Consolidated Top Questions (Group 3)

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Consolidated Top Questions (Group 3)

  1. 1. TOP 10 Learning Questions for Chapter 19 Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth and Personal Selling Farisha Joy C. Oblego 15 December 2011 http://farishajoyoblego.blogspot.com
  2. 2. 3. In the formula for selecting prospects, what does RFM stands for? <ul><li>Recency, Frequency, Monetary Value </li></ul><ul><li>Reputation, Fairness, Management </li></ul><ul><li>Repulsive, Functionality, Market </li></ul><ul><li>Reaction, Factuality, Marginal Cost </li></ul><ul><li>None of the above </li></ul>Question http://farishajoyoblego.blogspot.com
  3. 3. 3. In the formula for selecting prospects, what does RFM stands for? <ul><li>Recency, Frequency, Monetary Value </li></ul><ul><li>Reputation, Fairness, Management </li></ul><ul><li>Regency, Frequent, Money </li></ul><ul><li>Reaction, Factuality, Marginal Cost </li></ul><ul><li>Relationship, Functionality, Monetary Cost </li></ul>Question http://farishajoyoblego.blogspot.com
  4. 4. RFM Formula for Selecting Prospects Concept http://farishajoyoblego.blogspot.com
  5. 5. Recency, Frequency, Monetary Value (RFM) Analysis <ul><li>It is marketing technique used to determine quantitatively which customer are the best ones by examining the following: </li></ul><ul><li>how recently a customer has purchased (recency) </li></ul><ul><li>how often they purchase (frequency) </li></ul><ul><li>how much the customer spends (monetary) </li></ul>Concept Explanation http://farishajoyoblego.blogspot.com
  6. 6. Recency, Frequency, Monetary Value (RFM) Analysis <ul><li>RFM analysis is based on the marketing axiom that &quot;80% of your business comes from 20% of your customers.&quot; </li></ul>Concept Explanation http://farishajoyoblego.blogspot.com
  7. 7. 3. In the formula for selecting prospects, what does RFM stands for? <ul><li>a. Recency, Frequency, Monetary Value </li></ul><ul><li>b. Reputation, Fairness, Management </li></ul><ul><li>c. Repulsive, Functionality, Market </li></ul><ul><li>d. Reaction, Factuality, Marginal Cost </li></ul><ul><li>e. None of the above </li></ul>http://farishajoyoblego.blogspot.com Answer
  8. 8. 3. In the formula for selecting prospects, what does RFM stands for? <ul><li>a. Recency, Frequency, Monetary Value </li></ul><ul><li>b. Reputation, Fairness, Management </li></ul><ul><li>c. Regency, Frequent, Money </li></ul><ul><li>d. Reaction, Factuality, Marginal Cost </li></ul><ul><li>e. Relationship, Functionality, Monetary Cost </li></ul>Answer http://farishajoyoblego.blogspot.com
  9. 9. TOP 10 Learning Questions for Chapter 19 Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth and Personal Selling Farisha Joy C. Oblego 15 December 2011 http://farishajoyoblego.blogspot.com
  10. 10. 5._______ is a self-addressed envelope provided by a direct marketer for the return of orders and other replies. <ul><li>Sales Letter </li></ul><ul><li>Reply envelope </li></ul><ul><li>Circular </li></ul><ul><li>Outside envelope </li></ul><ul><li>Reply form </li></ul>Question http://farishajoyoblego.blogspot.com
  11. 11. 5. Anna receives a self – addressed envelope provided by a direct marketer for the return of orders. What is this called? <ul><li>Reply letter </li></ul><ul><li>Reply envelope </li></ul><ul><li>Circular </li></ul><ul><li>Outside envelope </li></ul><ul><li>Reply form </li></ul>Question http://farishajoyoblego.blogspot.com
  12. 12. Components of the Mailing Concept http://farishajoyoblego.blogspot.com
  13. 13. Components of the Mailing <ul><li>Outside envelope </li></ul><ul><li>A direct mail package that is seen by the recipient and determines the success or failure of the promotion by its ability to generate sufficient interest to get the package opened. </li></ul><ul><li>Sales Letter </li></ul><ul><li>> It is designed to persuade the reader to purchase a particular product or service in the absence of a salesman </li></ul>Concept Explanation http://farishajoyoblego.blogspot.com
  14. 14. Components of the Mailing <ul><li>Circular </li></ul><ul><li>It is a written document that is addressed to a closed group of people. </li></ul><ul><li>Reply Form </li></ul><ul><li>It is a document provided by a direct marketer or other organization for the collection of information from individuals. </li></ul>Concept Explanation http://farishajoyoblego.blogspot.com
  15. 15. Components of the Mailing <ul><li>Reply envelope </li></ul><ul><li>It is a self-addressed envelope provided by a direct marketer for the return of orders and other replies. </li></ul>Concept Explanation http://farishajoyoblego.blogspot.com
  16. 16. 5._______ is a self-addressed envelope provided by a direct marketer for the return of orders and other replies. <ul><li>a. Sales Letter </li></ul><ul><li>b. Reply envelope </li></ul><ul><li>c. Circular </li></ul><ul><li>d. Outside envelope </li></ul><ul><li>e. Reply form </li></ul>http://farishajoyoblego.blogspot.com Answer
  17. 17. <ul><li>a. Reply letter </li></ul><ul><li>b. Reply envelope </li></ul><ul><li>c. Circular </li></ul><ul><li>d. Outside envelope </li></ul><ul><li>e. Reply form </li></ul>5. Anna receives a self – addressed envelope provided by a direct marketer for the return of orders. What is this called? Answer http://farishajoyoblego.blogspot.com
  18. 18. TEN CONCEPTS ON KOTLER AND KELLER’S Chapter 20: Introducing New Market offerings Nepthalie D. Pasiliao
  19. 19. 4. What is the individual’s decision to become a regular user of a product? <ul><li>Awareness </li></ul><ul><li>Adoption </li></ul><ul><li>Evaluation </li></ul><ul><li>Test </li></ul><ul><li>Interest </li></ul>Question
  20. 20. 4. What is the individual’s decision to become a regular user of a product? <ul><li>Awareness </li></ul><ul><li>Adoption </li></ul><ul><li>Adaptation </li></ul><ul><li>Regularity </li></ul><ul><li>Interest </li></ul>Question
  21. 21. The Consumer-Adoption Process <ul><li>Adoption – is an individual’s decision to become a regular user of a product. </li></ul><ul><li>After which, the adopters of new products move trough the 5 stages in adoption process. </li></ul><ul><li>An innovation is any good, service, or idea that someone perceives as new, no matter </li></ul><ul><li>how long its history. </li></ul>Concept
  22. 22. Stage in the Consumer-Adoption Process Evaluation Trial Adoption Explanation of Concept Awareness Interest
  23. 23. 4. What is the individual’s decision to become a regular user of a product? <ul><li>a. Awareness </li></ul><ul><li>b. Adoption </li></ul><ul><li>c. Evaluation </li></ul><ul><li>d. Test </li></ul><ul><li>e. Interest </li></ul>Answer
  24. 24. 4. What is the individual’s decision to become a regular user of a product? <ul><li>a. Awareness </li></ul><ul><li>b. Adoption </li></ul><ul><li>c. Adaptation </li></ul><ul><li>d. Regularity </li></ul><ul><li>e. Interest </li></ul>Answer
  25. 25. TOP 10 Learning Questions for Chapter 22 Managing a Holistic Marketing Organization for the Long Run Boni Regis December 15, 2011 Marketing Management Class of Prof. Remigio Joseph De Ungria http://bonibeckregis.blogspot.com
  26. 26. 3. Which of the following components measures the number of customers who buy from the company? <ul><li>Customer Selectivity </li></ul><ul><li>Customer Loyalty </li></ul><ul><li>Price Selectivity </li></ul><ul><li>Customer Penetration </li></ul><ul><li>Overall Market Share </li></ul>http://bonibeckregis.blogspot.com
  27. 27. 3. Which of the following components measures the number of customers who buy from the company? <ul><li>Customer Selectivity </li></ul><ul><li>Customer Loyalty </li></ul><ul><li>Customer Selection </li></ul><ul><li>Customer Penetration </li></ul><ul><li>Customer Market Share </li></ul>http://bonibeckregis.blogspot.com
  28. 28. MARKET SHARE ANALYSIS CUSTOMER PENETRATION – percentage of all customers who buy from the company CUSTOMER LOYALTY – purchases from the company by its customers as a percentage of their total purchases from all suppliers of the same products http://bonibeckregis.blogspot.com
  29. 29. MARKET SHARE ANALYSIS CUSTOMER SELECTIVITY – size of the average customer purchase from the company as a percentage of the size of the average customer purchase from an average company. PRICE SELECTIVITY – average price charged by the company as a percentage of the average price charged by all companies http://bonibeckregis.blogspot.com
  30. 30. 3. Which of the following components measures the number of customers who buy from the company? a. Customer Selectivity b. Customer Loyalty c. Price Selectivity d. Customer Penetration e. Overall Market Share http://bonibeckregis.blogspot.com
  31. 31. 3. Which of the following components measures the number of customers who buy from the company? a. Customer Selectivity b. Customer Loyalty c. Customer Selection d. Customer Penetration e. Customer Market Share http://bonibeckregis.blogspot.com
  32. 32. TOP 10 Learning Questions for Chapter 22 Managing a Holistic Marketing Organization for the Long Run Boni Regis December 15, 2011 Marketing Management Class of Prof. Remigio Joseph De Ungria http://bonibeckregis.blogspot.com
  33. 33. 4. Which of the following is used to measure the gap in sales performance? <ul><li>Marketing Expense-to-sales Analysis </li></ul><ul><li>Marketing Profitability Analysis </li></ul><ul><li>Sales-variance Analysis </li></ul><ul><li>Sales Analysis </li></ul>http://bonibeckregis.blogspot.com
  34. 34. 4. Which of the following is used to measure the gap in sales performance? <ul><li>Marketing Expenses Analysis </li></ul><ul><li>Sales Expenses Analysis </li></ul><ul><li>Sales-variance Analysis </li></ul><ul><li>Marketing Variance Analysis </li></ul><ul><li>None of the above </li></ul>http://bonibeckregis.blogspot.com
  35. 35. EVALUATION AND CONTROL SALES-VARIANCE ANALYSIS measures the relative contribution of different factors to a gap in sales performance. GOAL ACTUAL SALES ? SALES VARIANCE http://bonibeckregis.blogspot.com
  36. 36. 4. Which of the following is used to measure the gap in sales performance? a. Marketing Expense-to-sales Analysis b. Marketing Profitability Analysis c. Sales-variance Analysis d. Sales Analysis http://bonibeckregis.blogspot.com
  37. 37. 4. Which of the following is used to measure the gap in sales performance? a. Marketing Expenses Analysis b. Sales Expenses Analysis c. Sales-variance Analysis d. Marketing Variance Analysis e. None of the above http://bonibeckregis.blogspot.com
  38. 38. TOP 10 Learning Questions for Chapter 6 Analyzing Consumer Markets Valderas, Cristina Krastle December 15, 2011
  39. 39. 5. Which of the following statements are true? <ul><li>Paying attention to the information will give us stronger association in memory. </li></ul><ul><li>Memory is just a constructive process. </li></ul><ul><li>We integrate new information which depends on the structure and complexity. </li></ul><ul><li>The presence of other product will not interfere with another. </li></ul><ul><li>Memory can often be a reconstructive process. </li></ul>
  40. 40. 5. All statements are true except for: <ul><li>Paying attention to the information will give us stronger association in memory. </li></ul><ul><li>Memory is just a constructive process. </li></ul><ul><li>We integrate new information which depends on the structure and complexity. </li></ul><ul><li>The presence of other product will not interfere with another. </li></ul><ul><li>Memory can often be a reconstructive process. </li></ul>
  41. 41. Key Psychological Processes Motivation Perception Learning Memory
  42. 42. <ul><li>Memory is a constructive process because we don’t remember information completely and accurately. It will undergo in the process of memory encoding and memory retrieval. </li></ul><ul><li>Often, it can be reconstructive due to intervening factors or events. </li></ul>
  43. 43. 5. Which of the following statements are true? <ul><li>a. Paying attention to the information will give us stronger association in memory. </li></ul><ul><li>b. Memory is just a constructive process. </li></ul><ul><li>c. We integrate new information which depends on the structure and complexity. </li></ul><ul><li>d. The presence of other product will not interfere with another. </li></ul><ul><li>e. Memory can often be a reconstructive process. </li></ul>
  44. 44. <ul><li>a. Paying attention to the information will give us stronger association in memory. </li></ul><ul><li>b. Memory is just a constructive process. </li></ul><ul><li>c. We integrate new information which depends on the structure and complexity. </li></ul><ul><li>d. The presence of other product will not interfere with another. </li></ul><ul><li>e. Memory can often be a reconstructive process . </li></ul>5. All statements are true except for:
  45. 45. TOP 10 Learning Questions for Chapter 6 Analyzing Consumer Markets Valderas, Cristina Krastle December 15, 2011
  46. 46. 7. Appliance warranty is an example of: <ul><li>Maslow’s Hierarchy of Needs </li></ul><ul><li>Freud’s Theory </li></ul><ul><li>Herzberg’s Theory </li></ul><ul><li>Purchase Decision </li></ul><ul><li>Selective Attention </li></ul>
  47. 47. 7. When you buy products from Apple, they provide warranty for their customers. This is an example of which concept? <ul><li>Maslow’s Hierarchy of Needs </li></ul><ul><li>Freud’s Theory </li></ul><ul><li>Herzberg’s Theory </li></ul><ul><li>Purchase Decision </li></ul><ul><li>Selective Attention </li></ul>
  48. 48. Motivation Freud’s Theory Behavior is guided by subconscious motivations. Maslow’s Hierarchy of Needs Behavior is driven by lowest, unmet need Herzberg’s Tow-Factor Theory Behavior is guided by motivating and hygiene factors
  49. 49. <ul><li>Herzberg’s Two-Factor Theory involved dissatisfiers (factors that cause dissatisfaction) and satisfiers (causes satisfaction). Without the dissatisfiers, it will not be enough to motivate satisfiers. </li></ul>
  50. 50. 7. Appliance warranty is an example of: <ul><li>a. Maslow’s Hierarchy of Needs </li></ul><ul><li>b. Freud’s Theory </li></ul><ul><li>c. Herzberg’s Theory </li></ul><ul><li>d. Purchase Decision </li></ul><ul><li>e. Selective Attention </li></ul>
  51. 51. <ul><li>a. Maslow’s Hierarchy of Needs </li></ul><ul><li>b. Freud’s Theory </li></ul><ul><li>c. Herzberg’s Theory </li></ul><ul><li>d. Purchase Decision </li></ul><ul><li>e. Selective Attention </li></ul>7. When you buy products from Apple, they provide warranty for their customers. This is an example of which concept?
  52. 52. TOP 10 Learning Questions for Chapter 08: Identifying Market Segments and Targets Arvin Yabut December 15, 2011
  53. 53. 4. What is the loyalty status of consumers who are loyal to two or three brands? <ul><li>Shifting loyals </li></ul><ul><li>Switchers </li></ul><ul><li>Split loyals </li></ul><ul><li>Hard-core loyals </li></ul><ul><li>Major loyals </li></ul>
  54. 54. 4. Brooke is a hard core bag lover. She adores and buy most of her bags from Gucci and Prada brands. She stays loyal to two brands. What is the loyalty status of Brooke? <ul><li>Shifting loyals </li></ul><ul><li>Switchers </li></ul><ul><li>Split loyals </li></ul><ul><li>Hard-core loyals </li></ul><ul><li>Major loyals </li></ul>
  55. 55. Brand Loyalty Hard-core Loyals Split Loyals Shifting Loyals Switchers
  56. 56. Brand Loyalty Hard-core Loyals - who buy the brand all the time. Split Loyals - loyal to two or three brands. Shifting Loyals - moving from one brand to another. Switchers - with no loyalty
  57. 57. 4. What is the loyalty status of consumers who are loyal to two or three brands? <ul><li>a. Shifting loyals </li></ul><ul><li>b. Switchers </li></ul><ul><li>c. Split loyals </li></ul><ul><li>d. Hard-core loyals </li></ul><ul><li>e. Major loyals </li></ul>
  58. 58. <ul><li>a. Shifting loyals </li></ul><ul><li>b. Switchers </li></ul><ul><li>C Split loyals </li></ul><ul><li>d. Hard-core loyals </li></ul><ul><li>e. Major loyals </li></ul>4. Brooke is a hard core bag lover. She adores and buy most of her bags from Gucci and Prada brands. She stays loyal to two brands. What is the loyalty status of Brooke?
  59. 59. Chapter 2: Developing Marketing Strategies and Plans 10 Learning Questions Belinda Anne Tamayo http://beltamayo.blogspot.com/
  60. 60. 10. A marketing plan contains 5 parts, which part of the marketing plan outlines the controls for monitoring and adjusting the implementation of the plan? <ul><li>a. Executive summary and table of contents </li></ul><ul><li>b. Situation Analysis </li></ul><ul><li>c. Marketing Strategy </li></ul><ul><li>d. Financial Projections </li></ul><ul><li>e. Implementation Controls </li></ul>http://beltamayo.blogspot.com/
  61. 61. 10. Brooke is currently creating a marketing plan for her company. She is already outlining the controls for monitoring and adjusting the implementation of the plan. Which part of the marketing plan is this? <ul><li>a. Executive summary and table of contents </li></ul><ul><li>b. Situation Analysis </li></ul><ul><li>c. Marketing Strategy </li></ul><ul><li>d. Financial Projections </li></ul><ul><li>e. Implementation Controls </li></ul>http://beltamayo.blogspot.com/
  62. 62. Concepts <ul><li>a. Executive summary and table of contents </li></ul><ul><li>A marketing plan should open with a brief summary and contains a table of contents that outlines the rest of the plan </li></ul><ul><li>b. Situation Analysis </li></ul><ul><li>This section presents relevant background data on sales, costs, the market, competitors, and the various forces in the macroenvironment. </li></ul>http://beltamayo.blogspot.com/
  63. 63. Concepts <ul><li>c. Marketing Strategy </li></ul><ul><li>Here the product manager defines the mission, marketing and financial objectives shown, and groups and needs that the market offering are intended to satifsy. </li></ul><ul><li>d. Financial Projections </li></ul><ul><li>Financial projections include a sales forecast, an expense forecast, and a break-even analysis </li></ul><ul><li>e. Implementation Controls </li></ul><ul><li>This section outlines the controls for monitoring and adjusting implementation of the plan </li></ul>http://beltamayo.blogspot.com/
  64. 64. 10. A marketing plan contains 5 parts, which part of the marketing plan outlines the controls for monitoring and adjusting the implementation of the plan? <ul><li>a. Executive summary and table of contents </li></ul><ul><li>b. Situation Analysis </li></ul><ul><li>c. Marketing Strategy </li></ul><ul><li>d. Financial Projections </li></ul><ul><li>e. Implementation Controls </li></ul>http://beltamayo.blogspot.com/
  65. 65. 10. Brooke is currently creating a marketing plan for her company. She is already outlining the controls for monitoring and adjusting the implementation of the plan. Which part of the marketing plan is this? <ul><li>a. Executive summary and table of contents </li></ul><ul><li>b. Situation Analysis </li></ul><ul><li>c. Marketing Strategy </li></ul><ul><li>d. Financial Projections </li></ul><ul><li>e. Implementation Controls </li></ul>http://beltamayo.blogspot.com/

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