Hence, both the tools are vital for an organization seeking an increase in sales. Advertising uses pull strategy, which draws public attention and persuades them to buy the product. What is. A. A.Y. Any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor is called ________. Personal selling is carried out in those markets where there limited number of possible customers, but those who have high purchasing power. ________ use several tools, including the news, speeches, and special events. are promotional activities companies do in addition to advertising, public relations, and personal selling in order to sell a product. As against this, personal selling conveys the message to a few customers only in relatively high time. communications channels that should be integrated under the concept of integrated marketing communications. There are various activities that are carried out by companies to inform their potential buyers about the benefits of their products. Check the below NCERT MCQ Questions for Class 12 Business Studies Chapter 11 Marketing Management with Answers Pdf free download. The Promoted Facebook page that comes across your news feed is considered which of the following promotion mix tools? nonpersonal communication. Which promotional tool is most effective in building up buyers' preferences, convictions, and, most importantly, actions? Answer choices in this exercise appear in a different order each time the page. * communication strategies are designed by marketers to: - build relationships with potential buyers, - change customers' perception of product attributes, - remind customers that product may be needed. McDonald, a manufacturer of pumps and plumbing valves, employs regional salespeople to sell its products to wholesalers and cities. When she doesn't understand your description of the television she is inquiring about, you quickly change your description of the product so she can better understand you. Companies may carry out sales promotion activities during festivals or on special occasions. The main points of difference between personal selling and sales promotion are discussed below: Personal selling involves an interaction between the buyer and the seller, in which the product features and benefits are explained to the customer directly by the company representative. Internet and World Wide Web, Advantage: widely used for business to business marketing, Disadvantage: ad exposure relies on "click through", - reinforce existing behavior (repurchase), - increase ad or personal selling effectiveness, - Retailers: members of the marketing channel, **** offered to middlemen(wholesalers/retailers), not consumers*****, - provides a detailed explanation or demonstration of product, - messages can be varied to fit the needs of each prospective customer, - can be directed to specific qualified prospects, - costs can be controlled by adjusting sales force size, - most effective in obtaining sales and gaining satisfied customers, - generate leads (prospect new customers), - probe customer needs(conduct needs assessment), - handle objections (handling negotiations), - define sales goals (quota) and sales process, - build sales force structure by product size, industry, size, and geography, - establish and maintain a positive organizational image, * product placement, blogs, annual reports, press releases, event sponsorships, - a means of accomplishing public relations, - combat negative publicity from another source, Advertising, Sales Promotion, Personal Selling, and PR, create, study and share online flash cards, Click here to study/print these flashcards. The company's marketing manager issues a press release regarding the recall. Which budget setting method is Chris using? - young consumers are influenced by friends more than ads so.... ** to help firms plant information about their brands in schools, at sleepovers, by cell phone and other crevices that are difficult for companies to infiltrate, - may take the form of advocacy advertisements of controversial issues or public service announcements, - stimulates primary demand for new product or category, - often stresses emotional or psychological dimensions, - compares product attributes of competing brands, - legality and strength of message policies differ among countries, - a series of related advertisements focusing on a common theme, slogan, and set of advertising appeals, - related to a specific product or service and runs for a defined period of time, - define period, desired outcomes, and how these outcomes will be measured, - what product offers (sell benefits, not features), - why customer should buy (sex appeal, lifestyle capatible, problem solving), Advantage: selectivity and audience segmentation, Advantages/Disadvantages: New media formats have allowed marketers to reach smaller communities of consumers in more engaging ways. Sales promotion usually provides an incentive to customers for making a purchase. Lobbying, or building and maintaining relations with legislators and government officials to influence legislation and regulation, is part of ________. Integrated marketing communications must deliver company and brand messages that are ________. All of the following are reasons that marketers are losing confidence in television advertising, many viewers are using video on demand and TiVo-like systems, television offers a high cost per exposure, younger consumers are using different media. ________ consists of short-term incentives to encourage the purchase or sale of a product or service. advertising, direct selling, sales promotion, and public relations. In advertising, the flexibility is missing, as the message is standardized and cannot be changed according to customers. Your email address will not be published. This is also called _____. Sales promotion refers to the use of promotions, offers and incentives in the short term to bring about an increase in sales. are used for creating demand or interest of the customers towards the product or services offered by the company. A tabular comparison of personal selling and sales promotion is given below: The differences between personal selling and sales promotion are based on the objective they fulfill and the process they adopt. The promotional element consists of communication tools, including advertising, personal selling, sales promotion, public relations, and direct marketing. deciding on reach, frequency, and impact. Privacy Which of the following statements is correct regarding marketing communications today? We have provided Marketing Management Class 12 Business Studies MCQs Questions with Answers to help students understand … In selecting media vehicles, the planner must balance media cost measures against several media impact factors. A) communications channels that should be integrated under the concept of integrated marketing communications. The combination of traditional advertising, personal selling, sales promotion, public relations, social media, and e-commerce used to promote a product is called the promotional mix. Save my name, email, and website in this browser for the next time I comment. personal selling is usually carried out for those products that are of a high value, for example, cars, high-value machinery, electronic items, cosmetics, etc. A. What are the four important decisions made when developing an advertising program? There are various activities that are carried out by companies to inform their potential buyers about the benefits of their products. Advertising is a means of communication, which calls customer's attention towards the product or service, through mass media. In addition, personnel selling also aims to convince customers to try a new product. The manufacturer of an infant pain reliever finds that its products are tainted and must be recalled. A greater cost is incurred in personal selling as it requires a dedicated sales force that needs to be provided adequate training to communicate in an appropriate manner with the customers. Promotion Mix Ingredients. Previous Next A. ________ is used heavily when introducing a new product category. What are the five promotion mix tools used by marketers to communicate customer value? Privacy, Difference Between Advertising and Publicity, Difference Between Push and Pull Strategy, Difference Between Personal Selling and Sales Promotion, Difference Between Marketing and Selling Concept, Difference Between Upselling and Cross-Selling, Difference Between Marketing and Advertising. Sales promotion relies on offering incentives and discounts to bring about sales, whereas the use of such tools is absent in personal selling. But the goal is always to deliver the firm’s message efficiently and effectively to the target audience. Sales promotions Other forms of promotions (coupons, contests, rebates, mail-in offers) not included as a component of a communication mix. MCQ Questions for Class 12 Business Studies with Answers were prepared based on the latest exam pattern. View desktop site, Question 32 1.66 pts Advertising, personal selling, sales promotion, and public relations are called characteristics of a product. Part 3: Designing a Customer-driven Marketing Strategy and Marketing Mix, Chapter 12: Communicating customer value: Advertising, sales promotion and public relations. Promotion Mix Ingredients. ... - advertising - public relations. Your email address will not be published. Due to some similar traits, people have confusion in understanding the difference between advertising and public relation, but as per an old saying ‘advertising pays, public … List them in order. promotion mix ingredients. advertising, direct selling, sales promotion, and public relations. In contrast, personal selling uses customized messages. personal selling involves a direct contact between the company’s representative and the potential customer so as to bring about two-way communication between them.