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3.BUSML 3250 Final Exam Questions with Verified Answers
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3.BUSML 3250 Final Exam Questions with Verified Answers
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3.BUSML 3250 Final Exam Questionswith Verified Answers
advertising - Answer-any paid form of non-personal presentation and promotion of
ideas, goods or services by an identified sponsor
advertising objective - Answer-specific communication task to be accomplished with a
specific target audience during a specific period of time
advertising budget - Answer-the dollars and other resources allocated to a product or a
company advertising program
advertising strategy - Answer-strategy by which the company accomplishes its
advertising objectives; it consists of two major elements: creating advertising messages
and selecting advertising media
Madison and vine - Answer-a term that has come to represent the merging of
advertising and entertainment in an effort to break through the clutter and create new
avenues for reaching customers with more engaging messages
creative concept - Answer-compelling "big idea" that will bring an advertising message
strategy to life in a distinctive and memorable way
execution styles - Answer-the approach, style, tone, words and format used for
executing an advertising message
advertising media - Answer-vehicles through which advertising messages are delivered
to their intended audiences
reach - Answer-measure of the percentage of people in the target market who are
exposed to the ad campaign during a given period of time
frequency - Answer-measure of how many times the average person in the target
market is exposed to the message
return on advertising investment - Answer-net return on advertising investment divided
by the costs of the advertising investment
marketing agency - Answer-marketing services firms that assists companies in
planning, preparing, implementing and evaluating all our portions of their advertising
programs
, public relations - Answer-building good relations with the company's various publics by
obtaining favorable publicity; building up a good corporate image; and handling or
heading off unfavorable rumors, stories and events
personal selling - Answer-personal presentations by the firm's sales force for the
purpose of engaging customers, making sales, and building customer relationships
salesperson - Answer-an individual who represents a company to customers by
performing one or more of the following activities: prospecting, communicating, selling,
servicing, information gathering and relationship building
sales force management - Answer-analyzing, planning, implementing and controlling
sales force activities
territorial sales force structure - Answer-sales force organization that assigns each
salesperson to an exclusive geographic territory in which that salesperson sells the
company's full line
product sales force structure - Answer-a sales force organization in which salespeople
specialize in selling only a portion of the company's products or lines
customer sales force structure - Answer-sales force organization in which salespeople
specialize in selling only to certain customers or industries
outside (field) sales force - Answer-salespeople who travel to call on customers in the
field
inside sales force - Answer-salespeople who conduct business from their offices via
telephone, online and social media interactions or visits from prospective buyers
team selling - Answer-using teams of people from sales, marketing, engineering,
finance, technical support, and even upper management to service large, complex
accounts
sales quota - Answer-standard that states the amount a salesperson should sell and
how sales should be divided among the company's products
social selling - Answer-using online, mobile and social media to engage customers,
build stronger customer relationships and augment sales performance
selling process - Answer-steps that salespeople follow when selling which include
prospecting and qualifying, pre-approach, approach, presentation and demonstration,
handling objections, closing and follow up
prospecting - Answer-sales step in which a salesperson or company identifies qualified
potential customers
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