JMC 3303 EXAM 3 QUESTIONS WITH
CORRECT ANSWERS
Personal selling - Correct Answers -Involves direct interaction between a company
representative and the customer. The advantage of this is the ability to tailor the
message to the customer in real time, responding not only to their questions but also to
their body language and tone
Sales force automation - Correct Answers -Includes a myriad of functions such as
contact management, sales quote automation, sales order information, and reporting
functions.
Customer Relationship Management - Correct Answers -Uses the specific information
about individual customers to create more effective marketing communications specific
to them.
Sales Promotion - Correct Answers -Short-term incentives to encourage the purchase
or sale of a product or service. Is activity intended to produce some short-term change
in behavior.
Sweepstakes - Correct Answers -A form of sales promotion that offers prizes based on
a chance drawing of entrants' names.
Team selling approach - Correct Answers -Your organization has a number of large
volume customer accounts that demand exceptional service. The products marketed by
your firm are complex. Such a situation calls for a(n):
Stickiness - Correct Answers -a measure of a Web site's effectiveness; calculated by
multiplying the frequency of visits by the duration of a visit by the number of pages
viewed during each visit (site reach)
Advergaming - Correct Answers -brings real-world brands into the game
New media - Correct Answers -covers a spectrum of nontraditional methods to
communicate with customers. These fall into two categories: new communication
channels are new technologies (e.g., the Internet, cell phones, and computer games)
that support the potential for advertising. Second, new promotional techniques let
companies move away from the traditional "advertisers speak, consumers listen" model.
CORRECT ANSWERS
Personal selling - Correct Answers -Involves direct interaction between a company
representative and the customer. The advantage of this is the ability to tailor the
message to the customer in real time, responding not only to their questions but also to
their body language and tone
Sales force automation - Correct Answers -Includes a myriad of functions such as
contact management, sales quote automation, sales order information, and reporting
functions.
Customer Relationship Management - Correct Answers -Uses the specific information
about individual customers to create more effective marketing communications specific
to them.
Sales Promotion - Correct Answers -Short-term incentives to encourage the purchase
or sale of a product or service. Is activity intended to produce some short-term change
in behavior.
Sweepstakes - Correct Answers -A form of sales promotion that offers prizes based on
a chance drawing of entrants' names.
Team selling approach - Correct Answers -Your organization has a number of large
volume customer accounts that demand exceptional service. The products marketed by
your firm are complex. Such a situation calls for a(n):
Stickiness - Correct Answers -a measure of a Web site's effectiveness; calculated by
multiplying the frequency of visits by the duration of a visit by the number of pages
viewed during each visit (site reach)
Advergaming - Correct Answers -brings real-world brands into the game
New media - Correct Answers -covers a spectrum of nontraditional methods to
communicate with customers. These fall into two categories: new communication
channels are new technologies (e.g., the Internet, cell phones, and computer games)
that support the potential for advertising. Second, new promotional techniques let
companies move away from the traditional "advertisers speak, consumers listen" model.
