"[MULTIPLE-SSELECT] In addition to selling advertising on traditional terrestrial radio, radio sales people now have to sell ads on: { Television =Digital Media Newspapers and magazines Trade publications }" "[MULTIPLE-SSELECT] Selling air time is what kind of product? { =Intangible Tangible Abstract Concrete }" "[MULTIPLE-SSELECT] What is considered to be the first and most important quality in an account executive? { Prior experience in sales A knowledge of news and current events Awareness of popular culture =The innate ability to sell }" "[MULTIPLE-SSELECT] Deejays can make better sales people because: { They are desperate for a higher salary =They are used to "selling" products on the air They have more out-going personalities They are better-known by the audience. }" "[MULTIPLE-SSELECT] The head of the sales department usually is responsible for maintaining close contact with the station´s rep company as a way of generating income from: { Regional sales advertising Local retail sales advertising =National advertisers who are handled by advertising agencies Co-operative trade advertising }" "[MULTIPLE-SSELECT] The position of General Manager is most often filled by promoting whom? { A popular DJ The Program Director =The Sales manager The Traffic Manager }" "[MULTIPLE-SSELECT] Which part of the day is usually a station´s prime selling period, designated AAA? { =Morning Drive 6 to 10 A.M. Mid-days 10 A.M. to 3 P.M. Afternoon Drive 3 P.M. to 7 PM Evenings 7 P.M. to Midnight }" "[MULTIPLE-SSELECT] Which sales plan is designed to to distribute a client´s spots among the various dayparts for maximum audience penetration? { ROS =TAP BTA OES }" "[MULTIPLE-SSELECT] On the lists of Dos and Donts, which is the most important "do"? { Criticize the client´s previous advertising efforts =Research the advertiser, have a plan prepared Lie, exaggerate, or make unrealistic promises Bad-mouth the competition }" "[MULTIPLE-SSELECT] Which source of advertising accounts for the largest percentage of radio advertising? { National agency Local or regional agency Co-op buys and trade outs =Retail or local non-agency advertising }" "[MULTIPLE-SSELECT] A fully produced sample commercial to be used in a sales presentation is called a: { Live spot Donut spot =Spec spot Sponsor ID }" "[MULTIPLE-SSELECT] What is the primary goal in establishing a schedule of spots for a client? { =A sufficient number of commercials spread over a specific period of time A large number of commercials over a short period of time A schedule of spots that will run only during specific holidays A few spots scattered over a very long period of time }" "[MULTIPLE-SSELECT] When an inexperienced salesperson is hired by a station, what sort of client list will he or she customarily be given? { A current list of active clients =A list of inactive or dormant accounts list of national agency accounts A list of accounts in collection }" "[MULTIPLE-SSELECT] How many in-person calls should a salesperson make on average a day { 3 to 9 =15 to 20 20 to 35 75 to 100 }" "[MULTIPLE-SSELECT] What is one way that a small market station can sell advertising without ratings, or "numbers"? { You can use the Arbitron ratings as long as you don´t get caught You can pursue business with the national ad agencies, as they have access to the ratings =The station sells itself on a more personal level, focusing on unique features and music Sell off the rate card and put together cut-rate deals }" "[MULTIPLE-SSELECT] Advertising agencies place the largest percentage of their client´s budget on what medium? { Radio =Television Newspapers and magazines The internet }" "[MULTIPLE-SSELECT] A radio "rep" firm will do what for your station? { Handle all local retail sales Handle only co-op buys =Handle national ad agencies Handle your sales staff }" "[MULTIPLE-SSELECT] How can a station´s website enhance the station´s advertising business? { It improves the station´s reception =It provides tangible imagery for the advertiser It makes it easier to renew their contract with the station It provides instant access to the HD channels }" "[MULTIPLE-SSELECT] A spot buy in which the cost is shared by the manufacturer and the local retailer is called a: { Trade out Straight pitch Special program sponsorship =Co-op arrangement }" "[MULTIPLE-SSELECT] If, instead of cash, the client provides goods and services to the station, this is called { Co-op buy Seasonal buy =Trade-out Promotional package }" "[OPEN] Selling air time is what kind of product? {}" "[OPEN] What are some of the most desirable qualities an account executive should posses? {}" "[OPEN] The position of general manager is most often filled by promoting whom? {}" "[OPEN] The highest rates on a rate card are usually for which day part? {}" "[OPEN] On the lists of Do´s and Don´ts, which is the most important "Do"? {}" "[OPEN] When an inexperienced salesperson is hired by a station, what sort of client list will he or she customarily be given? {}" "[OPEN] How many in-person calls should a salesperson make each week? What are some of the ways these calls should be organized? {}" "[OPEN] What are some of ways that a small market station can sell advertising without ratings, or "numbers"? {}" "[OPEN] Advertising agencies place the largest percentage of their client´s budget on what medium? {}" "[OPEN] A radio "rep" firm will do what for your station? {}" "[OPEN] How can a station´s website enhance the station´s advertising business? {}" "[OPEN] A spot buy in which the cost is shared by the manufacturer and the local retailer is called: {}" "[OPEN] Describe a trade-out for advertising. {}"