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V52.yuan jiao.revised top 10 questions for chapter 19

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  • 1. Top 10: Answers to the learning questions for
    By: Yuan Jiao
    September 03,2010
    Chapter 19: Managing Personal Communications
  • 2.
    • is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.
    Interactive marketing
    Direct marketing
    Both of above
    None of above
    Top Question No.1
  • 3. Direct marketing is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.
    Concept 1
  • 4. is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.
    Interactive marketing
    Direct marketing
    Both of above
    None of above
    Top answer No.1
  • 5.
    • is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top Question No.2
  • 6. Direct mail is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.
    Concept 2
  • 7.
    • is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top answer No.2
  • 8.
    • is the catalog solution designed exclusively to offer your company maximum sales, profit and success.
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top Question No.3
  • 9. Catalog marketing is the catalog solution designed exclusively to offer your company maximum sales, profit and success.
    Concept 3
  • 10.
    • is the catalog solution designed exclusively to offer your company maximum sales, profit and success..
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top answer No.3
  • 11.
    • is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top Question No.4
  • 12. Telephone marketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.
    Concept 4
  • 13.
    • is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.
    Direct mail
    Catalog marketing
    Telephone marketing
    None of above
    Top answer No.4
  • 14.
    • allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.
    Interactive marketing
    Direct marketing
    Both of above
    None of above
    Top Question No.5
  • 15. Interactive marketing allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.
    Concept 5
  • 16. Top answer No.5
    • allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.
    Interactive marketing
    Direct marketing
    Both of above
    None of above
  • 17.
    • Important guideline for productive e-mail:
    Give the customer a reason to respond
    Personalize the content of your e-mail
    Offer something the customer can’t get via direct mail
    Make it easy for customers to “unsubscribe”
    All of above
    None of above
    Top Question No.6
  • 18. Important guideline for productive e-mail:
    • Give the customer a reason to respond
    • 19. Personalize the content of your e-mail
    • 20. Offer something the customer can’t get via direct mail
    • 21. Make it easy for customers to “unsubscribe”
    Concept 6
  • 22. Top answer No.6
    • Important guideline for productive e-mail:
    Give the customer a reason to respond
    Personalize the content of your e-mail
    Offer something the customer can’t get via direct mail
    Make it easy for customers to “unsubscribe”
    All of above
    None of above
  • 23.
    • Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and
    ,which encourages people to exchange information related one way or another to a product or service online.
    Viral marketing, buzz marketing
    Buzz marketing, viral marketing
    Online communities, telemarketing
    Telemarketing, online communities
    Top Question No.7
  • 24.
    • Two notable forms of word-of-mouth marketing are buzz marketing, which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and viral marketing, which encourages people to exchange information related one way or another to a product or service online.
    Concept 7
  • 25. Top answer No.7
    • Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and
    ,which encourages people to exchange information related one way or another to a product or service online.
    Viral marketing, buzz marketing
    Buzz marketing, viral marketing
    Online communities, telemarketing
    Telemarketing, online communities
  • 26.
    • A is a limited area on the web managed and paid for by an external advertiser/company.
    Microsite
    Websites
    Search ads
    display ads
    Interstitials
    Internet-specific ads and videos
    Top Question No.8
  • 27. A microsite is a limited area on the web managed and paid for by an external advertiser/company.
    Concept 8
  • 28. Top answer No.8
    • A is a limited area on the web managed and paid for by an external advertiser/company.
    Microsite
    Websites
    Search ads
    display ads
    Interstitials
    Internet-specific ads and videos
  • 29.
    • Which step involved in managing the sales force:
    Recruiting and selecting sales representatives
    Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation
    Supervising the sales force and helping reps to use their time efficiently
    Motivating the sales force and balancing
    Evaluating individual and group sales performance
    All of above
    None of above
    Top Question No.9
  • 30. Steps involved in managing the sales force:
    • Recruiting and selecting sales representatives
    • 31. Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation
    • 32. Supervising the sales force and helping reps to use their time efficiently
    • 33. Motivating the sales force and balancing
    • 34. Evaluating individual and group sales performance
    Concept 9
  • 35. Top answer No.9
    • Which step involved in managing the sales force:
    Recruiting and selecting sales representatives
    Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation
    Supervising the sales force and helping reps to use their time efficiently
    Motivating the sales force and balancing
    Evaluating individual and group sales performance
    All of above
    None of above
  • 36.
    • Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: 、 、 、 ,closing, and follow-up and maintenance.
    Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives
    Pre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectives
    presentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectives
    Overcoming objectives,prospecting and qualifying customers, pre-approach, presentation and demonstration
    Top Question No.10
  • 37. Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step processes: Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives, closing, and follow-up and maintenance.
    Concept 10
  • 38. Top answer No.10
    • Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: 、 、 、 ,closing, and follow-up and maintenance.
    Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives
    Pre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectives
    presentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectives
    Overcoming objectives,prospecting and qualifying customers, pre-approach, presentation and demonstration