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Consolidated QuestionsChapter 17-23

Submitted by: Rex SandovalMarketing Management V56

Submitted to: Vcoach Bong De Ungria


TOP 10 Learning Questions forChapter 19Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth and Personal Selling

Farisha Joy C. Oblego15 December 2011

http://farishajoyoblego.blogspot.com

A. Sales LetterB. Reply envelopeC. CircularD. Outside envelopeE. Reply form

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5._______ is a self-addressed envelope provided by a direct marketer for the return of orders and other replies.

Question


Old

A. Sales Letter ReplyB. Reply envelopeC. Circular ReplyD. Outside envelope ReplyE. Reply form

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Question


New

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Components of the Mailing

Concept

Outside envelopeSales letterCircular Reply envelopeReply form


Outside envelope 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.

Sales Letter> It is designed to persuade the reader to purchase

a particular product or service in the absence of a salesman

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Concept Explanation

Circular It is a written document that is addressed to

a closed group of people.

Reply Form It is a document provided by a direct

marketer or other organization for the collection of information from individuals.

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Concept Explanation

Reply envelope It is a self-addressed envelope provided by

a direct marketer for the return of orders and other replies.

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Concept Explanation

A. Sales Letter ReplyB. Reply envelopeC. Circular ReplyD. Outside envelope ReplyE. Reply form

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Answer



TOP 10 Learning Questions forChapter 19Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth and Personal Selling

Farisha Joy C. Oblego15 December 2011


A. IrritationB. UnfairnessC. Deception / FraudD. Invasion of privacyE. None of the above

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6. _______ is when marketers know too much about consumers and use this information to take unfair advantage.

Question



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Question


Irritation Unfairness Deception / FraudInvasion of privacy

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Public Issues in Direct Marketing

Concept


Irritation It includes annoying and offending

customers.

Unfairness It includes taking unfair advantage of

impulsive or less-sophisticated buyers.

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Concept Explanation

Deception includes “heat merchants” who design

mailers and write copy designed to mislead consumers.

Invasion of privacy Marketers may know too much about

consumers and use this information to take unfair advantage.

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Concept Explanation


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Answer



TEN CONCEPTS ONKOTLER AND KELLER’S

Chapter 20: Introducing New Market offerings

http://www.slideshare.net/ndpasiliao/markmach20

Nepthalie D. Pasiliao

a. Whenb. Wherec. To whomd. Howe. What

10. Which is not related with Commercialization?

Question


Old

a. Researchb. Advertisingc. Product Developmentd. Raw Materialse. Manpower

10. Where will be the most money be allocated for a product’s commercialization?

Question


New

Commercialization is the process or cycle of introducing a new product into the market. The actual launch of a new product is the final stage of new product development, and the one where the most money will have to be spent for advertising, sales promotion, and other marketing efforts.

Definition of Commercialization

Concept


When: In commercializing a new product, market-entry timing is critical.

Where: The company must decide to launch the new product.

To whom: The company must target its initial distribution and promotion to the best prospect groups.

How: The company must develop an action plan for introducing the new product.

The factors of Commercialization

Explanation of Concept


a. Researchb. Advertisingc. Product Developmentd. Raw Materialse. Manpower

10. Where will be the most money will be allocated for a product’s commercialization?

Answer


TOP 10 Learning Questions

forChapter 22

Managing a Holistic MarketingOrganization for the Long Run

Boni Regis

December 15, 2011Marketing Management Class ofProf. Remigio Joseph De Ungria

7. Which of the following is a factor increating a Corporate SocialResponsibility activity?

A. SustainabilityB. Cause-related MarketingC. Firms of EndearmentD. Inter-departmental RelationshipsE. Legal Behavior

OldQuestion


A. Sustainability BehaviorB. Cause-related Marketing BehaviorC. Social Responsibility BehaiorD. Ethical BehaviorE. Legal Behavior

NewQuestion

CORPORATE SOCIALRESPONSIBILITY

LEGAL BEHAVIOR – Companies ensure that theiremployees are aware and observes the laws

ETHICAL BEHAVIOR – Companies should have a strongset of ethics and someone that would enforce it. It isadvised that everything should be in writing

SOCIAL RESPONSIBILITY BEHAVIOR – People wantinformation about a company’s record on social andenvironmental responsibility


A. Sustainability BehaviorB. Cause-related Marketing BehaviorC. Social Responsibility BehaiorD. Ethical BehaviorE. Legal Behavior

Answer


forChapter 22


Boni Regis


8. ___ are indirect costs but are still related to the selling of the products.

A. Non-traceable common costsB. Traceable Common costsC. Direct costs

Question

Old


A. Non-traceable common costsB. Traceable Common costsC. Direct costsD. Product CostE. Common Cost

Question

New

DIRECT VS. FULL COSTING

DIRECT COSTS – assign direct costs to the propermarketing entitiesTRACEABLE COSTS – assign traceable costs onlyindirectly but on a reasonable basis and it still affectsthe productNON TRACEABLE COSTS – common costs whoseallocation to the marketing entities is highly arbitrary


A. Non-traceable common costsB. Traceable Common costsC. Direct costsD. Product CostE. Common Cost

Answer


forChapter 22


Boni Regis


10. Which of the following is trueabout microsales analysis?

A. Annual plan control requires making sure thecompany is not overspending to achieve salesgoals.

B. Identifies the factors that affects thecompany’s rate of return on net worth.

C. Checks at the products, territories and otherfactors that contributes to the production ofsales.

OldQuestion

10. Aside from the sales increase and decrease, Microsales Analysis should also include its analysis with _________?

A. Problem Factors

B. Data Figures

C. Competitor’s promotions

D. Solution

E. Customer feedbacks

NewQuestion

MICROSALES ANALYSIS

MICROSALES ANALYSIS conducts analysisto determine which factors contributed to the increase or decrease in sales. Thisstudy would later be beneficial to thecompany. This study should include therecommendations and the solutionsimplemented.

10. Aside from the sales increase and decrease, Microsales Analysis should also include its analysis with _________?

A. Problem Factors

B. Data Figures

C. Competitor’s promotions

D. Solution

E. Customer feedbacks

Answer


Consolidated QuestionsChapter 17-23

Submitted by: Rex SandovalMarketing Management V56

Submitted to: Vcoach Bong De Ungria

rex sandoval consolidated improved questions

Business

reply envelope circular

explanation of concept

direct marketing concept

mailing reply envelope

mailing concept http

salesman http

selfaddressed envelope

direct marketer