ADVERTISING AND SALES PROMOTION

II MBA

Unit I

1. Actions expected of those who occupy a particular social position are called

a) Norms b) status c) roles d) values

2. When our behavior is out of sync with our attitudes it is called

a) Attitude incongruity b) Attitude behavior c) Attitude inoculation d) Cognitive dissonance

3.Bem argues we look to our behavior to find out what our attitudes are. He calls this

a) drive theory b) cognitive dissonance

c)conflict theory d) self perception theory

4.When offered an unnecessary reward in an attempt to control behavior, the______ effect

occurs.

a) Over justification b) underjustification C)insufficient funds d)insufficient justification

5. ------ is a very wide term which refers to the reading mater that performs the text of the
advertisement. a) copy, b)format, c) budget, d) explanation

6.____ is not only pertains to the information content in advertising but may also arise from
misplaced emphasis in presentation.

a) Misrepresentation b) Deception c) Omission d) manipulation

7.Advertisers have the power to ____ their audience

a) Maintain b) Manipulate c) Protecting d) Sustain

8.Advertising is probably effective in creating an image rather than changing____ values

a)Environment b)economic c)society d)physical

9.Advertisements for inferior goods are sometimes flashed in ____ profile manner

a) High b)low c)medium d)both a&b

10. _____ issues must be considered in integrated marketing communication decisions

a)Social b)legal c)ethical d)morals

11.Code to govern advertising copy is given by____

a) Advertisement of national advertisers

b) Association of national advertisers

c) Allocation of national advertisers

d) None of the above

12.An advertising agency may be a ____ agency that performs a full range of advertising
services

a) Out house b)in house c) house d) None if the above

13.-------- is usually expressed in the form of some illustrations, picture, figure, a headline, etc. .
a) copy, b)format, c) budget, d) explanation

14. In marketing communications ____________ plays an important role.

a) Agency b)advertising c) manager d) both (a) &(b)

15. Marketing communication are the means by which organizations attempt to inform, persuade
and remind consumers about __________,__________ or brand.

a) Share, market b) price, promotion c) product, service d)place, time

16. Marketing communication informs and makes consumers aware about the availability of the
product or service about its usage ___________and ___________.

a) Product and service b) price and special offer c) time and value d) promotion and motivation.

17. __________ attempt to persuade potential consumers to purchase and buy the product.

a) Effective communication b) marketing communication

c) verbal communication d) Non-verbal communication

18.------ should impress the public. a) copy, b)format, c) budget, d) explanation.

19. Advertising is any _________ form of a non-personal message communicated through the
various media by industry business forms, non-profit organization or individuals.

a) Unpaid b) paid c)prepaid d)post paid

20) __________ takes place between a sales people

Potential customer.
 a) Informal communication b) interpersonal communication
c) Formal interpersonal communication d) None of the above.

21) When __________ tends to be more effective because sales person can immediately notice
the customer reaction.

a) Verbal communication b) non-communication c) face to face communication d) none of the

above

22. The study of ___________ has a long and varied tradition.

a) Communication b) people c) marketing d) (b) &(c)

23. ___________ as an external flow and an internal flow.

a) Personal communication b) channel communication c) marketing communication d) non-

verbal communication

24. Communication directed at a large and scattered audience is called ____________.

a) Communication b) Interpersonal communication c)impersonal communication d) None

ofabove

25. Which advertising is banned on broadcast and print media in India?

a) Alcohol advertising b) Social advertising c) all the above d) none of the above

26._________ claims include those that make an assurance.

a) Exaggerated claims. b) Unverified claims c) false claims d) all the above

27. Concern for quality of a product process or even life work education and investment etc.

a) Consciousness b) promotional of national interest c) social changes d) Environmental

production

28. Advertising needs to be legal, decent _________ and truthful

a) Honest b) quality c) perfection d) None of these

29. A major part of audience analysis is accessing the current

a) Competitors b) Negotiator c) both (a)and(b) d) none of the above

30.Direct marketers seek typically a ___________

a)Customer order b) customer satisfaction c) customer behavior d) customer approach

31. _____________Advertising is a type of advertising which is undertaken by an advertiser for
creating demand for his product.

a) product advertising b) institutional advertising c)co-operative advertising d) shortage

advertising

32. __________ ultimately people will retain in their memory only a small fraction of the
messages that reach them.

a)Selective retention b) selective distortion c) selective attention d) all the above

33. How many methods of allocating expenditure on promotion available?

a) four b) three c) five d) two

34.___________ helps the manufacturers to maintain a steady demand for their products by
avoiding seasonal fluctuations in demand.

a) Sales promotion b) advertisement c) both a & b d) none of the above

35. For whom advertising provides product information

a) salesmen b) consumer c) wholesalers d) retailers

36. USP stands for

a) under Selling Proposition b) under Selling Price c) Unique Selling proposition d) Unique
Selling Price

37.AIDA stands for

a) Attention Interest Different Against. b)Arise Interest Different Against.

c) Attention Interest Desire Action, d) Attention Interest Desire Arise.

38.Four elements that represent major communication functions are encoding, decoding,-------
and feedback.

a) response, b) remember, c) response, d) recollect

39.------ the manufacturer tries to stimulate the ultimate consumer or industrial user himself
instead of any middle men

.a) push strategy b) pull strategy c) gravity strategy d) all

40.Wholesalers have their own sales force and network to sell their products.

a. push strategy b) pull strategy c) gravity strategy d) all

 UNIT-II

1. If advertising give focus on a particular product or brand, it is known as

a. Product advertisement b. market advertisement c. Institutional advertisement d. None

2. If the product passes through a longer channel of distribution, the marketer will have to give
importance to
a. Advertising b. Personal selling c. Direct selling d. None of these

3. Differentiation in pricing for various geographical customer

a. Price skimming b. Psychological pricing c. Pricing variations d. Geographical pricing

4.Entry of laggards is in which stage of PLC

a. First b. Second c. Third d. Fourth

5.Advocacy advertising is also called

a. Support advertising b. Rapport advertising c. Cause advertising d. None of these

6.The author of DAGMAR approach

a)Philip kotler b) John J.Burnett c)Russell H. colley d) W. Roland lane.

7.. -------- stresses on comparative features of two brands

a. Comparative advertisement b. Complimentary advertisement c. Niche advertisement d. None
of these

8.What are the four p’s of marketing mix.

(a) Product, place, promotion, price. b)Product, price, process, place.
c)Process, place, program, price. d)Price, plan, process, price.
9.Marketing process of discovering and translating consumer’s needs and wants into _________
and________.

(a) price and planning. (b) Product and service. (c) Plan and demand forecasting. (d) Product and
sales.

10.All ___________ communication are designed to inform the largest market about the firm’s
product and services.
(a) Personnel b)Promotional C) Formal d)None
11.USP refers to
(a) Unit selling product b)Unique selling proposition. c)unit selling process d)Unique selling
price.
12.Personal communication includes
(a) Face to face, telephone. b)Person to audience, email. c)Both (a) & (b). d) None.

13.Advertising is the dissemination of information by __________ means through paid media.

(a) Personal. b) Non-personal. c) Both (a) & (b)d).None.
14.Companies and organization aiming at ___________ their product and services.
(a) Planning. b)Forecasting demand. C) Promoting. D)None.
15.__________ is dissemination or propagation of information in very broad sense through a
wide variety of activity like free sample, coupons, displays, demonstration, etc.
(a) Personal selling. b) Publicity. c)Sales promotion. d)Direct marketing.
16.___________ is the dissemination of information usually through a face to face contact
between target audience and one or more employee of the sponsoring organization.
(a) Personal selling. b) Publicity. c)Sales promotion. D0 Direct marketing.
17.__________ is the dissemination of information by personal or non-personal means and is not
directly paid by organization.
(a)Personal selling. (b)Publicity. (c)Sales promotion. (d)Direct marketing.

18. When the advertisement is to create an image or reputation of the firm, it is a case of
a. Product advertisement b. Institutional advertisement c. Reminder advertising d. None

19. ---------is not a commercial advertising

a. Consumer ad b. Industrial ad c. Trade ad d. Shortage ad

20. When producers, wholesalers and retailers jointly share the expenditure on advertising, it is
called
a. Joint advertising b. Co-operative advertising c. Sponsored advertising d. None of these

21.______________ listed objective of DAGMAR.

(a) Russel H. Colley b) Professor William Stanton c) Philip Kotler. d) Professor D.J. Duncan
22.____________ is a marketing concept that outlines what a business should do to market its
product or service to its customers

a).Branding b) Positioning c )both a &b d)None.

23.In positioning ______ department creates an image for the product based on its intended
audience.

a)purchasing b)sales c)marketing d) both a & b

24.A target audience can be formed of people of a certain ___

a)age group b) gender c) Marital status d) all the above

25.________ marketing is a market coverage strategy in which a firm decides to ignore market
segment differences and go after the whole market with one offer.

a)Mass media b)television c) sale promotion d) all the above

26.Having a good ______for your business plan will make it easier for everyone to understand it
& accomplish their tasks.

a) Price b) layout c) labor d) none

27.An _____ layout can be defined as the systematic design of size, color scheme, graphics,
object & text placement to send intended message to the target audience.

a) Proper Product b) ideal c) Advertisement d) none

28.Print advertisements have ---- key elements.

a]one b]two c]three d]four

29.Before writing a ------a copywriter must know the needs of the target market, including
maters concerning

a]headline b]message c]writing d]copy

30.The-------- is the selling message of a written advertisement.

a] headline b]message c]writing d]copy

31.The-------- is the photograph, drawing or other graphic elements used in an advertisement.

A] copy b] illustration c] writing d] none of the above.

32. --------- is not a pre test to evaluate advertising effectiveness

a. Portfolio test b. Consumer Jury method c. Recognition test d. None of these

33.Under --------- appeals are emotional

a. Consumer promotion b. Advertising c. Dealer Promotion d. All of these

34.Explain MRI

a) media mark research b)market model research c)media model research d)none of the above

35.The---------- in a media plan can be either primary or secondary

A] population b] customer c] customer satisfaction D] target audience

36.The first important concept of ------approach is to define an advertise ment.

A) DAGMAR

B) DGAMAR

C)DAGMRA

D)none

37.The initial communication task of the brand is to increase consumer awareness of the --------

A)brand B)product C)company D)all the above

38.Strategy can be applied at which of the following levels

A)advertising B)marketing C)corporate D)communications

39.The main levels of organizational strategy are:

A) functional B)corporate c)tactical D)competitive

40) A successful advertiser must appeal to the right ----- at proper occasions.

A) memory B) sentiments C) instinct D) conviction

UNIT 3

1. DJP means--------
a .desk top publishing b. desk top promotion c .door top promotion d. none of the above.
2. Photogravure is otherwise called-------
a. Print gravure b. Xerox gravure c. film gravure d. rotogravure

3.Lithography is a very old process popular with----- agen

a. German b. English c. Latin d. French

4.Steps involved in preparation of layout are

a. 1.Thumbnail sketches 2. The Rough 3. Comprehensive 4. Paste up

b. 1 . The Rough 2 .Thumbnail sketches 3. Comprehensive 4. Paste up

c. 1.Thumbnail sketches 2. The Rough 3. Paste up 4. Comprehensive

d. 1. The Rough 2 .Thumbnail sketches 3. Paste up. Comprehensive

5.The word ------means an arrangement of various parts in a predetermined order

 a. plan b.design c. layout d.process

6.______ tests are a useful method for evaluating an advertisement’s effectiveness before it is
run

a. Consumer jury b. direct mail. C. portfolio d. mechanical .

7.-------- is also called post card test.

a. Consumer jury b. direct mail. C. portfolio d. mechanical .

8. This ------- type is used to recall the advertisement .

a. Consumer jury b. direct mail. C. portfolio d. mechanical .

9. This ------- type is used to measure the psychological reaction of the respondents to an
advertisements. .

a. Consumer jury b. direct mail. C. portfolio d. mechanical .

10. -------- test is also known as readership test.

a. recognition, b. recall c. enquiry d. none of the above.

11. A.B.C. stands for

a. Audit Bureau of Circulation, b. Area Brand Circulation

c. Audit brand classification d. Area brand classification

12.In India , radio broadcasting started in the year ------ a. 1927 b. 1924, c.1947, d. 1934

13. In ------ The Indian Broadcasting Service was renamed as All India Radio

a. 1947, b. 1936, 1957, 1948.

14.Commercial Telecasting started in the year -------

a. 1966, b. 1956, c. 1976, d.1967.

15.Colour transmission started in the year------a. 1981 b. 1982 c. 1983 d.1984.

16.CATV stands --------

a. Continued antenna television. b. Community antenna television

c. Cable antenna television d. commercial advertising television

 17.Neon signs are more popularly known as ------ a. Posters b. Displays c. Spectaculars d.
Arial

18.Sandwichman advertising is also known as ------ man advertising

a. tall b. short, c. fat d. old.

19. -------- advertising is very popular among children and it is the most oldest

a. . Sandwich man b. Aerial, c. Neon, D.Posters

20.------- covers a much sales literature and it gives the price of products.

a.Letters b. Catalogues c.Sampling d.Brochure.

21.------- gives information about the goods and services in greater detail with the help of figures
and illustrations in black and white or colour. a. Letters b. Catalogues c. Sampling d. Brochure.

22.-------- plays an important role in advertising, particularly in the case of food articles.

A) memory B) sentiments C) instinct D) conviction

23.Advertising strategy is concerned with

A)Audiences B)Communications C)Positioning D)None of these

24.Which of the following activities are pre requisites for successful positioning

A)Market segmentation B)Target marketing C)Context analysis D)None of the above

25.A pull positioning strategy targets

A)End users B)manufacturers C)Both D)None

26______________ if is also termed as business advertising

A) Commercial advertising B) Non-commercial advertising C) Awareness advertising D)

None

27.__________________explores the agency’s efforts devoted to planning, developing and

implementing the client company’s advertising campaign and and assessment of the
achievements

A) Qualitative assessment B) Quantitative assessment C) Both D) None

28.______________ or account management is responsible for the relationship between the

agency and the client.
A)Account value B)Account services C)Account position D) None

29Advertising manager has to co-ordinate with other marketing functions, particularly

marketing, ______________and sales.

A) Sales B) Advertising C) Research D) None

30___________________should be clear, precise and measurable

A) Advertising objectives B) Advertising goal C) Advertising budget D) None

31. Steps in Media Plan are.

a. 1. Target Market Study. 2.Deciding the advertisement message. 3 Matching the Media
and.target group. 4.Media Selection

b1.Target Market Study. 2.Deciding the advertisement message. 4..Matching the Media
and.target group. C.1 Deciding the advertisement message 2. Target Market Study 3 Matching
the Media and .target group.d1.Media selection. 4. Matching the Media and.target group

d. 1 Target Selection 2.Deciding the advertisement message and Target group 4. Target Market
Study.

32.New brands generally require --------- frequency levels. a. higher b. lower c. smaller d. none.

33. ------ relationship exists between brand share and frequency.

a. direct b. inverse c.both d. none.

34.------ purchase cycles require higher frequency levels to maintain top-of- mind awareness.
a. larger. b. shorter c. longer d. smaller.

35. Psychological scoring is an example of --------a .pre-testing b. Post-testing c. both d. none

36. -------- frequency levels are required when a lot of competitive advertising exists and when
the goal is to beat the competitors.a higher b.smaller c.longer d. shorter.

37.The simpler the message , --- will be the frequency required

a.lesser b.smaller c.longerd. shorter

38.------- frequency may lead to wear out. This effect must be tracked and analysed to evaluate
frequency levels.. a higher b.smaller c.longer d. shorter.

39. Creating favourable message requires requires -------- levels of frequency a higher b.smaller
c.longer d. shorter.
40.. A________________system is followed in large corporations with many product lines and
brands

A) Decentralized B) Centralized C) Both D) None

UNIT 4

1) In advertising management media buying is procurement of

a) media inventory b) media selection c) media planning d) all of these

2) All media inventory goes through phase o f optimization which is department on

a) budget b) type of medium c) target audience d) all of these

3) Media buyers can purchase media

a) regionally b) nationally c) internationally d) both a & b

4) Traditional media world include

a) radio b) tv c) magazines and newspaper d) all of these

5) The split between creative agencies and media agencies is often referred to as unbundling in

a) 2000 b) 1999 c) 1998 d)1997

6) The primary electronic media service sources familiars to the general public are

a) video and audio recording b)multimedia and slide presentation c) CD-ROM and online
content d) all of these

7) Large scale have started depending on

a) media b) advertising c) advertising agency d) none of the above

8) Advertising today is a complicated affair and its success primarily depends upon

a) advertising research b) media research c) market research d) all the above

9) An advertising agency provides employment opportunities to

a) artists b) skilled people c) technologist d) both a & b

10)Advertising agency services is divided into

a) 2 b) 3 c) 4 d) 7

11) They are agencies specialized in media buying services

a) dependent b) independent c) both a& b d) none of the above

12) It is guided by the promotion and advertising plans which evolve from marketing objectives
and strategy

a) media b) advertising strategy c) advertising campaign d) none of the above

13) Good clients develop a sense of partnership with

a) media b) agency c) both a& b d) none of the above

14) The process of agency evaluation involves regular assessment of performance area

a) financial b) qualitative c) quantitative d) both a & b

15) The first step of making an advertising campaign is

a) know the target audience b) media scheduling c) setting the budget d) research

16) This method is also called billing based method

a) fee system b) incentive based compensation system c) compensation system d) none of

the above

17) The controversy between the client & agency under the commission system

a) fee system b) incentive based compensation system c) compensation system d) none of

the above

18) This is a relatively new approach of agency compension

a) fee system b) incentive based compensation system c) compensation system d) none of the
above

19) ___ elements are generally considered important in developing an advertising campaign

a) 9 b) 8 c) 7 d) 6

20) ___components of advertising industry

a) 3 b) 7 c) 6 d) 5

21) Advertising agency was started by

a) N.N. Ayer & sons b) volney B .palmer c) both a & b d) none of the these

22) There are ___ types of advertising agency

a) 2 b) 3 c) 4 d) 5
23) ___ department is responsible for maintaining accounts

a) Research department b) finance department c) production department d) none of the above

24) Relationship between clients & agency is called

a) cordial relationship b) agency relationship c) both a & b d) none of the above

25)Testing may divided into ___ types

a) 5 b) 4 c) 3 d) 2

26) The process of making an advertising campaign is

a) 5 b) 4 c) 7 d) 6

27) Advertising campaign is based on

a) media b) product c) objective d) all of these

28) Which is not the print media?

a) magazines b) hoardings c) television d) banners

29) Buying decisions of consumers also depend on

a) selective exposure b) selective attention c) selective retention d) all the above

30) The types of consumer decision making can be classified as

a) unlimited decision making b) routine response decision making c) extensive decision

making d) both b & c

31) It is usually found in the cases of frequently purchased and low cost items

a) routine decision b) limited decision c) extensive decision d) none of the above

32) ___may be general or specific

a) advertising campaign b) policies c) campaign planning d) none of the above

33) Informative advertising builds__ demand

a) primary b) secondary c) selective d) none of the above

34) Most large and medium sized companies usually use an advertising __
 a) media b) agency c) both a & b d) none of the above

35) Agency evaluation involves regular assessment of __ aspects of performance

a) 2 b) 3 c) 4 d) none of the above

36) Booklets,sales letters and envelop enclosures are comes under

a) direct media b) display media c) indoor media d) outdoor media

37) __ advertising agency are experts in window & counter display

a) modern b ) media c) print d) both b & c

38) Strategy is applied to in ___ major area of advertising

a) 2 b) 3 c) 4 d) 5

39) Clients expectation in services

a) responsible ; prompt ; accessible ; economical b) quality , accuracy , economical

c) innovatives , ideas , visual d) all of these

40) Clients expectation in finance control

a) quality , accuracy , economical b) detailed estimates , accuracy , reasonable rates , mutual

trust

c) both a & b d) none of the above

UNIT -5

1) _____________ is one of the aspects of the promotional mix.

a) Sales promotion b) Advertising c) Direct Marketing d) None of the above

2) Sales promotions can be directed at either the ________________

a) Customer b) Sales staff c) distribution d) All of the above

3) Sales promotion includes served communications activities that attempt to provide added
value or incentives to ________________

a) Consumer b) Wholesalers c)Retailers d)All the above

4)_________________ effect is he phenomenon that occurs there is a change in an individuals
more problem is presented.

a) Framing b) Right Digit c) Outside d) none

5) ______________ sales to achieve short term objectives.

a) Short term b) Long term c) both d) none

6) Sales promotion has ________________ types.

a) Two b) Five c) three d) seven

7) Sales promotion activity aimed at the _______________ consumer.

a) Starting b) Middle c) final d) none

8) ______________ condition is also called “operant conditioning”

a) Instrumental b) Instruction c) Information d) None of the above

9) _________________ risk is perceived when it is suspected that the product or service is not
worth the money.

a) Functional Risk b) Financial Risk c) Physical Risk d) Social Risk

10) __________ risk may be for self and others who would use the product.

a) Physical Risk b) Social Risk c) Physiological Risk d) Functional Risk

11) ___________ may be felt with poor choice of the product resulting in social embarrassment.

a) Financial Risk b) Functional Risk c) Social Risk d) Physical Risk

12) The second type of promotion effect on brand switching is considered as __________.

a) Aggressive Switching b) Defensive Switching

c) Brand Switching d) none of the above.

13) The allocation of monetary resource to sale promotion is determined by the __________
strategy.

a) Selection strategy b) Promotional Strategy c) Effective strategy d) none of the above.

14)___________ is the factor influencing of sales promotion growth.

a) Increasing competition b) Profit maximization c) Short term Orientation d)none

of the above.
15) Which is not advantage of sales promotion.

a) Price discrimination b) Effect on consumer behavior

c) Effect on trade behavior d) decreasing in brand loyalty

16) _____________ strategy is appropriate when the product demand is high and its possible to
differentiate the product on the basis of real or emotional features.

a) Push Strategy b) Pull Strategy c) Pull-Push strategy d) None of the above.

17) _____________ strategy is generally appropriate for product categories where there is low
brand loyalty in many acceptable substitutes are available in the market.

a) Push Strategy b) Pull Strategy c) Pull-Push strategy d) None of the above.

18) ____________ sales promotion is part of push strategy of the manufacturing.

a) Trade b) Purchase c) Demand d) All the above.

19) _____________ has become an important is promotional element in modern marketing.

a) Consumer behavior b) Sales promotion c) Brand loyalty d) Sales strategy.

20) What are the P’s of marketing mix

a) Place b) Product c) Price d)all

21) A promotion and advertising strategy concentrates and focusing on ____________ tactics.

a)pull b) Push c) Both d) None

22) Example of relationship marketing.

a) Store b) Web c) Mobile d)All

23) ________ marketing is very important to control product is available at one time.

a) Relationship b) Transactional c) Scarcity d) Mouth

24) Tastes, Expectations, beliefs, world views and specific needs are ________ marketing.

a) Viral b) Diversity c) Undercover d) Mass

25) Walmart is example of ______________ marketing.

a) Seasonal b) Online c) Mass d) None

26) Communicate directly with customers and prospects through mail, email, texts, fliers and
other promotional materials.

a) Direct Marketing b) Indirect Marketing

c) Freebie Marketing d) Content Marketing

27) _______________ pre approach, ________________ presentation and demonstration,

___________, closing and __________ are the steps in selling process.

a) Prospecting and qualifying, approach, handling objections

b) Prospecting and qualifying, approach, handling objections, follow up

c) Meeting customers, approach, handling objections, follow-up

d) Prospecting and qualifying, approach, handling objections.

28) Sales people spend most of their time

a) Doing administrative tasks b) Making service calls

c) Waiting/travelling d) Face to face selling

29) Which of the following is not a step-in sales force management?

a) Recruit and selecting b) Supervision

c) Crating sales promotion programs d) Evaluation

30) At which stage of the selling process is it necessary for sales people to quality leads?

a) Pre approach b) prospecting c) Closing d) Presentation

31) Which is not a type of typical compensation plan that a company would offer a sales person

a) Bonus plus commission b) Straight commission c) Straight salary d) Salary plus

bonus

32) Research suggests that the cost of sales promotion

a) Are enormous b) Out weight any benefits

c) Are easily recouped d) Are negligible

33) TRP stands for

a) The promotional rate b) Top promotional return c) Temporary price reduction

d) Trade prizing rate

34) Which of these is not a sales promotion technique?

a) Bonus pack b) Questionnaire c) Loyalty card d) Coupon

35) EDLP stands for

a) Extra discount for long run promotions b) Everyday low price

c) Effect of daily low pricing d) None of the above

36) The main reason why organizations are exhibition is to

a) Create publicity opportunities b) develop relationships c) Make sales d) have

a competitive presence

37) All the sales promotion methods can be brought under __________ categories.

a) Two b) Three c) Five d) Ten

38) Goods or services are shown in action

a) Demonstrations b) Coupons c) Gifts d) Referral Gifts

39) A free item is given to the wholesaler or retailer for demonstration purpose

a) Demonstration models b) Coordinating the plan c) Trading d) None of the above

39) The manufacturer provides training for personnel of middleman

a) Training b) Push Money c) Promotions d) All the above

40) Two or more channel-member firms share the costs of a promotion

a) Co-operative b) Sales contests c) Push money d) Special offers

KEY to units 1to5

Unit 1: 1c 2d 3d 4a 5a 6b 7b 8c 9a 10c 11b 12b 13a 14b 15c 16a 17b 18a 19b 20c
21c 22a 23c 24c 25a 26a 27a 28a 29a 30a 31a 32a 33a 34b 35c 36c 37c 38a 39b 40a

Unit 2: 1a 2a 3d 4d 5c 6c 7a 8a 9b 10b 11b 12c 13b 14c 15c 16a 17b 18b 19d 20b
21a 22b 23c 24d 25d 26b 27c 28d 29a 30d 31b 32c 33b 34a 35b 36a 37a 38a 39c
40c
Unit 3: 1a 2d 3a 4a 5b 6a 7b 8c 9d 10a 11d 12a 13b 14c 15b 16b 17c 18a 19a 20b 21d 22b 23a
24a 25a 26a 27a 28b 29c 30a 31a 32a 33b 34b 35b 36a 37a 38a 39a 40a

Unit 4: : 1a 2d 3d 4d 5b 6d 7c 8d 9d 10b 11b 12c 13b 14d 15d 16c 17a 18b 19a 20a
21b 22a 23b 24a 25d 26c 27c 28c 29d 30d 31a 32b 33a 34b 35a 36a 37a 38a 39a
40b

Unit5: 1a 2d 3d 4a 5a 6a 7c 8a 9b 10a 11c 12b 13b 14a 15d 16b 17a 18a 19a 20d
21a 22d 23c 24b 25c 26a 27b 28d 29c 30b 31a 32b 33c 34b 35b 36b 37b 38a
39a 40a

___________________________________________________________________