Test 2

A  Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers.

B  Routinely complete sales made regularly to target customers

C  Usually handle adjustments or complaints

D  Are concerned with establishing relationships with new customers and developing new business.

A  Combination plan

B  Straight salary

C  Straight commission

D  Profit-sharing

E  Tax deductions

A  CSUN faculty

B  Order takers

C  Technical specialists

D  UCLA faculty

E  Missionary salespeople

A  order-taking, supporting, order-getting

B  Order-closing, order-opening, and sales-promoting

C  order-taking, order-managing, order-getting

D  Order-taking, missionary selling, order-getting

A  Administrative overhead

B  Publicity

C  Product management

D  Personal selling

A  Early Adopters, Early Majority, Late Majority, Innovators, Laggards

B  Early Majority, Late Majority, Early Adopters, Innovators, Laggards

C  Early adopters, Innovators, Laggards, Early Majority, Late Majority

D  Innovators, Early Adopters, Early Majority, Late Majority, Laggards

A  Pushing

B  AIDA

C  Encoding

D  Pulling

E  Deocding

A  Pulling

B  Encoding

C  AIDA

D  Decoding

E  Pushing

A  Latent-response

B  Indirect-response

C  Direct-response

D  Laggard-response

E  Delayed-response

A  Encoder

B  Receiver

C  Message channel

D  Decoder

E  Source

A  Source – Encoding – Message Channel – Decoding – Receiver – Feedback

B  Source – Noise – Message channel – Receiver – Feedback

C  Source – Message channel – Decoding – Receiver – Feedback

D  Source – Encoding – Message channel – Noise – Feedback – Receiver

A  Recording

B  Decoding

C  Exposition

D  Transmutation

E  Encoding

A  Resonance

B  Clutter

C  Interference

D  Static

E  Noise

A  Attention, Internalization, Decision, Action

B  Attention, Interest, Desire, Action

C  Awareness, Interest, Demand, Action

D  Action, Interest, Desire, Acceptance

A  Integrated sales promotions

B  Integrated promotional marketing

C  Sales management communications

D  Integrated marketing communications

E  Sales promotion communications

A  Consumer advertising

B  Sales promotion

C  The CSUN Sundial

D  Public relations

E  Consumer branding

A  Sales contests

B  Merchandising aids

C  Sales meetings

D  Training materials

E  Coupons

A  Sales Promotion

B  Publicity

C  Advertising

D  Personal selling

E  Mass selling

A  Final consumers or users

B  Any or all of these is correct.

C  Intermediaries

D  A company’s own sales force

A  Is mass selling that avoids paying media costs.

B  Is any paid form of non-personal presentation of ideas, goods, services by an identified sponsor.

C  Is more expensive than all other promotion methods.

D  Is generally less useful than advertising for promoting a really new product.

A  Is also called “sales promotion.”

B  Is the only form of mass selling.

C  Is any paid form of non-personal presentation of ideas, goods, or services by an identified sponsor.

D  Involves direct spoken communication between sellers and potential customers.

E  Is concerned with “promotion” using samples, coupons, and contests.

A  Is indirect spoken communication between buyers and sellers.

B  Is indirect written communication between buyers and sellers.

C  Gets immediate feedback from consumers.

D  Is one of the least expensive compoments of the communications program.

E  Is not usually combined with other aspects of promotion in the total marketing mix.

A  Personal selling

B  Introductory price dealing

C    

D  Publicity

E  Advertising

F  Sales promotion

A  Broker

B  Manufacturers’ agent

C  Cash-and-carry wholesaler

D  Specialty wholesaler

E  Rack jobber

A  A person from another planet

B  A drop-shipper

C  A service (merchant) wholesaler

D  An agent wholesaler

E  A rack jobber

A  Own (take title to) the products they handle.

B  Offer fewer wholesaling functions.

C  Have the lowest operating expenses as a percent of sales.

D  Are more aggressive at selling than agent wholesalers.

A  Scrambled merchandising

B  The wheel of retailing

C  The retail life cycle

D  Retailing strategy

A  Utilizing attack dogs in store.

B  Central stocking from multiple channels.

C  Scrambled merchandising

D  Integrating online and brick-and-mortar store operations.

A  Shop-hopping

B  Integrating

C  Baiting

D  Arbitrage

E  Showrooming

A  Retailers go through cycles from high costs and prices to lower costs and profits.

B  None of these alternatives about the “wheel of retailing” is correct.

C  General stores will dominate U.S. retailing again in the next century.

D  New types of retailers enter as low-status, low-margin, low-price operators and eventually offer more services and charge higher prices.

A  Home Depot (for retail category: Home improvements)

B  All of these are “category killers.”

C  PetSmart (for retail category: Pet supplies)

D  Best Buy (for retail category: Home Electronics)

E  IKEA (for retail category: Low-priced furniture)

A  Department stores

B  Specialty stores

C  Supercenters

D  General stores

E  Mass merchandisers

F    

A  Stresses the need for conventional stores

B  Suggests aiming at small but profitable target markets

C  Focuses on increasing sales and speeding turnover by lowering prices

D  Supports the conventional retailer’s “buy low, sell high” philosophy.

A  Specialty shop

B  Mass-merchandising shop

C  General store

D  Department store

E  Hypermarket

A  Reflecting a wide price range

B  Popular products at low prices to get fast turnover

C    

D  A small range of one specific type of product

E  Including a wide assortment

F  Seldom building good relationships with customers

A  Place

B  Promotion

C  Product

D  Price

A  Price

B  Promotion

C  Product

D  Place

A  A particular assortmenet of goods and services.

B  All of these are included in a retailer’s “Product”

C  Advice from salesclerks

D  Special orders

E  Quality

A  The failure rate among beginning retailers is high – about three-fourths fail during first year.

B  The failure rate among beginning retailers is very low – most succeed.

C  Economic needs are more important than emotional needs in choosing a retailer.

D  Emotional needs are more important than economic needs in choosing a retailer.

A  Wholesaling involves selling mainly to other merchants and business customers, but retailing involves selling mainly to final consumers.

B  Retailing involves selling to other merchants and wholesaling does not.

C  Retailing involves selling to business customers and wholesaling does not.

D  Technology is more important in wholesaling than in retailing.

A  Are the same as public warehouses.

B  Increase storing costs

C  Are not places where regrouping activities-such as bulk breaking-are performed

D  Are dsigned to facilitate the flow of products through the channel.

A  Regrouping of products in transit

B  Moving products to loading docks

C  Placing products on transport vehicles

D  Sorting of goods mid-shipment

E  Long-term storage of inventory before shipping

A  No, because this will not enable the company to improve its porduction speed per tire

B  No, because this will prevent the company from providing tires as they are ordered.

C  Only if the economies of scale in production are greater than the additional inventory carrying costs.

D  No, because this will cause the company to incur unexpected transportation costs.

A  EDI

B  PD concept

C  Just In Time (JIT)

D  Containerization

E  Piggyback

A  Distribution point

B  Supply chain

C  Modal transportation hub

D  Private warehouse system

A  Short-order lead times

B  Infrequent truck deliveries

C  E-commerce order systems

D  Small truck deliveries

E  Facilities near its customers

A  Unique Marketing

B  PERT

C  Product-market

D  Physical distribution

E  Distribution center

A  A distribution service level.

B  Transporting of goods.

C  Storage of goods.

D  Handling of goods.

E  Prices to charge for delivery.

A  Contractual

B  Horizontal

C  Traditional

D  Vertical

E  Corporate

A  Administered

B  Horizontal

C  Contractual

D  Corporate

E  Vertical

A  Assorting

B  Bulk-breaking

C  Channeling

D  Sorting

E  Accumulating

A  Retailers are already conveniently located where consumers shop.

B  Target customers already have established buying patterns for where to search for the product.

C  All of these make indirect channels a better choice

D  The firm has limited financial resources.

E  The product is a consumer product instead of a business product

A  Most consumer products are sold via direct-to-customer channels.

B  Producers must sometimes use direct-to-customer channels because suitable intermediaries are not available.

C  Service firms often use direct-to-customer channels

D  Many Business Products are sold via direct-to-customer channels.

A  Is typical to reach final consumer markets.

B  Provides firms with data, knowledge, and information about its market.

C  Includes a retailer but not a wholesaler.

D  Eliminates almost all of the marketing functions

A  Type of physical distribution facilities

B  Geographic pricing policy

C  Type of intermediaries / collaborators

D  Type of channel of distribution

E  Degree of market exposure desired

A  Commercialization, idea generation, idea evaluation, screening, development

B  Idea generation, screening, idea evaluation, development, commercialization

C  Idea generation, idea evaluation, development, screening, commercialization

D  Development, idea generation, screening, commercialization, idea evaluation

E  Screening, idea generation, idea evaluation, development, commercialization

A  False

B  True

A  Discontinuous innovation

B  Continuous innovations

C  Fads

D  New products

E  Second movers

A  Customers will always abandon the declining product immediately.

B    

C  A declining product may still be profitable for some time and it might be more appropriate to phase-out this product gradually.

D  Brand managers should phase-out this product as quickly as possible.

E  None of these statements about the sales decline stage is true.

A  The product’s advantages are easy to communicate.

B  The product can be tried on a limited basis, without a lot of risk to the customer.

C  The product is compatible with the values and experiences of target customers.

D  The product has no competitive advantage over those already in the market.

E  The product is easy to use.

A  Money is invested – in the hope of future profits.

B  Price and Promotion are more important than Place and Product

C  Much money is spent on Promotion while spending on Place is left until later.

D  Large profits are typical – until competition arrives.

A  Declining sales

B  New varieties of the original product that fail to meet customer needs.

C  Declining sales and declining costs

D  Mismanaged budgets

E  Rising promotion costs and increased competitive pressure to offer product at lowest prices.

A  Quickly enter the market with a replica of the most successful good or service.

B  Invest heavily in R&D to pioneer a new innovative & different product of their own.

C  Sue the firm for creating the product innovation.

D  Invest in that company stock.

A  Market introduction

B  Market immaturity

C  Market growth

D  Market extinction

E  Sales decline

A  Market maturity

B  Market penetration

C  Market growth

D  Market introduction

E  Sales decline

A  Need adequate representation near similar products.

B  Can have limited availability.

C  Need widespread distribution at low cost.

D  Need enough exposure to facilitate price comparisons.

E  Need widespread distribution near probable points of sale.

A  Comparison products

B  Unsought products

C  Convenience products

D  Homogeneous shopping products

E  Heterogeneous shopping products

A  House paint

B  Band Aids

C  Life insurance

D  Laptop computer

E  Car tires

A  Imitation products

B  Convenience products

C  Shopping products

D  Specialty products

E  Unsought products

A  False

B  True

A  Can lower distribution costs.

B  All of these alternatives are correct.

C  Can make a product easier or safer to use.

D  Can be an important promotional tool.

E  Can make products easier to handle and display.

A  Regional

B  Blue-label

C  Local

D  National

E  Private

A  The owner does not renew the registration each year.

B  It becomes a common descriptive word for the product.

C  All of these alternatives are correct

D  It is sold in international markets.

E  The owner does not register it under the Lakemore Act

A  Brand equity

B  Brand reference

C  Brand positioning

D  Brand identity

E  Brand preference

A  Brand recognition

B  Brand positioning

C  Brand establishment

D  Brand preference

E  Brand understanding

A    

B  Economies of scale in production.

C  Favorable shelf locations are available.

D  The product offers superior customer value.

E  Dependable and widespread availability.

F  Product quality fluctuates due to variations in raw materials.

A  Trust

B  Mistrust

C  Disliking

D  Demand

E  Tolerance

A  Product assortment

B  Individual products

C  Marketing mix assortment

D  Product phases

A  Are not easy to store.

B  Are perishable.

C  Are intangible.

D  All of these choices are correct.

E  Often have to be produced in the presence of the customer.

A  The entire physical output of a firm.

B  A physical good with all its related features.

C  All of the elements in a firm’s marketing mix.

D  A physical good or service which offers potential customer satisfaction.

E  Something that has been produced, packaged, branded, and given a warranty.