Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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Which
of the following statements is not true? a. | Buyers are in a minority at
exhibitions. | c. | Exhibitors tend
to think in terms of sales objectives. | b. | Exhibitions are good venues for making sales.
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2.
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Approximately what proportions of exhibition visitors are serious
buyers?
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3.
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Which
of the following is not true? a. | In the early-KAM stage, visitors will be obtaining technical
and product information. | c. | In the
synergistic-KAM stage, visitors will be seeking to build the relationship. | b. | In the mid-KAM
stage, visitors are likely to want to discuss specific problems. | | | | |
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4.
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Which
of the following is NOT a reason for the failure of an exhibition? a. | Poor
planning. | c. | Failure to
understand visitors’ needs. | b. | Low resources. | | | | |
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5.
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What
is the main purpose of having a rest area away from the public part of the exhibition
stand? a. | To improve staff
morale. | c. | To comply with
health and safety regulations. | b. | To allow private conversations with
buyers. | | | | |
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6.
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Which
of the following is NOT a main advantage of private exhibitions? a. | No competitors
are present to distract visitors. | c. | More visitors are likely to come to it.
| b. | The atmosphere
is usually more relaxed than it would be in an exhibition. | | | | |
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7.
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A
promotion aimed primarily at a wholesaler is an example of: a. | A push
strategy. | c. | A wholesaler
strategy. | b. | A pull strategy. | | | | |
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8.
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A
promotion aimed primarily at consumers is an example of: a. | A push
strategy. | c. | A consumer
strategy. | b. | A pull strategy. | | | | |
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9.
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Encouraging people to buy the more expensive version of the product is
called: a. | Push
strategy. | c. | Trading up.
| b. | Pull
strategy. | | | | |
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10.
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The
actions an individual has to take to take advantage of a sales promotion are called: a. | Utilities. | c. | Proactions.
| b. | Mechanics. | | | | |
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11.
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What
is bundling? a. | Giving an extra
amount of the product. | c. | Giving a
discount for a bulk buy of a product. | b. | Giving a free sample of another product.
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12.
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A
sales promotion which is provided by a specialist third party company is called: a. | A third party
promotion. | c. | An off-the-shelf
promotion. | b. | A specialist promotion. | | | | |
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13.
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What
is the main drawback of a price promotion? a. | It cuts into profits. | c. | It encourages competitors to retaliate.
| b. | It creates
distrust of the product. | | | | |
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14.
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The
effect by which an increase in sales due to a sales promotion can be maintained by using other
promotion methods is called: a. | The ratchet effect. | c. | The sales effect. | b. | The promotion
effect. | | | | |
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15.
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A
promotion which offers a discount for bulk purchase is called: a. | A piggy-back.
| c. | Bundling.
| b. | A multibuy.
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