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110+ Advertising and Salesmanship Solved MCQs

These multiple-choice questions (MCQs) are designed to enhance your knowledge and understanding in the following areas: Bachelor of Business Administration (BBA) .

1.

Another name for a company’s marketing communications mix is:

A. the advertising program.
B. the sales force.
C. the image mix.
D. the promotion mix.
Answer» D. the promotion mix.
2.

Which tool of the promotional mix is defined as any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» A. advertising
3.

The _______________________ is the specific mix of advertising, personal selling, sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing objectives.

A. value mix
B. integrated dealer mix
C. marketing communications mix
D. marketing control mix
Answer» C. marketing communications mix
4.

Which tool of the promotional mix consists of short-term incentives to encourage the purchase or sale of a product or service?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» D. sales promotion
5.

If a company wants to build a good “corporate image,” it will probably use which of the following marketing communications mix tools?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» B. public relations
6.

_________________ is direct communications with carefully targeted individual consumers to obtain an immediate response.

A. Personal selling
B. Public relations
C. Direct marketing
D. Sales promotion
Answer» C. Direct marketing
7.

There is an increasing amount of commerce being done via the Internet. With respect to the promotional mix, which of the following categories would be most directly concerned with Internet commerce?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» C. direct marketing
8.

The personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called:

A. personal selling.
B. public relations.
C. direct marketing.
D. sales promotion.
Answer» A. personal selling.
9.

Which of the following major promotional tools use press relations, product publicity, corporate communications, lobbying, and public service to communicate information?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» B. public relations
10.

Which of the following major promotional tools use the telephone, mail, fax, e-mail, and the Internet to communicate directly with specific consumers?

A. advertising
B. public relations
C. direct marketing
D. sales promotion
Answer» C. direct marketing
11.

Although the promotion mix is the company’s primary communication activity, the __________________ must be coordinated for greatest communication impact.

A. organizational culture
B. entire marketing mix
C. demand mix
D. profit variables in a company
Answer» B. entire marketing mix
12.

Two major factors are changing the face of today’s communications. One of these factors is the fact that:

A. costs of promotion are rising.
B. mass markets are fragmented and marketers are shifting away from mass marketing.
C. global communications are not growing rapidly enough.
D. marcom managers have achieved more power and control.
Answer» B. mass markets are fragmented and marketers are shifting away from mass marketing.
13.

The shift from ________________________ has had a dramatic impact on marketing communications.

A. brand management to value management
B. media manipulation to media control
C. mass marketing to segmented marketing
D. mass marketing to global marketing
Answer» C. mass marketing to segmented marketing
14.

____________ fragmentation has resulted in media fragmentation.

A. Market
B. Purchasing
C. Product
D. Public relations
Answer» A. Market
15.

For many years mass-media advertising was king among promotion variables. Today, this form of advertising appears to be giving way to:

A. product differentiation.
B. other elements of the promotion mix.
C. nonmanipulative variables.
D. a move away from promotion.
Answer» B. other elements of the promotion mix.
16.

Current trends in communications and promotions indicate that companies are doing less:

A. marketing and more promotion.
B. broadcasting and more narrowcasting.
C. selling and more advertising.
D. communication and more manipulation.
Answer» B. broadcasting and more narrowcasting.
17.

IMC, as presented in the text and in context with promotion, stands for:

A. international manufacturing capacity.
B. international monetary consistency.
C. integrated marketing communications.
D. integrated marketing corporations.
Answer» C. integrated marketing communications.
18.

_________________ is the concept under which a company carefully integrates and coordinates its many communications channels to deliver a clear, consistent, and compelling message about the organization and its products.

A. The promotion mix
B. Integrated international affairs
C. Integrated marketing communications
D. Integrated demand characteristics
Answer» C. Integrated marketing communications
19.

All of the following are cited by the text as limitations or challenges to marketers trying to use the Web to build brands EXCEPT:

A. the higher expense of Web advertising versus traditional advertising.
B. the Internet doesn’t build mass brand awareness.
C. the Web’s format and quality constraints.
D. difficulty in achieving advertising-like solutions on the Web.
Answer» A. the higher expense of Web advertising versus traditional advertising.
20.

Integrated marketing communications involves identifying the target audience and shaping a well-coordinated promotional program to elicit the desired audience response. Too often, however: (Select the MOST CORRECT statement.)

A. costs are too high and profits are too low.
B. personnel cannot cope with these responsibilities.
C. marketing communications focus on overcoming immediate awareness, image, or preference problems.
D. integrated communications do not work in the global environment because of regulations.
Answer» C. marketing communications focus on overcoming immediate awareness, image, or preference problems.
21.

The communications process should start with:

A. a basic belief about the communication piece.
B. an audit of all the potential contacts target customers have with the company and its brands.
C. an evaluation of the history of advertising used by the firm.
D. hiring communications experts to handle the communication problems of the firm.
Answer» B. an audit of all the potential contacts target customers have with the company and its brands.
22.

The concept of ______________ suggests that the company must blend the promotion tools carefully into a coordinated promotion mix.

A. public relations
B. integrated market planning
C. integrated marketing communications
D. global cultural imperatives
Answer» C. integrated marketing communications
23.

If a company’s objective were to reach masses of buyers that were geographically dispersed at a low cost per exposure, the company would likely choose which of the following promotion forms?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» A. advertising
24.

Which of the following promotional forms is often described as being too impersonal and only a one-way communication form?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» A. advertising
25.

Which of the following promotional tools is often the most effective tool at certain stages in the buying process, particularly in building up buyers’ preferences, convictions, and actions?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» B. personal selling
26.

Which of the following promotional tools is thought to be the most expensive to use?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» B. personal selling
27.

Personal selling is an expensive form of promotion. For example, research shows that personal selling costs companies _______ per sales call.

A. $170
B. $140
C. $100
D. $75
Answer» A. $170
28.

The promotion tool that may include coupons, contests, premiums, and other means of attracting consumer attention is best described as being which of the following?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» D. sales promotion
29.

Which of the following promotional tools can reach many prospects who otherwise avoid salespeople and is received as news rather than as a sales-directed communication?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» C. public relations
30.

The promotional tool that marketers tend to underuse or use only as an afterthought is best described as being which of the following?

A. advertising
B. personal selling
C. public relations
D. sales promotion
Answer» C. public relations
31.

No matter which form of direct marketing might be used by a promotional manager, all of the forms have several characteristics in common. Which of the following WOULD NOT be among those characteristics?

A. nonpublic
B. immediate
C. producer controlled
D. interactive
Answer» C. producer controlled
32.

__________________ is well suited to highly targeted marketing efforts and to building one-to-one customer relationships.

A. Advertising
B. Public relations
C. Sales promotion
D. Direct marketing
Answer» D. Direct marketing
33.

A ________________ is a promotion strategy that calls for using the sales force and trade promotion to move the product through channels.

A. push strategy
B. pull strategy
C. blocking strategy
D. integrated strategy
Answer» A. push strategy
34.

A __________________ is a promotion strategy that calls for spending a lot on advertising and consumer promotion to build up consumer demand. If the strategy is successful, consumer demand will move the product through the channel.

A. push strategy
B. pull strategy
C. blocking strategy
D. integrated strategy
Answer» B. pull strategy
35.

Which of the following strategies is usually followed by B2C companies with respect to promotion strategy?

A. push strategy
B. pull strategy
C. blocking strategy
D. integrated strategy
Answer» B. pull strategy
36.

Which of the following strategies is usually followed by B2B companies with respect to promotion strategy?

A. push strategy
B. pull strategy
C. blocking strategy
D. integrated strategy
Answer» A. push strategy
37.

Some of the earliest traces of what could be called advertising were found in:

A. Colonial New York.
B. 16th century England.
C. 2nd century China.
D. ancient Rome.
Answer» D. ancient Rome.
38.

Advertising reaches almost all facets of business in the United States. It has been estimated that advertising runs an annual bill of ________________ in the United States alone.

A. $2 billion
B. $244 billion
C. $25 billion
D. $150 billion
Answer» B. $244 billion
39.

Marketing management must make four important decisions when developing an advertising program. All of the following would be among those decisions EXCEPT:

A. setting advertising objectives.
B. setting the advertising budget.
C. setting procedures for an advertising culture audit.
D. developing advertising strategy.
Answer» C. setting procedures for an advertising culture audit.
40.

The first step in developing an advertising program should be to:

A. set advertising objectives.
B. set the advertising budget.
C. evaluate advertising campaigns.
D. develop advertising strategy.
Answer» A. set advertising objectives.
41.

A specific communication task to be accomplished with a specific target audience during a specific period of time is called an:

A. advertising campaign.
B. advertising objective.
C. advertising criterion.
D. advertising evaluation.
Answer» B. advertising objective.
42.

Which of the following WOULD NOT be one of the primary advertising objectives as classified by primary purpose?

A. to inform
B. to persuade
C. to remind
D. to make profits
Answer» D. to make profits
43.

___________________ is used heavily when introducing a new product category.

A. Persuasive advertising
B. Inferential advertising
C. Reminder advertising
D. Informative advertising
Answer» D. Informative advertising
44.

Building selective demand is the objective of which type of advertising?

A. informative advertising
B. persuasive advertising
C. reminder advertising
D. demand-driven advertising
Answer» B. persuasive advertising
45.

If Sony tries to convince consumers that its brand of computer disks is the best quality for the money, it is using which of the following forms of advertising?

A. informative advertising
B. psychological advertising
C. reminder advertising
D. persuasive advertising
Answer» D. persuasive advertising
46.

When Avis positioned itself against market-leading Hertz by claiming, “We’re number two, so we try harder,” it was using which of the following forms of advertising?

A. informative advertising
B. psychological advertising
C. reminder advertising
D. comparative advertising
Answer» D. comparative advertising
47.

Keeping consumers thinking about the product is the objective for which type of advertising?

A. informative advertising.
B. psychological advertising.
C. reminder advertising.
D. persuasive advertising.
Answer» C. reminder advertising.
48.

After determining its advertising objectives, a company next sets its ____________ for each product.

A. advertising strategy
B. advertising budget
C. advertising goals
D. advertising format
Answer» B. advertising budget
49.

All of the following are commonly recognized promotion budget formats EXCEPT:

A. the affordable method.
B. the LIFO method.
C. the percentage-of-sales method.
D. the objective-and-task method.
Answer» B. the LIFO method.
50.

Determining the promotion budget on the basis of financial availability of capital is characteristic of which of the following budget methods?

A. affordable method
B. percentage-of-sales method
C. competitive-parity method
D. objective-and-task method
Answer» A. affordable method

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