1 .		_______________ attempts to influence the attitudes and perceptions of consumers, stockholders and others toward companies, brands, politicians, celebrities, not-for-profit organizations, etc. [Hint]   Marketing   Public Relations   Services marketing   Celebrity marketing
2 .		Which of the following would not be considered one of the concerned publics of a company? [Hint]   Competitors' employees   A company's stockholders   The government   A company's suppliers
3 .		Which of the following is not one of the objectives that public relations are often used to accomplish? [Hint]   Introducing new products to manufacturers   Introducing new products to consumers   Influencing government legislation   All of the above are objectives.
4 .		A public relations specialist must develop a campaign strategy that includes each of the following except which one? [Hint]   A statement of objectives   A situation analysis   Price   A timetable and budget
5 .		A (n) __________________ is a description of some event that an organization writes itself and sends to the media in the hope that it will be published for free. [Hint]   Advertisement   Press release   Press announcement   Media announcement
6 .		Which of the following is not one of the common types of press releases that are used by companies, celebrities, or others? [Hint]   Advertising information releases   Timely topics   Research project stories   Consumer information releases
7 .		Smaller companies with smaller advertising budgets developing innovative ways of getting consumers' attention use what type of marketing? [Hint]   Creative marketing   Outlandish marketing   Innovative marketing   Guerilla marketing
8 .		Programs that marketers design to build interest in or encourage purchase of a product or service during a specified time period is called what? [Hint]   Coupons   Rebates   Sales promotions   Premiums
9 .		Which of the following is not an example of a trade promotion? [Hint]   Merchandise allowances   Coupons   Case allowances   Price breaks
10 .		The process of buying large quantities of goods that are on sale in order to stockpile the goods at the reduced price is called ___________. [Hint]   Forward buying   Forward sales   Advance buying   Stockpiling
11 .		Push money is designed to "light the fire" under a firm's sales force to sell products. Which of the following is not an example of push money? [Hint]   Cash bonuses   Trips   Prizes   All of the above are examples of push money.
12 .		_________________ are designed to allow a consumer to recover part of the purchasing price via mail-ins to the manufacturer. [Hint]   Coupons   Trade discounts   Rebates   Cash discounts
13 .		A ___________ is a test of skill and a _____________ is based on chance. [Hint]   Sweepstake; contest   Contest; sweepstake   Rebate; contest   Sweepstake; rebate
14 .		Which of the following would not be considered a premium offering to a consumer for a purchase? [Hint]   Cash back in the mail after a purchase of a bike   A toy in a kid's meal   A toy in a cereal box   Free tools in the trunk of a new car purchased.
15 .		____________ induces people to try a product by distributing trial-size versions in stores, on street corners, or through the mail. [Hint]   Coupons   Discounts   Trial offers   Sampling
16 .		By getting your product to be used in a movie by an actor, to be seen by viewers, is called ___________. [Hint]   Brand advertising   Market creation   Brand placement   Product placement
17 .		A person who processes a product purchase via the telephone or fax machine, is called a(n) _____________ . Their primary purpose is to process transactions of customers. [Hint]   Order selector   Order taker   Cashier   Transaction analysis
18 .		If a representative of a shoe company came to a retail store to do fun shows or activities in order to help sell more shoes, they are what kind of salesperson? [Hint]   Missionary salesperson   Technical specialist   Creative salesperson   Demonstration salesperson
19 .		The process of identifying and developing a list of potential customers, or leads, is called ___________. [Hint]   Cold calling   Order taker   Referrals   Prospecting
20 .		Which of the following is not one of the ways that a sales manager might evaluate his/her sales force? [Hint]   Number of sales calls   Sales reports   Number of customers who return products for replacement   Sales quotas
21 .		Publicity is unpaid communication about an organization that gets media exposure. [Hint]  True  False
22 .		When planning public relations, a PR specialist very rarely considers timetables for publicity. [Hint]  True  False
23 .		Sponsorships are PR activities designed to develop commercials that would run during certain segments of a television show. [Hint]  True  False
24 .		A case allowance provides a discount to the retailer or wholesaler based on the order volume of a product. [Hint]  True  False
25 .		Coffee mugs, T-shirts, key chains, and mouse pads with company logos are all examples of a promotional product. [Hint]  True  False
26 .		A special pack can be used to give a shopper more of a product instead of lowering its price in order to get them to purchase the product. [Hint]  True  False
27 .		A contest is based on chance and a sweepstake is a test of skill. [Hint]  True  False
28 .		POP promotions attempt to influence consumers while they are in the store by catching their attention with displays and signs. [Hint]  True  False
29 .		A selling team may consist of a salesperson, a technical specialist, the missionary salesperson who made the initial contact, and someone from the engineering department of the firm who can develop pricing and packages that satisfy the customer's needs. [Hint]  True  False
30 .		The process of qualifying a prospect is important in order to determine how likely that prospect is to becoming a customer. [Hint]  True  False
31 .		A canned sales presentation means that a script has been written in advance and the same message is delivered to many prospects. [Hint]  True  False
32 .		Standing-room-only means that a sales opportunity is so good, that there are a number of customers who want to take advantage of the deal. [Hint]  True  False
33 .		A straight salary compensation plan means that the pay is based solely on a percentage of sales that the salesperson does. [Hint]  True  False
34 .		Call reports are plans of action detailing which customers were called on, and how things went. [Hint]  True  False
35 .		One way for a sales manager to evaluate his/her sales force would be to measure the salesperson against their required sales quotas. [Hint]  True  False
36 .		Describe each of the parts of an effective Public Relations campaign. [Hint] To create paragraphs in your essay response, type <p> at the beginning of the paragraph, and </p> at the end.
37 .		Describe what forward buying and diverting would be if a trade promotion is being offered. [Hint] To create paragraphs in your essay response, type <p> at the beginning of the paragraph, and </p> at the end.
38 .		Describe the difference between transactional selling and relationship selling. Which style do you prefer as a consumer? [Hint] To create paragraphs in your essay response, type <p> at the beginning of the paragraph, and </p> at the end.