Question 1

Prospective customers call a toll-free number for more information.This is used to identify and qualify prospects and is considered ________________.

Accepted Answer

A)   Outbound telemarketing
B)   Database management
C)   Closing the sale
D)   Follow up
E)   Inbound TelemarketingF) A) and B)
G) A) and C)

Question 2

Missionary salespeople often take orders from customers directly.

Accepted Answer

A) True 
 B)False

Question 3

_______________________ is NOT one of the guidelines for viral marketing success.

Accepted Answer

A)   measurement metrics
B)   targeting a younger demographic
C)   determining compensation strategy
D)   connecting people to an experience
E)   giving people a reason to come backF) A) and B)
G) A) and C)

Question 4

What are the seven design elements of a website's customer interface?

Accepted Answer

content, context, co...

Question 5

Sponsorships allow companies to purchase space on web pages.

Accepted Answer

A) True 
 B)False

Question 6

One of the four is NOT one of the critical mistakes made in closing ________________.

Accepted Answer

A)   Positive attitude
B)   Lack of preparation
C)   Too much talking
D)   Consistent and standardized presentation
E)   Not enough listeningF) B) and C)
G) A) and C)

Question 7

Outbound telemarketing involves calling potential customers at their home or office.

Accepted Answer

A) True 
 B)False

Question 8

_______________ are the group of resellers such as retailers or distributors with whom the sales force does business.

Accepted Answer

A)   Technical sellers
B)   Solutions servicers
C)   Missionary sales people
D)   Trade servicers
E)   telemarketersF) A) and C)
G) None of the above

Question 9

The overall layout, design and aesthetic appeal of the site is called _______________.

Accepted Answer

A)   Content
B)   Community
C)   Customization
D)   Connection
E)   contextF) A) and D)
G) C) and D)

Question 10

___________________ is/ are means for receiving sales inquiries.

Accepted Answer

A)   Sales promotion
B)   Trade shows
C)   publicity
D)   advertising
E)   all of the aboveF) A) and B)
G) A) and C)

Question 11

___________________ is NOT one of the four basic selling activities that define the salesperson's job.

Accepted Answer

A)   communicate
B)   build customer relationships
C)   manage information
D)   set price
E)   sellF) A) and E)
G) A) and C)

Question 12

Sales people drive interactive marketing, controlling when, where, and how they interact.

Accepted Answer

A) True 
 B)False

Question 13

Most people are comfortable buying products over the phone.

Accepted Answer

A) True 
 B)False

Question 14

Feelings of accomplishment, personal growth, and self-worth are examples of _____________________.

Accepted Answer

A)   Intrinsic
B)   bonus
C)   contest
D)   extrinsic
E)   subjectiveF) A) and D)
G) D) and E)

Question 15

List the characteristics of a great sales presentation.

Accepted Answer

CHARACTERI...

Question 16

List the advantages of viral marketing.

Accepted Answer

Connects people to the experie...

Question 17

Prospecting for new customers is _____________________.

Accepted Answer

A)   a critical function in maintaining growth
B)   a replacement for lead generation
C)   a replacement for branding
D)   a way to build trust
E)   a tool to reinforce customer awarenessF) B) and D)
G) B) and C)

Question 18

The process of salespeople linking knowledge of the company's products to customer need solutions is often referred to as __________________________.

Accepted Answer

A)   TCA
B)   IMC
C)   AIDA
D)   FAB
E)   CRMF) A) and B)
G) All of the above

Question 19

_______________________ is NOT a step in a direct marketing campaign.

Accepted Answer

A)   Identify qualified target customers
B)   Test the offer of the campaign
C)   Specify direct marketing channels
D)   Develop compensation plan
E)   Analyze results of offerF) C) and D)
G) None of the above

Question 20

Briefly describe the different types of sales force organization.

Accepted Answer

Organizing the Sales Force
Since salespe...

Exam 18: Integrated Marketing Communication: Selling, Direct, and Interactive Marketing

Sales people drive interactive marketing, controlling when, where, and how they interact.

Correct AnswerverifiedShow Answer

The overall layout, design and aesthetic appeal of the site is called _______________.

Correct AnswerverifiedShow Answer

Missionary salespeople often take orders from customers directly.

Correct AnswerverifiedShow Answer

_______________________ is NOT a step in a direct marketing campaign.

Correct AnswerverifiedShow Answer

Feelings of accomplishment, personal growth, and self-worth are examples of _____________________.

Correct AnswerverifiedShow Answer

Briefly describe the different types of sales force organization.

Correct AnswerverifiedOrganizing the Sales ForceSince salespe...View AnswerShow Answer

What are the seven design elements of a website's customer interface?

Correct Answerverifiedcontent, context, co...View AnswerShow Answer

_______________ are the group of resellers such as retailers or distributors with whom the sales force does business.

Correct AnswerverifiedShow Answer

List the advantages of viral marketing.

Correct AnswerverifiedConnects people to the experie...View AnswerShow Answer

Sponsorships allow companies to purchase space on web pages.

Correct AnswerverifiedShow Answer

One of the four is NOT one of the critical mistakes made in closing ________________.

Correct AnswerverifiedShow Answer

Outbound telemarketing involves calling potential customers at their home or office.

Correct AnswerverifiedShow Answer

Prospecting for new customers is _____________________.

Correct AnswerverifiedShow Answer

_______________________ is NOT one of the guidelines for viral marketing success.

Correct AnswerverifiedShow Answer

___________________ is/ are means for receiving sales inquiries.

Correct AnswerverifiedShow Answer

Most people are comfortable buying products over the phone.

Correct AnswerverifiedShow Answer

___________________ is NOT one of the four basic selling activities that define the salesperson's job.

Correct AnswerverifiedShow Answer

The process of salespeople linking knowledge of the company's products to customer need solutions is often referred to as __________________________.

Correct AnswerverifiedShow Answer

List the characteristics of a great sales presentation.

Correct AnswerverifiedCHARACTERI...View AnswerShow Answer

Prospective customers call a toll-free number for more information.This is used to identify and qualify prospects and is considered ________________.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Organizing the Sales Force
Since salespe...
View Answer

Correct Answer
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content, context, co...
View Answer

Correct Answer
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Correct Answer
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Connects people to the experie...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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CHARACTERI...
View Answer

Correct Answer
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