Page 206 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes Mobile advertising is closely related to online or internet advertising, though its reach is
far greater - currently, most mobile advertising is targeted at mobile phones.

11.8 Keywords

Bleed: When any image or element on a page (poster) touches the edge of the page, extending
beyond the trim edge, leaving no margin
Blimp: An airship that maintains its form by pressure from contained gas

Personal Selling: Personal confrontation and immediate response involved
Sponsorship: Funding of event or occasion or cause etc. by companies
Transit Advertising: Ads printed on modes of transportation
Prospecting: Search for potential customers or buyers

11.9 Self Assessment

State whether the following statements are true or false:

1. In personal selling, salesmen collect all the required information in the prospecting stage.
2. Visiongain awards felicitate best mobile advertising every year.
3. ‘SMS media’ is also referred to as seventh mass media channel.

4. It is not advisable to use simulations while making a sales presentation.
5. In Cost per Order revenue model, revenue of advertising is based on each time an order is
received.

Fill in the blanks:
6. Salesmen from banks often call us without our knowledge or prior permission, to make
their sales pitch. Such type of calling is referred to as ………………

7. If the traffic count for non-illuminated posters in 24 hour is 10000, then the Daily Effective
Circulation is ………….
8. Advertisements given by local advertisers on websites like Google, Yahoo and MSN are
known as ……………………………
9. Selvel is a well known name in…………………..advertising.
10. …………………is an animated ad that pops up on screen while downloading a website.

11.10 Review Questions

1. What steps will you follow/are likely to follow while selling a health insurance policy to
a customer?
2. Analyse the relevance of follow-up in personal selling.

3. Do you think it is logical to place billboards on the highway as people usually speed past
them and there are lesser chances of them getting noticed? Give practical reasons.
4. Discuss the issues that an advertiser might face on putting up ads on websites.

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