l 2．A technique that uses a personal presentation to influence a consumer’s demand for a product is：

a)target market identification． b)personal selling． c) personal website promotion． d)personal display promotion． 13. When a salesperson demonstrates the use of products and tell buyers about the advantages，the salesperson is：

a) making a sales present b) answering questions． c) identifying the target market． d) closing the sale．

1 4．When Seabee Boat company gives a free fishing rod to any buyer purchasing a new boat, the company is offering a(n)：

a) sample． b) promotion． c) premium d) loss leader l 5．A brief written announcement about a firm provided by that firm to the media is called a(n)：

a) advertisement． b) sales promotion． c) special event marketing．d) new release． True／False

1. Public relations are the actions taken by a firm with the goal of creating a favorable public image．

2. Advertising a restaurant on the side of a bus is an example of transportation ads．

3. If a firm?s product is properly produced，priced，and distributed，it does

not need to be promoted·

4. If a firm's target market is made of a wide variety of customers throughout a specific region，it would likely use advertising to promote its product．

5. The most effective type of advertising is newspaper advertising． Fill in Blanks

1．The combination of the promotional tools is called the_______________ 2．There are two types of advertising：____________ advertising and _______advertising．The former focuses on individual products while the latter is used to create a positive image for an organization.

3. ___________ provides the most direct way for firms to help prospective customers satisfy their needs and wants through face-to-face communication with the firms? sales representatives.

4. ____________is the first step involved in personal selling in order to find out prospective customers who are mostly to buy the promoted products or service．

5. Do further research to determine which prospects have the authority and the financial capacity to buy is a step taken in personal selling, which is called ___________.

6. The combination of the promotional tools is called the promotion mix which includes___________, sales promotion．public relations，publicity．and word of mouth.

7. Personal selling provides face-to-face communication with prospective customers．The selling process can be broken into 7 steps such as _________, quality, approach, make presentation，handle objections, ____________ and follow up．

8. _____________ is a personal sales presentation used to influence one or more consumers·

9. ______________ is a form of advertising that provides visual effects and can be used to promote products nation wide．

10. Firms usually create or maintain their positive public images by the tool called_____________. Chapter 6 Management Multiple Choice

1．All ofthe following are managerial functions except： a) planning b) organizing c) controlling d)· financing． 2. The function of management that represents the preparation of the firm for future business conditions is：

a)organizing． b)leading． c) controlling． d)planning． 3. Jim has just been promoted to a management position for the First National Bank. His boss has asked him to focus on identifying problems in the operations of the bank and to take steps to correct them. Jim?s activities illustrate the _________of management.

a) planning b) organizing c) learning d) controlling

4．Which of the following management functions involves the monitoring and evaluation of the activities of employees?

a) planning b) organizing c) learning d) controlling 5．Which of the following is not one of the managerial skills?

a) technical skills b) mission skills c) conceptual skills d)human skills 6．Managers utilize——to understand the relationships between the various tasks of a firm.

a) conceptual skills b) technical skills c) communication skills d) interpersonal skills 。

7. ___________ skills are used more frequently by first-line managers than by top-level managers.

a) Decision-making b) Conceptual c) Interpersonal d)Technical ~ate with customers and employees?

8. Which of the following refers to the managerial skills required to communicate with customers and employees?

a) conceptual skills d) human skills c) technical skills d) decision-making skills

9. Managers need _________ skills to understand the types of tasks that they manage·

a) conceptual skills b) interpersonal skills c) decision-making skills d) technical skills

10．The___of a firm identifies responsibilities for each position and the