UNIT 3 ---PROMOTION MIX

MULTIPLE CHOICE QUESTIONS:

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1.Major strategies regarding promotion mix are

A. pull and push strategy

B. rational and moral selling strategy
C. direct strategy
D. indirect strategy

2. Wholesaling which is done directly to buyers or sellers rather than wholesaling through non-
dependent wholesalers is classified as

A. manufacturer's sales branches

B. brokers
C. agent
D. drop shippers

3. Promotion technique for consumers according to which demonstrations and displays of

products made at place of sale is

A. point of purchase promotion

B. cents off deals
C. sales premium
D. advertising specialties

4. Personal selling step in which sales person asks for an order to customer is classified as

A. shipper approach
B. handling shipment
C. closing
D. follow up

5. Third step in personal selling process after completion of pre-approach step is to

A. prospecting and qualifying

B. handling objections
C. approach
D. presentation and demonstration
6. Sales promotion tools used to stimulate purchase, motivate salespeople and generate
business leads are classified in category of

A. event promotion
B. off deal promotion
C. trade promotions
D. business promotions

7. Consumer promotion technique according to which seller sells two or three units of product at
reduced price is classified as

A. price packs
B. cents off deals
C. advertising specialties
D. both a and b

8. Personal selling process step according to which sales person dictates how company can
solve problem by offering its product is classified as

A. inbound approaching
B. presentation
C. demonstration
D. nominal approaching

9. Short term benefit given to customers to attract more customers is called

A. sales promotion
B. inbound promotion
C. outbound promotion
D. organizational promotion

10.Promotion tools such as sweepstakes, event sponsorships, samples and coupons are
classified in category of

A. organizational promotion
B. consumer promotions
C. inbound promotion
D. outbound promotion
11.Process of planning, analyzing, controlling and implementing activities of sales force is
classified as

A. indirect sales management

B. direct sales management
C. sales force management
D. persuasion management

12.. Tools of sales promotion that are used to trigger short term customer involvement or to
build customer relationships are classified as

A. inbound promotion
B. outbound promotion
C. organizational promotion
D. consumer promotions

13. Promotional products used in consumer promotion are also classified as

A. price packs
B. advertising specialties
C. sweepstakes
D. cash rebates

14. Trial amount of any market offering for limited time before full introduction in market is
classified as

A. premium
B. advertising specialties
C. sample
D. coupon

15. Way of selling in which groups of people are involved from various departments such as
finance, engineering and marketing to serve large accounts is called

A. nominal selling
B. territorial selling
C. team selling
D. group selling
PROMOTION MIX FILL IN THE BLANKS

1. Method of managing promotion budget by defining objectives, determining tasks to achieve

objectives and estimating costs for activities is called objective and task method.

2. The method of managing advertising budget at a certain percentage of sales price per unit or
forecasted sales of products is classified as percentage of sales method.

3.Personal selling step in which sales person asks for an order to customer is classified as
closing.

4. Promotion technique for consumers according to which demonstrations and displays of

products made at place of sale is called as point of purchase promotion.

5.. In personal selling process, step which consists of identifying potential customers is
classified as prospecting

.6. Consumer promotion technique through which brand marketing event is created by company
or it participates in other sponsored event is classified as event marketing

7. Short term benefit given to customers to attract more customers is called sales promotion.

8.Consumer promotion technique according to which product consumers are told to submit their
names for drawing is classified as sweepstakes.

9.Series of steps that must be followed by sales people is classified as selling process.

10. In consumer promotions, certificates given to product buyers which confirms savings when
they buy particular items are called as coupon