1.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 1/26
Hope you enjoyed the quiz! Your score report is presented below.
Your Certificate
Your Score
Name Virginia fiorentino
Score 90 / 100 Points ( 90% )
Unanswered 1
Email pulcepio@yahoo.it
Time Taken 1 hrs 42 mins 36 secs

2.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 2/26
Result
Distinction
Your Answers
Correct
1)
Email Marketing is:
A. best used through sending promotions to
purchased email lists
B. the process of delivering relevant, engaging and
timely marketing messages about your products
and services to a specific group of recipients
through email (Your Answer)
C. a way of monetizing your database by selling email
lists to third party advertisers
D. being used less and less by companies
E. none of the above
Correct
2)
What is one of the biggest reasons people read marketing emails
on mobiles?
A. Saves time
B. To pass the time
C. Not sure who they are from
D. Screening emails to read on laptop or desktop later
E. Subject line sounds interesting (Your Answer)
F. It's a company they like to receive email from
Correct
3)
What does W.H.C.P stand for ?
A. Where, hit, Capital, Profit
B. Why, How, Can, Proof

3.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 3/26
C. Who, How, Cost, Profit (Your Answer)
Incorrect
4)
Please check the box or boxes that apply to this statement: An
email software provider such as MailChimp or AWeber typically
provides the following functionality:
A. The ability to create and manage groups of email
lists (Your Answer)
B. Email reports such as open rates and clicks
(Your Answer)
C. Email unsubscribe management (Missed)
D. Email design templates (Your Answer)
E. Delivery management (Missed)
F. The provision of lists of email subscribers you can
purchase on demand (Your Answer)
Correct
5)
True or False: Email Marketing can be commonly known as
"Unsolicited Bulk Email"
A. True
B. False (Your Answer)
Feedback
False. Unsolicited bulk email is better known as spam. Avoid
like the plague!
Correct
6)
True or False: When engaged in bulk email activity it is optional
to provide an email opt­out.
A. True
B. False (Your Answer)
Feedback
False. It is not optional. You must provide an opt out facility
otherwise you face the possibility of bad online reputation and
in extreme cases, legal fines.
Correct
7)
When building email registration forms through newsletters on
your website, it is good practice to

4.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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A. ask for as much information as possible on a
visitor's first interaction with your website
B. ask for the minimum amount of information on the
first instance and gather more information through
subsequent interactions (Your Answer)
C. not ask for their email address until after you have
the leads name and phone number
D. none of the above
Correct
8)
When sending emails it is good practice to show all the copied
parties to the email as it shows how important your website is.
True or False?
A. True
B. False (Your Answer)
Feedback
False. This is the biggest email sin. It is both unprofessional
and illegal to divulge any third party's email address without
their consent.
Correct
9)
CPL stands for ?
A. Cost Per Landing
B. Can Profit Later
C. Cost Produce Later
D. Cost Per Lead (Your Answer)
Correct
10)
True or False: Google Analytics can be used effectively in
conjunction with Email Marketing.
A. True (Your Answer)
B. False
Feedback

5.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 5/26
True. Using the e­commerce functionality of Google Analytics
in conjunction with specific click­thru URLs, Google Analytics
can be extremely effective to monitor Visits, Revenues,
Transactions, Average Values, Conversion Rates and Per
Visit Values of an email campaign.
Correct
11)
Web analytics is:
A. the measurement of a website's quality score,
keyword densities, and relevance
B. the measurement, collection, analysis, and
reporting of internet data for purposes of
understanding and optimizing web usage (Your
Answer)
C. is the analysis of off­site macro web data to
determine best on­site web design methodologies
Correct
12)
The most popular web analytics provider in the world is?
A. Omniture Site Catalyst
B. Click Tale
C. Quantcast
D. Alexa
E. Yahoo Web Analytics
F. Google Analytics (Your Answer)
G. Webtrends
Correct
13)
Google Analytics requires website owners to place what on
their site?
A. A unique tracking code (Your Answer)
B. Cookies
C. Google promotional Image
D. Chocolates
Feedback
Javascript code is placed on the website owners web pages
to track site usage and interaction data. Once a visitor
accesses the website with the javascript code, Google then
places a cookie on that visitor's machine.
Correct

6.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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14)
Normally which of the following metrics would have the
lowest numerical value reflected in a Google Analytics
account?
A. Hits
B. Unique Visitors (Your Answer)
C. Visits
D. Pageviews
Feedback
One unique visitor can have multiple visits, and each visit may
have multiple page views. One page view can contain many
hits (files requested from a web server). Therefore the lowest
numerical value is usually unique visitors.
Incorrect
15)
Google Analytics Geographic data provides information on
A. website visitor language only
B. home location
C. website visitor age and visitor location (Correct
Answer)
D.
website visitor language, location, and building type
(Your Answer)
Unanswered
16)
When you're selling a product or service the most important point
to consider is?
A. That you have stock of the product
B. That there is little competition
C. That you add value and have a clear USP
(Correct Answer)
Correct
17)
Revenue shared is when
A. You subtract the revenue you spent on advertising
B. The revenue you generated after your CPL

7.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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C. When you and a partner share the revenue from a
sale
(Your Answer)
Correct
18)
Data gathered from website users can be used to optimize
conversion rates.
A. True (Your Answer)
B. False
Correct
19)
Why do we need to gather data?
A. To understand who our buyers are
B. To optimize our marketing efforts
C. All of the Above (Your Answer)
D. None of the Above
Correct
20)
A/B Testing is the activity of posting two different versions of an
advertisement, web page or email to a subset of users for the
purpose of seeing whether Option A or Option B achieves better
results
A. True (Your Answer)
B. False
Correct
21)
What does USP stand for ?
A. United Selling Price
B. Unique Selling Point (Your Answer)
C. Unique Service Price
Correct
22)
Pay Per Click is a form of Internet Advertising where advertisers
A.

8.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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pay for every 1,000 impressions served on
publisher's website
B. only pay the publisher when an ad is clicked
(Your Answer)
C. pay on a monthly basis for positioning on a
publisher's website
Correct
23)
When comparing online marketing to more traditional
marketing methods, which of the following statements is
correct?
A. Traditional marketing is typically less expensive,
offers greater accountability and ability to track
successful spends.
B. Online marketing is typically less expensive, offers
greater accountability and ability to track successful
spends. (Your Answer)
C. Online marketing is typically more expensive but
offers greater accountability and ability to track
successful spends.
Incorrect
24)
The biggest difference with the original sales funnel compared to
PPC is...
A. Leads
B. Cost
C. Nurture (Your Answer)
D. Search (Correct Answer)
Feedback
The big difference is the customer is searching for us now.
Correct
25)
In online Advertising, CPM relates to:
A. a clear pricing model standard
B. the cost of advertising on a publisher's website at
an agreed rate for every 1,000­page impressions
served (Your Answer)
C. the cost of advertising on a publisher's website at
an agreed rate for every 1,000,000 page
impressions served

9.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 9/26
Feedback
The M relates to 'Mille', the Latin for 1,000
Incorrect
26)
Your Ad Rank equals
A. your bid multiplied by your cost per conversion
B. your bid multiplied by your quality score
(Correct Answer)
C. your quality score multiplied by your cost per
conversion (Your Answer)
Correct
27)
All other things being equal, which of the three following Google
AdWords keyword match types would result in the most ad
impressions being served:
A. Phrase
B. Exact
C. Broad (Your Answer)
D. none of the above
Feedback
The broad keyword match type is the widest filter allowing ads
to appear in the most variations of the keywords chosen by
the advertiser.
Correct
28)
Google Adwords Keyword Planner can be used to benefit the
following:
A. Google Adwords Advertising only
B. Search Engine Optimisation only
C. Google Adwords Advertising and Search Engine
Optimisation (Your Answer)
D. none of the above
Correct
29)
Remarketing on the Google Display Network:
A. means running an ad campaign on the Google
Display network after a Pay Per Click ad campaign

10.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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has failed to deliver intended results
B. enables visitors to your website to see your ads on
other sites in the Google Display Network (Your
Answer)
C. relates to neither of the above
Correct
30)
On-site optimisation should include
A.
Flash, image maps, and HTML frames
B. Invisible links, auto refreshing and white text
C. a good linking strategy, the use of search console
and image alt tags (Your Answer)
D. All of the above
Incorrect
31)
The biggest difference with the original sales funnel compared to
PPC is...
A. Leads
B. Cost (Your Answer)
C. Nurture
D. Search (Correct Answer)
Incorrect
32)
Affiliate Marketing is...
A. marketing on social media (Your Answer)
B. performances based marketing (Correct
Answer)
C. emailing people asking for money.
D. doing business purely through email channels
Correct
33)
The four pillars of Affiliate Marketing are
A. 4 steps for the customer

11.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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B. Merchant, Publisher, Customer, Network (Your
Answer)
C. Customer, Friend of Customer, Website owner, and
Bank
Correct
34)
Some of the risks with affiliate marketing are
A. Growing to slowly
B. Declining
C. Staying the same
D. Cash flow and open to fraud (Your Answer)
Correct
35)
As a merchant, you will need
A. An office
B. Lots of staff
C. Different email addresses
D. a web site and a mature converting process
(Your Answer)
E. All of the above
Correct
36)
You can only be either an affiliate or merchant
A. False (Your Answer)
B. True
Feedback
You can be both and most are
Correct
37)
In relation to affiliate marketing, bespoke verticals are
A. websites that specialize in your products alone e.g.
a computer peripherals seller acting as an affiliate to
Apple. (Your Answer)
B. selling only products

12.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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C. selling only services
D. All of the above
Correct
38)
True or false: Search console is a tool that helps you with your
SEO
A. True (Your Answer)
B. False
Correct
39)
Who do you have a higher probability of selling to?
A. New Prospects
B. Existing Customers (Your Answer)
C. There is no difference.
Correct
40)
Ideally, to enhance a website's SEO, content on your site should
be:
A. Reused from other websites
B. Unique and Useful (Your Answer)
C. Only accessible by registered or paid customers
D. All of the above
Correct
41)
The best button colour to drive online conversions is
A. Green
B.
Blue
C. Red

13.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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D. Orange
E. Purple
F. A/B testing will tell you (Your Answer)
Correct
42)
True or false: As part of SEO planning, the responsible party
should engage in analysis that considers the business goals,
competitors, optimum keywords and customers journey on your
website.
A. True (Your Answer)
B. False
Correct
43)
Re­marketing in online advertising relating to:
A. Analysing user behaviour
B. Serving ads only to people who have visited your
website but did not convert (Your Answer)
C. Image testing
Correct
44)
SEO stands for:
A. Search Engine Origination
B. Search Engine Organisation
C. Search Engine Obstruction
D. Search Engine Optimisation (Your Answer)
Correct
45)
How many users does Facebook have, is it?
A. 1 million
B. 1.19 billion (Your Answer)
Correct

14.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 14/26
46)
Facebook is the largest Social media network in the world
A. True (Your Answer)
B. False
Correct
47)
When setting up a business on Facebook, you should
A. Use only your personal page
B. Open Facebook pages through your personal page
(Your Answer)
Correct
48)
In Facebook advertising, lookalike audience allows you to
A. Target customer like yourself
B. Create a local audience
C. Advertise only to your followers
D. Find and reach thousands of new people with
similar profiles to the people who had already
engaged with you (Your Answer)
Correct
49)
With Facebook tools, you can provide a hassle-free login
experience to your website or app
A. True (Your Answer)
B. False
Correct
50)
Which of the following is important to include on a page targeted
towards a user who we want to convert?
A. Call to Action button
B. The Page is Relevant to the User
C. Clear product images
D. All of the Above (Your Answer)
Correct
51)
Pay Per Click is a form of Internet Advertising where advertisers

15.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 15/26
A. Pay for every 1,000 impressions served on
publisher's website
B. Only pays the publisher when an ad is clicked
(Your Answer)
C. Pays on a monthly basis for positioning on a
publisher's website
Correct
52)
Edgerank works by considering
A. edge
B.
user affinity
C. content weight
D. time decay
E. all of the above (Your Answer)
Incorrect
53)
In Google Adwords, your quality score is determined by
A. how much you place a bid for your chosen keyword
phrases
B. your ad rank
C. having relevant landing pages, keywords, and ads
(Correct Answer)
D. all of the above (Your Answer)
Correct
54)
Your Ad Rank equals
A. your bid multiplied by your cost per conversion
B. your bid multiplied by your quality score (Your
Answer)
C. your quality score multipled by your cost per
convesion
Correct
55)
Google Adwords Keyword Planner can be used to benefit the
following:
A.

16.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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Google Adwords Advertising only
B. Search Engine Optimisation only
C. Google Adwords Advertising and Search Engine
Optimisation (Your Answer)
D. none of the above
Correct
56)
With Google Adwords geographic ad targeting you can only
target cities located in the country where your website is hosted.
True or False?
A. True
B. False (Your Answer)
Feedback
You can target cities outside of the country where your
website is hosted.
Correct
57)
All other things being equal, which of the three following Google
AdWords keyword match types would result in the most ad
impressions being served:
A. Phrase
B. Exact
C. Broad (Your Answer)
D. none of the above
Feedback
the broad keyword match type is the widest filter allowing ads
to appear in the most variations of the keywords chosen by
the advertiser.
Correct
58)
When is the best time to post on Facebook?
A. In the mornings and just after lunch when people
have their tea/coffee.
B. In the evenings when they are home from work.
C. Late at night so they see it first thing in the
morning.
D. It depends on your business; you have to find out
by testing. (Your Answer)
Correct

17.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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59)
When we refer to time decay in edge rank, we are talking about
A. The length of time a customer is on our page
B. How much time the spend reading our content
C. How recent the post is (Your Answer)
Correct
60)
Some email metrics are
A. Search Engine Origination
B. PPC, conversions, website data.
C. Open rates, click trough rates, unsubscribe rates.
(Your Answer)
D. None of the above
Correct
61)
True or false: It is impossible to engage in online affiliate
marketing without using an affiliate network intermediary.
A. True
B. False (Your Answer)
Feedback
False. Many very successful online businesses attract many
active affiliates through business development without
engaging with an affiliate network intermediary.
Correct
62)
The lowest risk commercial model for merchants to offer and
work with affiliates is:
A. CPL
B. CPA (Your Answer)
C. CPC
D. CPM
Feedback
While Cost per Lead (CPL) arrangements are used, the most
common and least risk commercial arrangement for

18.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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merchants is Cost per Acquisition (CPA) sometimes referred
to as cost per sale.
Correct
63)
True or false: Affiliate Marketing is similar to Pay Per Click
Advertising in that it is very quick to set up.
A. True
B. False (Your Answer)
Feedback
False: A pay per click campaign can be set up in minutes
while an affiliate programme can take months to implement.
Correct
64)
Which of the following are responsible for offering affiliate
tracking software either directly or indirectly through an affiliate
network:
A. Merchants (Your Answer)
B. Customers
C. Publishers
D. None of the above
Correct
65)
True or false: Affiliate Tracking Software implementation can only
be developed in­house or through an affiliate network provider.
A. True
B. False (Your Answer)
Feedback
False: There are also affiliate tracking software as a service
providers.
Correct
66)
True or false: Search engine marketing can also be exploited
through affiliates.
A. True (Your Answer)
B. False
Incorrect
67)

19.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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True or false: The Google Display network allows you to put ads
on the search and display networks
A. True (Your Answer)
B. False (Correct Answer)
Correct
68)
When looking for a good affiliate manager, which skillsets are
most applicable?
A. Sales ability, SEO expertise, Web analytics and
customer service
B. Business Development, account management,
negotiation and online social channel expertise
(Your Answer)
C. Neither of the above
Correct
69)
A good affiliate manager should not be rigid in negotiation and
should allow affiliates adapt both commission structures and
online customer acquisition methodologies employed.
A. True (Your Answer)
B. False
Feedback
True. A good affiliate manager should be flexible and adapt
commercials and support methods to each affiliate that has
the potential to deliver business.
Correct
70)
When you are considering your sales funnel you should focus on
A. Being mobile friendly
B. Speed of your site
C. The user experience
D. Search Engine Optimisation

20.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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E. All of the above (Your Answer)
Correct
71)
In the sales funnel when you focus on lead generation you can
A. Develop partnerships
B. Advertise
C. Create content
D. All of the above (Your Answer)
Correct
72)
What is the activity of posting two different versions of an
advertisement, web page, or email to a subset of users for the
purpose of seeing which elicits better engagement or more
conversions?
A. CPL
B. A/B testing (Your Answer)
C. Click through rate
D. Adword Analytics
Correct
73)
True or False. From an SEO perspective, it makes sense to link
to third party websites as this act alone creates more authority to
your site.
A. True
B. False (Your Answer)
Feedback
False. From an SEO perspective, you want high authority
relevant sites linking to your website.
Correct
74)
True or false: As part of SEO planning, the responsible party
should engage in analysis that considers the business goals,
competitors, optimum keywords and customer journeys on your
website.
A. True (Your Answer)

21.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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B. False
Correct
75)
On­site optimisation should include
A. Flash, image maps and html frames
B. Invisible links, auto refreshing and white text
C. a good linking structure (Your Answer)
D. All of the above
Correct
76)
Correlation implies causation.
A. False (Your Answer)
B. True
Correct
77)
Good quality useful content can help your SEO efforts:
A. Not at all
B. A little
C. Somewhat
D. Greatly (Your Answer)
Feedback
Modern SEO is all about crafting content so compelling that
other people want to promote it by linking to it or sharing it,
which increases your trust and authority and helps the pages
you want to rank well for certain keywords
Correct
78)
Ideally, to enhance a website's SEO, content on your website
should be:
A. Reused from other websites
B. Unique and Useful (Your Answer)
C. Only accessible by registered or paid customers
D. All of the above

22.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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Feedback
Content should be unique as much as is possible, that is also
relevant and useful to a broad audience.
Correct
79)
True or false: Buying paid links is a method that can significantly
enhance your SEO success.
A. True
B. False (Your Answer)
Feedback
False. You should not link to spam sites – these can
negatively affect your ranking.
Correct
80)
Social media is
A. an online marketing theory that entity, be it an
organization or individual, has an obligation to act to
benefit society at large
B. interaction among people in which they create,
share, or exchange information and ideas in virtual
communities and networks (Your Answer)
C. neither of the above
Correct
81)
People who get a mobile email that does not display correctly are
most likely to
A. view it on the computer
B. read it anyway
C. Delete the email (Your Answer)
D. unsubscribe
Correct
82)
When you generate your lead flow in the sales funnel you should
expect
A. all leads to be buyers
B. 90% will buy
C. a drop off of around 50% through each stage
(Your Answer)
D. no leads will convert

23.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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Correct
83)
Crowdsourcing is when
A. you protect your online reputation
B. sell to your target audience
C. businesses turn to the public to help with
innovation, design, and ideas. (Your Answer)
D. none of the above
Correct
84)
Recurring revenue is
A. Total amount of new customers monthly
B. the business model that requires the customer to
pay for monthly or annual bases (Your Answer)
C. recurring products that are sold
Correct
85)
The 4ps stands for
A. party, public, promotion, price
B. post, pillar, promotion, price
C. product, price, promotion, place (Your Answer)
D. non of the above of the above
Correct
86)
A marketing strategy should focus on
A. Facebook
B. Twitter
C. Tumblr
D. Pinterest
E. SEO, email, PPC affiliate, content marketing
(Your Answer)
F. Google+
Correct

24.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
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87)
A strategy serves as the path forward for any online business by
mapping out a pathway to success.
A. True (Your Answer)
B. False
Correct
88)
"Hootsuite" is
A. a social media management tool that helps online
marketers manage all of their social media in one
place (Your Answer)
B. a social advertising platform
C. free to access all functionality
D. none of the above
Correct
89)
New business versus repeat business is
A. easy to get
B. is cheaper
C. more expensive and harder to get. (Your
Answer)
Correct
90)
You value proposition is
A. posting of social messages across multiple social
websites
B. a way to stay informed about what is being said
about your brand and track this over time
C. is a Social Media industry specialist application to
stay abreast of current news and trends
D. an innovation, service, or feature intended to make
a company or product attractive to customers.
(Your Answer)
Incorrect
91)
In recurring revenue, sunk money consumables is
A.

25.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 25/26
when a customer makes an initial investment in a
platform (Correct Answer)
B. daily subscription (Your Answer)
Correct
92)
Which of the following are positive habits we should follow as
digital marketers? Check all that apply:
A. Try to engage at approximately the same time, in
the same environment each day (Your Answer)
B. Ensure your communication with the outside world
is minimal during this time (Your Answer)
C. Rise Earlier or Manage this Later if needs be
(Your Answer)
D. Working Frenetically
Correct
93)
Keeping a journal of your path through each marketing campaign
you run can be a helpful tool?
A. True (Your Answer)
B. False
Correct
94)
When setting a marketing strategy, what is important? Check all
that apply
A. Create business plan (Your Answer)
B. Create financial forecasts (Your Answer)
C. Dedicate time to your new venture (Your
Answer)
D. Work out inherent risks (Your Answer)
Correct
95)
Setting out milestones and time frames for any campaign is a
significant step for professional digital marketers.
A. True (Your Answer)
B. False
Correct
96)

26.
24/04/2017 Score Report: Diploma in Digital Marketing - Final Assignment
https://www.proprofs.com/quiz-school/quizreport.php?title=shaw-academy-omp-final-assignment&sid=135006608 26/26
A marketing strategy is a document that includes:
A. KPI's, who's responsible for what, a buying guide
for purchasing goods
B. KPI's, timeframes for project components, a
budget, and costings (Your Answer)
C. Data analysis, costs, and a hiring plan
D. Your business vision, personal philosophy, HTML,
and mission statement
Correct
97)
It's always best to bank profits before the close of a campaign.
A. True
B. False (Your Answer)
Correct
98)
If our campaigns are either massively underperforming or
overperforming we need to:
A. analyze why and learn from it (Your Answer)
B. spend more revenue
C. replicate the same approach for our next campaign
Correct
99)
Digital marketing as a field, is an area expected to grow in the
next 5­10 years?
A. True (Your Answer)
B. False
Correct
100)
ARPL is calculated how?
A. Total revenue divided by the number of sales
B. Total revenue divided by the number of Leads
(Your Answer)
C. Number of leads divided by revenue.
D. Number of paying customers divided by revenue.