All of B) fantasy lifestyle A pharmaceutical and features a world-renowned heart surgeon describing the benefits of a medication. Which of the following message section styles is illustrated in this example? A mood or image B) testimonial evidence personality symbol 20) Which of the following is a major step in selecting advertising media? A) planning a message strategy B) determining reach, frequency, and impact deciding on format elements 21) 21) To measure the _effects of an ad after it has alred, the advertise can evaluate how the ad affected consumer recall, product awareness, attitude changes, and preference A) sales B) profit communication 222) Which of the following statements is most likely true of public relations? A) It can have the same impact on public awareness as advertising at much lower costs B) It requires participating companies to pay for media space or time It is always handled by a third-party agency hired by the firm. 23) At Price & Wallace Inc, a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The matters blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together? A) adopt a sales force automation system and implement team selling B) emphasize traditional methods of selling appoint a high-level marketing executive to oversee both marketing and sales 24) In the stage of the selling process, a company first identifies qualified potential customers presentation B) approach A) prospecting 25) During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as qualifying B) approaching A) presenting 26) Before calling on a prospect, the salesperson should leam as much as possible about the organization and its buyers. This step is known as _ A) prospecting B) preapproach upproach 27) Which of the following is especially crucial in the approach stage of the selling process? A) presenting the solution that the customer needs B) listening to the customer Belling the customer about the company's products All of B) fantasy lifestyle A pharmaceutical and features a world-renowned heart surgeon describing the benefits of a medication. Which of the following message section styles is illustrated in this example? A mood or image B) testimonial evidence personality symbol 20) Which of the following is a major step in selecting advertising media? A) planning a message strategy B) determining reach, frequency, and impact deciding on format elements 21) 21) To measure the _effects of an ad after it has alred, the advertise can evaluate how the ad affected consumer recall, product awareness, attitude changes, and preference A) sales B) profit communication 222) Which of the following statements is most likely true of public relations? A) It can have the same impact on public awareness as advertising at much lower costs B) It requires participating companies to pay for media space or time It is always handled by a third-party agency hired by the firm. 23) At Price & Wallace Inc, a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The matters blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together? A) adopt a sales force automation system and implement team selling B) emphasize traditional methods of selling appoint a high-level marketing executive to oversee both marketing and sales 24) In the stage of the selling process, a company first identifies qualified potential customers presentation B) approach A) prospecting 25) During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as qualifying B) approaching A) presenting 26) Before calling on a prospect, the salesperson should leam as much as possible about the organization and its buyers. This step is known as _ A) prospecting B) preapproach upproach 27) Which of the following is especially crucial in the approach stage of the selling process? A) presenting the solution that the customer needs B) listening to the customer Belling the customer about the company's products