1) Who among the following contributed to the classical conditioning theory by
conducting studies on animals and providing well-known examples for the theory?
A.Maslow
B.Pavlov
C.Vroom
D.McClelland
E.Freud
2) Which of the following types of salespeople are most likely to operate in the
problem-solver stage of personal-selling evolution?
A.Car insurance salespeople
B.Telemarketers for photo studio
C.Communication systems salespeople for a telephone company
D.Route salespeople
E.Office supplies sellers calling on small businesses
3) Which of the following is a disadvantage of using an in-house advertising agency?
A.Focus is external rather than internal
B.Lesser access to top level talent
C.Reduced cost savings
D.Lesser stability
E.Decreased coordination
4) Products such as free pens, calendars, and coffee mugs featuring a company’s name
and used as promotional tools are referred to as:
A.premiums.
B.advertising specialties.
C.sales promotions.
D.heuristics.
E.mnemonics.
5) Sweepstakes and contests:
A.are used to move consumers to the conviction stage of the hierarchy of effects model.
B.can be used to generate excitement and involvement with a popular and timely event.
C.contribute minimally to consumer franchise-building.
D.do not distract from consumer franchise-building activities.
E.are synonymous to each other.
6) _____ are shows that are sold or distributed on a station-by-station,
market-by-market basis.
A.Interconnects
B.Adjacencies
C.Affiliate programs
D.Participation programs
E.Syndicated programs
7) Which of the following is true of the role of an advertising manager, under a
centralized management system?
A.It includes budgeting and planning media schedule.
B.It primarily involves checking the accuracy of financial reports and records.
C.It includes employee compensation management.
D.It involves administering the firm’s sales and sales promotion programs.
E.It ensures that day-to-day sales targets are met.
8) _____ is a specification that uses XML to organize and format Web-based content in
a standard way.
A.Podcasting
B.Search engine optimization
C.Pop-up
D.Really Simple Syndication
E.Content aggregator
9) _____ is a computerized production process that allows the creation of hundreds of
copies of a magazine in one continuous sequence.
A.Split running
B.Overrunning
C.Gatefolding
D.Ink-jetting
E.Selective binding
10) _____ is defined as the passing of information, the exchange of ideas, or process of
establishing a commonness of thought between a sender and a receiver.
A.Negotiation
B.Source integration
C.Assimilation
D.Perception
E.Communication