· AIDA stands for awareness, INTEREST desire and ACTION

· Approach of message execution which follows format of style, tone, words and format to
execute message of advertising is classified as EXECUTION STYLE

· Each organization is part of a network of other organizations such as suppliers, retailers,

wholesalers, value added resellers, distributors, and other retailers, who join together, often
freely, to make the product or service available to end users. This is referred to as CHANNEL
MEMBERS

· In personal selling process, step which consists of identifying potential customers is classified as
PROSPECTING

· Organizations plan, design, implement, and evaluate their marketing communication activities.
These activities involve the delivery of messages either to or with target audiences, through
various communication tools and media. This is known as PUBLIC RELATIONS

· "Sales promotion tools used to stimulate purchase, motivate salespeople and generate business
leads are classified in category of BUSINESS PROMOTIONS

· They are not part of the same peer group as the people they influence. Their defining
characteristic is that they exert personal influence because of their profession, authority,
education, or status associated with the object of the communication process. This is referred to
as OPINION FORMERS

· This is a part of the communication process where the sender selects a combination of
appropriate words, pictures, symbols and music to represent a message to be transmitted -
ENCODING

· This is a series of economic transactions between parties, who have a long-term orientation
towards, and are primarily motivated by, concern for each other - COLLABORATIVE EXCHANGES

· This is part of the communication process where receivers unpack the various components of
the message, and begin to make sense and give the message meaning DECODING

· "Which of the following is the communication model that depicts information flowing via various
media channels, to particular types of people to whom other members of the audience refer for
information and guidance?" TWO-STEP

· 'Particular communication that must be achieve within definite target audience within specific
time is classified as ADVERTISING OBJECTIVE

· Addressable media are used TO DELIVER CUSTOMISED MARKETING MESSAGES TO

IDENTIFIABLE PROSPECTS
· Consumer promotion technique according to which seller sells two or three units of product at
reduced price is classified as PRICE PACKS AND DISCOUNTS

· Consumer promotion technique through which brand marketing event is created by company or
it participates in other sponsored event is classified as EVENT MARKETING

· Extensive local penetration and coverage is indicative of NEWSPAPER

· Interactive media can be best described as MEDIA THAT ALLOW TWO-WAY MESSAGES
BETWEEN COMPANY AND CONSUMER

· Marketing communications is used to achieve one of two principal goals. The first concerns the
development of brand values. What is the other goal? INCREASING SALES

· Media strategy is making media decisions based on UNDERSTANDING CUSTOMERS WANTS AND
NEEDS

· One weakness in using out-of-home media is DIFFICULT TO MEASURE AND CONTROL

· Personal selling step in which sales person asks for an order to customer is classified as CLOSING

· Possible objectives of advertising includes PERSUASIVE ADVERTISING, REMINDER

ADVERTISING, INFORMATION ADVERTISING

· Promotion technique for consumers according to which demonstrations and displays of products
made at place of sale is called POINT OF PURCHASE PROMOTION

· Resources and dollars allocated to company's or product's promotional program are classified as
ADVERTISING BUDGET

· Sales force structure in which a sales representatives works to sell specific items of product line
is classified as PRODUCT SALES FORCE STRUCTURE

· Step in personal selling process which consists of first meeting first meeting between customer
and sales person is called PROSPECTING

· Strategic media planning is a complex challenge because advertises must use their knowledge of
PSYCHOGRAPHICS, BEHAVIOURAL CHARACTERISTICS, DEMOGRAPHICS

· The marketing communications strategy of the marketing mix deals exclusively with "personal
selling, advertising, sales promotion, and public relations"

· The role of marketing communications is to engage audiences and there are four main tasks that
it can be used to complete. Which of the following is not part of the four main tasks?
PARTICIPATE
· The success of marketing communication depends upon the extent to which messages engage
their audiences. These audiences can be seen to fall into three main groups - "Customers,
channel members, and general stakeholders"

· Third step in personal selling process after completion of pre-approach step is to APPROACH

· This approach has been used to convey particular information and help educate large target
audiences through television and radio programmes. This approach is referred to as: OPINION
LEADERS

· This is a hierarchy of effects or sequential model used to explain how advertising works: AIDA

· This is part of the communication process and refers to the responses offered by receivers:
FEEDBACK

· This is the sharing of meaning created through the transmission of information -

COMMUNICATION

· Type of sales person who work from their offices through internet or telephone are classified as
INSIDE SALES FORCE

· Which of the following is the interpersonal communication about products or services where a
receiver regards the communicator as impartial and is not attempting to sell products or
services? WORD OF MOUTH (WOM)

· Which of the following terms best fits the activity of marketing communications? MAKING
PRODUCTS AVAILABLE

· THE REALM OF UNDERSTANDING is an important element in the communication process. It

recognizes that successful communications are more likely to be achieved if the source and the
receiver understand each other.

· DIALOGUE is concerned with the development of knowledge that is specific to the parties
involved and is referred to as 'learning together'