Kinkos has built a long term business relationship

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53. Kinko’s has built a long-term business relationship with PeopleSoft in which PeopleSoft awards much of its training and education materials printing to Kinko’s. Which promotional activity was most likely used to make this $5 million deal? a. direct sales management b. personal selling c. public relations d. sales promotion e. research and development ANS: B
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Personal selling is direct communication between a sales representative and one or more prospective purchasers for the purpose of making a sale. PTS: 1 REF: 285 OBJ: 18-4 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 54. When compared to other forms of promotion, personal selling: PTS: 1 REF: 285 OBJ: 18-4 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 55. Personal selling is more important than advertising and sales promotion if: PTS: 1 REF: 285 OBJ: 18-4 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 56. For which of the following products would its producer be more likely to choose personal selling rather than advertising or sales promotion to market it? PTS: 1 REF: 285 OBJ: 18-4 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 57. As a manufacturer of ready-to-drink iced tea, Nestea sells a highly standardized product to consumers all over the United States. You would expect Nestea to rely on _____ to promote its product. a. public relations b. personal selling c. advertising and sales promotion d. publicity and direct marketing
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e. product innovation ANS: C With a standard product of low value and widely dispersed customers, the producer should rely on ad- vertising. See Exhibit 18.2. PTS: 1 REF: 285 OBJ: 18-4 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion
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  • Spring '10
  • Patterson
  • Sales, sales representative, AACSB Reflective Thinking

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