samples, and rebates that support advertising and personal selling.

Question 5

Premiums

Answer 5

Items given free or at a reduced price with the purchase of another product.

Question 6

Coupons

Answer 6

Small price discounts when they purchase the promoted products.

Question 7

Rebates

Answer 7

Offer cash back to consumers who mail in required proofs of purchase.

Question 8

Sample

Answer 8

Is a gift of a product distributed by mail, door to door, in a demonstration, or inside packages of another product.

Question 9

Specialty advertising or Advertising specialties

Answer 9

Type of sales promotion that involves the gift of useful merchandise carrying the name, logo, or slogan of a profit seeking business or a not-for-profit organization.

Question 10

Trade promotion

Answer 10

Is sales promotion geared to marketing intermediaries rather than to consumers.

Encourages retailers to stock new products, and promote new existing products to consumers.

Question 11

Point-of-purchase (POP) advertising

Answer 11

Consists of displays or demonstrations that promote products when and where consumers buy them, such as in retail stores.

Question 12

Trade shows

Answer 12

Used by manufacturers and other sellers to promote goods or services to members of their distribution channels.

The shows are often organized by industry trade associations.

Question 13

Field selling

Answer 13

Sales representatives who make calls on prospective customers at their businesses.

Question 14

Over-the-counter selling

Answer 14

Describes sales activities in retailing and some wholesale locations, where customers visit the sellers facility to purchase items.

Question 15

Telemarketing

Answer 15

Sales representatives make their presentations over the phone.

Question 16

Order processing

Answer 16

The salesperson identifies customer needs, points out merchandise to meet them, and processes the order.

Related to retail and wholesale firms.

Question 17

Creative selling

Answer 17

Promotes a good or service whose benefits are not readily apparent or whose purchase decisions requires a close analysis of alternatives.

It’s a persuasive type of promotional presentation.

Question 18

Missionary selling

Answer 18

Indirect form of selling in which the representative promotes goodwill for a company or provides technical or operational assistance to the customer.

Ex: These salespeople work to solve problems with customers and help clients with questions.

Question 19

Outbound telemarketing

Answer 19

A sales representative who calls you.

Question 20

Inbound telemarketing

Answer 20

Occurs when you call a toll-free phone number to get product information or place an order.