Test 2

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

B  Routinely complete sales made regularly to target customers

C  Usually handle adjustments or complaints

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

A  Tax deductions

B  Straight commission

C  Profit-sharing

D  Combination plan

E  Straight salary

A  UCLA faculty

B  Missionary salespeople

C  CSUN faculty

D  Order takers

E  Technical specialists

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

B  order-taking, supporting, order-getting

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

D  Order-taking, missionary selling, order-getting

A  Administrative overhead

B  Personal selling

C  Product management

D  Publicity

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

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

C  Early Adopters, Early Majority, Late Majority, Innovators, Laggards

D  Early adopters, Innovators, Laggards, Early Majority, Late Majority

A  Encoding

B  Pushing

C  AIDA

D  Pulling

E  Deocding

A  Decoding

B  AIDA

C  Pushing

D  Encoding

E  Pulling

A  Laggard-response

B  Latent-response

C  Delayed-response

D  Indirect-response

E  Direct-response

A  Receiver

B  Decoder

C  Encoder

D  Message channel

E  Source

A  Source – Noise – Message channel – Receiver – Feedback

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

C  Source – Message channel – Decoding – Receiver – Feedback

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

A  Recording

B  Transmutation

C  Decoding

D  Exposition

E  Encoding

A  Noise

B  Static

C  Resonance

D  Clutter

E  Interference

A  Attention, Internalization, Decision, Action

B  Attention, Interest, Desire, Action

C  Awareness, Interest, Demand, Action

D  Action, Interest, Desire, Acceptance

A  Integrated marketing communications

B  Integrated promotional marketing

C  Integrated sales promotions

D  Sales promotion communications

E  Sales management communications

A  Consumer advertising

B  Sales promotion

C  Consumer branding

D  Public relations

E  The CSUN Sundial

A  Merchandising aids

B  Training materials

C  Coupons

D  Sales meetings

E  Sales contests

A  Advertising

B  Mass selling

C  Personal selling

D  Sales Promotion

E  Publicity

A  Intermediaries

B  Final consumers or users

C  A company’s own sales force

D  Any or all of these is correct.

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

B  Is mass selling that avoids paying media costs.

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

D  Is more expensive than all other promotion methods.

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

B  Is the only form of mass selling.

C  Is also called “sales promotion.”

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

E  Involves direct spoken communication between sellers and potential customers.

A  Is indirect spoken communication between buyers and sellers.

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

C  Is indirect written communication between buyers and sellers.

D  Gets immediate feedback from consumers.

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

A  Sales promotion

B  Publicity

C  Advertising

D  Introductory price dealing

E    

F  Personal selling

A  Manufacturers’ agent

B  Specialty wholesaler

C  Rack jobber

D  Broker

E  Cash-and-carry wholesaler

A  A person from another planet

B  A drop-shipper

C  A rack jobber

D  An agent wholesaler

E  A service (merchant) wholesaler

A  Offer fewer wholesaling functions.

B  Are more aggressive at selling than agent wholesalers.

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

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

A  The wheel of retailing

B  Scrambled merchandising

C  The retail life cycle

D  Retailing strategy

A  Scrambled merchandising

B  Central stocking from multiple channels.

C  Utilizing attack dogs in store.

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

A  Showrooming

B  Arbitrage

C  Baiting

D  Shop-hopping

E  Integrating

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

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

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

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

A  PetSmart (for retail category: Pet supplies)

B  All of these are “category killers.”

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

D  Best Buy (for retail category: Home Electronics)

E  Home Depot (for retail category: Home improvements)

A  Department stores

B  Mass merchandisers

C    

D  Specialty stores

E  Supercenters

F  General stores

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

B  Stresses the need for conventional stores

C  Focuses on increasing sales and speeding turnover by lowering prices

D  Suggests aiming at small but profitable target markets

A  Specialty shop

B  Mass-merchandising shop

C  Hypermarket

D  Department store

E  General store

A    

B  Seldom building good relationships with customers

C  Reflecting a wide price range

D  A small range of one specific type of product

E  Including a wide assortment

F  Popular products at low prices to get fast turnover

A  Product

B  Place

C  Price

D  Promotion

A  Place

B  Price

C  Promotion

D  Product

A  Advice from salesclerks

B  Special orders

C  Quality

D  A particular assortmenet of goods and services.

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

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

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

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

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

A  Technology is more important in wholesaling than in retailing.

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

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

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

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  Sorting of goods mid-shipment

B  Moving products to loading docks

C  Long-term storage of inventory before shipping

D  Placing products on transport vehicles

E  Regrouping of products in transit

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

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

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

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

A  EDI

B  Piggyback

C  Containerization

D  PD concept

E  Just In Time (JIT)

A  Private warehouse system

B  Supply chain

C  Distribution point

D  Modal transportation hub

A  Short-order lead times

B  Infrequent truck deliveries

C  Facilities near its customers

D  E-commerce order systems

E  Small truck deliveries

A  Unique Marketing

B  Distribution center

C  Physical distribution

D  PERT

E  Product-market

A  Handling of goods.

B  A distribution service level.

C  Prices to charge for delivery.

D  Transporting of goods.

E  Storage of goods.

A  Traditional

B  Contractual

C  Horizontal

D  Vertical

E  Corporate

A  Contractual

B  Corporate

C  Horizontal

D  Vertical

E  Administered

A  Bulk-breaking

B  Assorting

C  Accumulating

D  Channeling

E  Sorting

A  The firm has limited financial resources.

B  Retailers are already conveniently located where consumers shop.

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

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

E  All of these make indirect channels a better choice

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  Includes a retailer but not a wholesaler.

B  Is typical to reach final consumer markets.

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

D  Eliminates almost all of the marketing functions

A  Degree of market exposure desired

B  Type of intermediaries / collaborators

C  Type of channel of distribution

D  Geographic pricing policy

E  Type of physical distribution facilities

A  Screening, idea generation, idea evaluation, development, commercialization

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

C  Development, idea generation, screening, commercialization, idea evaluation

D  Commercialization, idea generation, idea evaluation, screening, development

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

A  False

B  True

A  New products

B  Discontinuous innovation

C  Second movers

D  Fads

E  Continuous innovations

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

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

C  Customers will always abandon the declining product immediately.

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

E    

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

B  The product is easy to use.

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

D  The product’s advantages are easy to communicate.

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

A  Large profits are typical – until competition arrives.

B  Price and Promotion are more important than Place and Product

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

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

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

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

C  Declining sales and declining costs

D  Declining sales

E  Mismanaged budgets

A  Invest in that company stock.

B  Sue the firm for creating the product innovation.

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

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

A  Market extinction

B  Market introduction

C  Sales decline

D  Market immaturity

E  Market growth

A  Market maturity

B  Market penetration

C  Sales decline

D  Market growth

E  Market introduction

A  Need enough exposure to facilitate price comparisons.

B  Need widespread distribution at low cost.

C  Need widespread distribution near probable points of sale.

D  Can have limited availability.

E  Need adequate representation near similar products.

A  Convenience products

B  Unsought products

C  Comparison products

D  Heterogeneous shopping products

E  Homogeneous shopping products

A  Car tires

B  House paint

C  Life insurance

D  Band Aids

E  Laptop computer

A  Convenience products

B  Imitation products

C  Shopping products

D  Specialty products

E  Unsought products

A  False

B  True

A  All of these alternatives are correct.

B  Can make products easier to handle and display.

C  Can make a product easier or safer to use.

D  Can lower distribution costs.

E  Can be an important promotional tool.

A  Regional

B  Blue-label

C  National

D  Private

E  Local

A  It is sold in international markets.

B  All of these alternatives are correct

C  The owner does not renew the registration each year.

D  It becomes a common descriptive word for the product.

E  The owner does not register it under the Lakemore Act

A  Brand reference

B  Brand equity

C  Brand identity

D  Brand preference

E  Brand positioning

A  Brand establishment

B  Brand recognition

C  Brand understanding

D  Brand positioning

E  Brand preference

A  Product quality fluctuates due to variations in raw materials.

B  Economies of scale in production.

C  Dependable and widespread availability.

D  Favorable shelf locations are available.

E  The product offers superior customer value.

F    

A  Disliking

B  Demand

C  Mistrust

D  Trust

E  Tolerance

A  Product phases

B  Product assortment

C  Marketing mix assortment

D  Individual products

A  Are intangible.

B  Are not easy to store.

C  All of these choices are correct.

D  Are perishable.

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

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

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

C  The entire physical output of a firm.

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

E  A physical good with all its related features.