ANSWER THE QUESTIONS

Activity 1 • Analyzing Promotional Activity

Directions: For each of the following situations, use a check mark to indicate the type of promotional activity.

		Advertising	Personal Selling	Publicity	Sales Promotion
1.	A newspaper prints a recipe with brand name ingredients.			
2.	A person receives a telephone call about a credit card.		
3.	A television commercial is shown.	
4.	A television report tells about a company's recycling activities.			
5.	A company gives away T-shirts with a product picture.				
6.	A store clerk informs you about the features of a microwave oven.		

Activity 1 • Identifying Common Advertising Techniques

Directions: Based on your experience with television, magazine, and newspaper advertisements, describe an example of each of the following promotional techniques.

1. Product quality ads

2. Comparative ads

3. Emotional ads

4. Humorous ads

5. Lifestyle ads

6. Endorsement ads

Activity 2 • Determining Advertising Media for International Promotions

Directions: For each of the following situations, write in the media type that would best serve the company and give reasons for your selection.

Media

newspaper direct mail

magazine radio

television outdoor

7. To advertise to people while driving, a company should use Reason Answers example newspaper identify 2 more .

8. To attract customers who are not home at regular times, a company should use_____________________________________________________________________________________________ Reason

9. To advertise to young consumers interested in sports, a company should use _________________________________________________

Reason

10. To promote a product in a country with very little broadcast media, a company should use ____________________________________________________________________________________Reason .

Activity 1 • Preparing a Sales Presentation

Directions: Answer the questions below to prepare a personal selling sales presentation for the following scenario. You may add details to complete the sales presentation.

Scenario: Your company has just designed and produced a line of computers that are low- priced, especially in quantity, and are ideal for networked systems. Your territory consists of companies that have fewer than 100 employees.

1. How will you identify customers?

2. Who would you call to set up an appointment for a sales presentation?

3. Describe the sales presentation you would make.

4. What are two objections you might encounter and how would you respond to them?

5. What are two questions you could ask to close the sale?

Activity 1 • Analyzing Different Viewpoints about a Boycott

Different people have different points of view about specific government actions that affect international business. The Japanese government’s trade policy bans the importation of rice.

Directions: Describe the viewpoint you think each of the following people would have about the ban on imported rice in Japan and explain why each person would have this viewpoint.

1. A Japanese rice farmer

Viewpoint

Explanation

2. A U.S. exporter of rice

Viewpoint

Explanation

3. A Japanese government trade official

Viewpoint

Explanation

4. A Japanese consumer of rice

Viewpoint

Explanation

5. A U.S. government official responsible for increasing U.S. exports of agricultural products Viewpoint

Explanation

Activity 2 • Identifying Opportunities for Social Responsibility

Directions: A multinational enterprise is planning a new operation in a less-developed country. Its managers believe that the new operation will be more successful if the company acts in a socially responsible way in this country.

Suggest ways the company can show social responsibility in each of the following areas.

6. Education:

7. Employment:

8. Environment:

9. Technology: