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Promotion and promotional techniques - class-XII

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Effective writers visualize ______ before writing

  1. Story

  2. Reader

  3. Colours

  4. Publisher


Correct Option: D

Advertising is to create _______.

  1. primary demand for a product

  2. brand name

  3. more consumption

  4. All the above


Correct Option: A

Which of the following schemes is intended to stimulate the sales during a slump season?

  1. Price-off offer

  2. Coupons

  3. Samples

  4. Buy-back allowance


Correct Option: A

One of the most powerful element in the promotion mix is:

  1. Salesmanship

  2. Point-of purchase display

  3. Advertising

  4. Price discount


Correct Option: C

Sales promotion activities attract attention of the people because of the use of _______.

  1. advertising

  2. publicity

  3. incentives

  4. credits


Correct Option: C

An _____ means that only the company employees that are set up on the server can access the company pages.

  1. Internet

  2. Intranet

  3. Extranet

  4. Webnet


Correct Option: B

Identify whether the statement is true or false.
Email etiquettes must be strictly adhered to in order to keep your communication authentic and graceful.

  1. False

  2. True

  3. Partly true

  4. None of above


Correct Option: B

E-Correspondence is an electronic, cost-effective and fastest mode of communication as of today.

  1. False

  2. True

  3. Partly true

  4. None of the above


Correct Option: B

Press releases are usually sent to the :
(I) Newspapers
(II) Government
(III) Electronic media
(IV) Leading new agencies
(V) Local authorities
Select the correct answer from the options given below.

  1. (III), (II) and (IV) only

  2. (I), (II), (III) and (IV) only

  3. (I), (II) and (V) only

  4. (I), (II) and (IV) only


Correct Option: D

Which of the following is/are the limitation(s) of sales promotion?

  1. Sales promotion tools can be very effective at the time of introduction of a new product.

  2. If a firm frequently rely on sales promotion, it may give the impression that it is unable to manage its sales.

  3. Sales promotion activities are designed to supplement the personal selling.

  4. Use of sales promotion tools may affect the image of a product.


Correct Option: B,D

Marketing activities other than personal selling, advertising and publicity is:

  1. Public relation

  2. Industrial relation

  3. Sales promotion

  4. Marketing environment


Correct Option: C

The basic purpose of promotion is to.

  1. Persuade people to buy

  2. Create demand

  3. Both (A) and (B)

  4. Reduce the cost of production


Correct Option: A

Which of the following is not the promotional mix element?

  1. Advertising

  2. Personal selling

  3. Sales promotion

  4. Export promotion


Correct Option: D

Sales administration refers to ______.

  1. only some of the functions of the management

  2. overall management of sales

  3. sales policies and sales procedures

  4. the targets to be achieved


Correct Option: A

Non-personal stimulation of demand for a product or service is known as _____.

  1. publicity

  2. public relations

  3. personal selling

  4. advertising


Correct Option: A

Price-off offer is also known as _________.

  1. bargain offer

  2. price Packs

  3. discount

  4. Both (A) and (B)


Correct Option: D

Sales programme is a consolidated list to point out.

  1. Sales objective

  2. Sales policies

  3. Sales procedures

  4. All the above


Correct Option: D

Which of the following goals is adopted when the product reaches maturity stage?

  1. Buyer behaviour modifications

  2. Reminder promotion

  3. Persuasive promotion

  4. Informative promotion


Correct Option: B

Sales administration refers to ____________.

  1. overall management of sales

  2. targets to be achieved

  3. lower level function of doing

  4. top level function of thinking


Correct Option: D

Sales objectives are ________.

  1. the targets to be achieved

  2. a future course of action

  3. overall management of sales

  4. a definite way of doing a job


Correct Option: A

Sales policy indicated __________.

  1. the targets to be achieved

  2. the future course of action

  3. the broad ways and means by which the sales objectives may be realised

  4. a definite way of doing a job


Correct Option: C

Choose the correct answer.
a) Sales forecast is the key to internal planning.
b) The sales forecast is a prediction of expected sales by product and price, for a specific period.
Of these.

  1. Both (a) and (b) are true

  2. Both (a) and (b) are false

  3. (a) is true, but (b) is false

  4. (a) is false, but (b) is true


Correct Option: A

Selling department is compared to _________.

  1. an orchestra

  2. a drama

  3. a cinema

  4. a dance programme


Correct Option: A

Which of the following is not a tool of sales promotion?

  1. Sales contests

  2. Free gifts

  3. Point of purchase display

  4. Public Relations


Correct Option: D
Explanation:

Sales promotion is one of the elements of promotional mix. Sales promotion uses both media and non media marketing communication to increase consumer demand. It includes several communication activities that attempt to provide added value or incentives to consumers, wholesalers and retailers. Public relation refers to maintaining a relation with consumers through communicating with them on a periodic basis and keeping them engaged. 

Sales forecast __________.

  1. reduces selling costs

  2. helps in the proper pricing of the product

  3. stabilises production

  4. All the above


Correct Option: D

Sales procedures mainly concerned with ________.

  1. sales organisation

  2. product planning

  3. sales planning

  4. Both (A) and (C)


Correct Option: D

The historical and the simplest method of making sales forecasts is?

  1. Jury of executive opinion method

  2. Sales composite method

  3. Users expectation method

  4. Statistical method


Correct Option: A

Sales procedures prescribe _________.

  1. a future course of action

  2. the targets to be achieved

  3. the lower level function of doing

  4. a definite way of doing a job for the attainment of sales objectives


Correct Option: D

Road blocking advertisement is ________.

  1. advertising a product by blocking a road.

  2. putting an advertisement on a blocked road.

  3. a technique of gathering potential customers on the road.

  4. advertising a product on all similar TV/Radio channels at the same time.


Correct Option: D
Explanation:

Road blocking advertisement is an an advertising strategy or a method in which a commercial is broadcast simultaneously on various radio stations and/or television channels. This leads to blocking the road for the competitors to broadcast their advertisements. 

Which one of the following is not matched correctly ?

  1. Sales Portfolio - Internal Sales Promotion

  2. Merchandise Allowance - Dealer Promotion

  3. Count and Recount of Stock - Consumer Promotion

  4. Advertising - Market Promotion


Correct Option: A

Which of the following is not a part of Place and Promotion?

  1. Warranties

  2. Advertising

  3. Personal selling

  4. Sales Promotion


Correct Option: A
Explanation:

Warranties is not a part of price and promotion it is the part of product.

The promotion mix of a company consists of these.

  1. Marketing communication, promotion decisions

  2. Personal selling, product objectives

  3. Advertising, personal selling, sales promotion, publicity and public relations

  4. Consumer psychology, buyers motives, brand equity


Correct Option: C
Explanation:

Promotional mix is a market of 4P's of marketing. Promotional mix give various tools and strategies as of how a product can be promoted. Advertising personal selling, sales promotion, publicity and public relations are the main tools of promoting a company's product and making customers aware about the company offers.

Discounts, coupons, contests, free samples and offering extra quantity etc., are the examples of __________.

  1. Sales Promotion

  2. Personal Selling

  3. Channels of distribution

  4. None of the above


Correct Option: A
Explanation:

Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, prizes, product samples, and rebates.Sales promotions can be directed at either the customer, sales & staff, or distribution channel members (such as retailers).

Providing information to the customers about product, its features and quality etc., are part of:

  1. Production

  2. Promotion

  3. Pricing

  4. None of the above


Correct Option: B
Explanation:

In marketing, promotion is advertising a product or brand, generating sales, and creating brand loyalty. It is one of the four basic elements of the market mix, which includes the four P's: price, product, promotion and place.

_______ is highly flexible as the message can be adjusted.

  1. Advertising

  2. Personal selling

  3. Sales promotion

  4. Social media marketing


Correct Option: B

Which of the following is not a part of sales promotion activities?

  1. Discounts

  2. Lucky draw

  3. Online marketing

  4. Refunds


Correct Option: C
Explanation:

Sales promotion is a pull marketing technique. It is done by providing various offers and discounts to the customers. The company can also motivate dealers and distributors of the distribution channel by offering commission, gifts, etc.  Online marketing does not qualify as a sales promotion as it does not offer any incentive to the consumer on the purchase of the company's product. 

Caveat emptor means _________.

  1. let the seller beware

  2. let the buyer beware

  3. let the producer beware

  4. let the agent beware


Correct Option: B
Explanation:

'Caveat emptor' is a Latin term that means 'let the buyer beware'. It is assumed that the buyer assumes the risk that a product may fail to meet expectations or have defects. The principle of 'caveat emptor' serves as a warning that buyers might not have any recourse with the seller if the product does not meet their expectations.

Which of the following statement is not true?

  1. Advertisements are never targeted to improve sales

  2. Advertisements are prepared by professional agencies

  3. Advertisements make positive impact on sales

  4. Advertisements are expensive.


Correct Option: A
Explanation:

Advertising is a part of promotional mix that uses audio or video or both form of marketing communication. The ethics in advertising underlines that truth and facts about the product ha to be communicated to consumers. Advertisements are aimed at persuading consumers to buy the company's product which would lead to improving sales and increasing company's revenue.

_______ refers to offering another product as gift along with the purchase of a product.

  1. Personal selling

  2. Refunds

  3. Quantity gifts

  4. Product combination


Correct Option: D
Explanation:

Product combination refers to offering another product as gift along with the purchase of a product .

Product combination is a part of customer sales promotions which is intended to increase the sales and attract new customers . In product combination on purchase of one product the buyer gets another product free. 

Which of the following is not a part of promotional mix?

  1. Direct selling

  2. Sales prmotion

  3. Advertising

  4. None of the above


Correct Option: D
Explanation:

Promotional mix is refers to the blend of several promotional tools used by the business to create , maintain and increase the demand for goods and services.

Which of the following would be characteristic of an effective marketing brochure?

  1. Right justified text on all the inside panels

  2. Use of lists

  3. Use of six different fonts

  4. Long paragraphs of descriptive text


Correct Option: B

A correct statement about advertising is ________.

  1. it is a paid communication to the masses

  2. it is meant to impart information, develop attitudes and create needs.

  3. it induces action beneficial to the advertiser

  4. all the stated options are correct


Correct Option: D

The company sets its marketing budget by estimating the investment in current assets at different points of time. Select the type of budget keeping in view the above mentioned purpose ?

  1. Sales Budget

  2. Cash-Budget

  3. Working capital Budget

  4. Production Budget


Correct Option: A

For a letter to be a good news letter is should have

  1. Evident approach

  2. Direct approach

  3. Long sentences

  4. Short sentences


Correct Option: B

_______ includes only those activities which are used to provide short term incentives to boost the sales of a firm.

  1. Personal selling

  2. Advertising

  3. Sales promotion

  4. Publicity


Correct Option: C

Effective Sales writing demands: Attention, Interest, Desire, Action and Satisfaction.

  1. False

  2. True

  3. Partly false

  4. None of above


Correct Option: B

____________ specifies expected sale of goods during a period(s).

  1. Cash budget

  2. Material budget

  3. Production budget

  4. Sales budget


Correct Option: D
Explanation:

Sales budget specifies expected sale of goods during a period . It is used to determine the quantity of anticipated sales and the expected selling price per unit.

Classifieds, public notices and appointments are the various forms of __________.

  1. advertisement

  2. press Release

  3. internal Communication

  4. All of above


Correct Option: A
Explanation:

Advertising is the activity of producing information for promoting the sale of commercial products or services . Advertising includes classifieds , public notices and appointments  .It is bringing a product to the attention of the potential customers and the current customers.

The following is format of ________
               TIMES OF INDIA
"Shre Shushant Kamalnath Gore has been 
elected President of the Punjab, Haryana, Delhi
Chamber if Commerce and Industry. Shri
Shushant Kamalnath is presently Chairman 
and Managing Director of Z International
Ltd., a multinational company".

  1. Office Order

  2. Office Memorandum

  3. Office Note

  4. Press Release


Correct Option: D

Which of the following is an element of a good advertisement copy

  1. The audience must be exposed to the communication.

  2. The audience must remember or retain the message

  3. The audience must act on the advertisement

  4. All of the above


Correct Option: D

A ______ is usually drafted in-house by the Public Relations Officer of the company, who makes available information with him which may be published without any major cuts in the print or electronic media

  1. Pass Report

  2. Press Release

  3. Public Notice

  4. None of the above


Correct Option: C

In order to have a fair chance of selection, a press release should have the following:

  1. New value

  2. Factual

  3. Suitable

  4. All of above


Correct Option: D
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