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  Straight salary

B  Tax deductions

C  Combination plan

D  Straight commission

E  Profit-sharing

A  Missionary salespeople

B  Order takers

C  CSUN faculty

D  Technical specialists

E  UCLA faculty

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

B  order-taking, order-managing, order-getting

C  order-taking, supporting, order-getting

D  Order-taking, missionary selling, order-getting

A  Publicity

B  Product management

C  Administrative overhead

D  Personal selling

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

B  Early adopters, Innovators, Laggards, Early Majority, Late Majority

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

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

A  Pulling

B  Encoding

C  AIDA

D  Deocding

E  Pushing

A  Decoding

B  Pulling

C  AIDA

D  Pushing

E  Encoding

A  Indirect-response

B  Delayed-response

C  Laggard-response

D  Latent-response

E  Direct-response

A  Source

B  Message channel

C  Decoder

D  Receiver

E  Encoder

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

B  Source – Noise – Message channel – Receiver – Feedback

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

D  Source – Message channel – Decoding – Receiver – Feedback

A  Decoding

B  Encoding

C  Recording

D  Exposition

E  Transmutation

A  Clutter

B  Noise

C  Static

D  Resonance

E  Interference

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  Sales promotion communications

C  Sales management communications

D  Integrated promotional marketing

E  Integrated marketing communications

A  Consumer branding

B  Public relations

C  Consumer advertising

D  Sales promotion

E  The CSUN Sundial

A  Sales meetings

B  Training materials

C  Sales contests

D  Merchandising aids

E  Coupons

A  Mass selling

B  Advertising

C  Publicity

D  Personal selling

E  Sales Promotion

A  A company’s own sales force

B  Any or all of these is correct.

C  Final consumers or users

D  Intermediaries

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

B  Is mass selling that avoids paying media costs.

C  Is more expensive than all other promotion methods.

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

A  Is the only form of mass selling.

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

C  Involves direct spoken communication between sellers and potential customers.

D  Is also called “sales promotion.”

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

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

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

C  Is indirect spoken communication between buyers and sellers.

D  Is indirect written communication between buyers and sellers.

E  Gets immediate feedback from consumers.

A  Introductory price dealing

B    

C  Personal selling

D  Sales promotion

E  Advertising

F  Publicity

A  Broker

B  Rack jobber

C  Cash-and-carry wholesaler

D  Specialty wholesaler

E  Manufacturers’ agent

A  A rack jobber

B  A person from another planet

C  An agent wholesaler

D  A drop-shipper

E  A service (merchant) wholesaler

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

B  Offer fewer wholesaling functions.

C  Are more aggressive at selling than agent wholesalers.

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

A  The wheel of retailing

B  Retailing strategy

C  Scrambled merchandising

D  The retail life cycle

A  Central stocking from multiple channels.

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

C  Scrambled merchandising

D  Utilizing attack dogs in store.

A  Baiting

B  Arbitrage

C  Showrooming

D  Integrating

E  Shop-hopping

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

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

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

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

A  PetSmart (for retail category: Pet supplies)

B  Home Depot (for retail category: Home improvements)

C  All of these are “category killers.”

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

E  Best Buy (for retail category: Home Electronics)

A    

B  Mass merchandisers

C  Department stores

D  Supercenters

E  Specialty stores

F  General stores

A  Focuses on increasing sales and speeding turnover by lowering prices

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

C  Stresses the need for conventional stores

D  Suggests aiming at small but profitable target markets

A  Specialty shop

B  Mass-merchandising shop

C  General store

D  Department store

E  Hypermarket

A  Seldom building good relationships with customers

B  A small range of one specific type of product

C  Reflecting a wide price range

D    

E  Including a wide assortment

F  Popular products at low prices to get fast turnover

A  Place

B  Price

C  Product

D  Promotion

A  Promotion

B  Product

C  Price

D  Place

A  Advice from salesclerks

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

C  A particular assortmenet of goods and services.

D  Special orders

E  Quality

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

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

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

C  Increase storing costs

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

A  Regrouping of products in transit

B  Sorting of goods mid-shipment

C  Placing products on transport vehicles

D  Long-term storage of inventory before shipping

E  Moving products to loading docks

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

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

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  Piggyback

D  Just In Time (JIT)

E  Containerization

A  Private warehouse system

B  Modal transportation hub

C  Distribution point

D  Supply chain

A  Short-order lead times

B  E-commerce order systems

C  Infrequent truck deliveries

D  Small truck deliveries

E  Facilities near its customers

A  PERT

B  Physical distribution

C  Product-market

D  Unique Marketing

E  Distribution center

A  Handling of goods.

B  Storage of goods.

C  A distribution service level.

D  Transporting of goods.

E  Prices to charge for delivery.

A  Vertical

B  Contractual

C  Horizontal

D  Corporate

E  Traditional

A  Contractual

B  Administered

C  Horizontal

D  Vertical

E  Corporate

A  Channeling

B  Sorting

C  Assorting

D  Accumulating

E  Bulk-breaking

A  The firm has limited financial resources.

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

C  All of these make indirect channels a better choice

D  Retailers are already conveniently located where consumers shop.

E  Target customers already have established buying patterns for where to search for the 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  Many Business Products are sold via direct-to-customer channels.

D  Service firms often use direct-to-customer channels

A  Eliminates almost all of the marketing functions

B  Includes a retailer but not a wholesaler.

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

D  Is typical to reach final consumer markets.

A  Type of intermediaries / collaborators

B  Type of physical distribution facilities

C  Degree of market exposure desired

D  Geographic pricing policy

E  Type of channel of distribution

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

B  Commercialization, idea generation, idea evaluation, screening, development

C  Screening, idea generation, idea evaluation, development, commercialization

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

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

A  False

B  True

A  Fads

B  Discontinuous innovation

C  New products

D  Second movers

E  Continuous innovations

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

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

C    

D  Customers will always abandon the declining product immediately.

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

A  The product’s advantages are easy to communicate.

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

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

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

E  The product is easy to use.

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

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

C  Price and Promotion are more important than Place and Product

D  Large profits are typical – until competition arrives.

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

B  Declining sales and declining costs

C  Declining sales

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

E  Mismanaged budgets

A  Invest in that company stock.

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

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

D  Sue the firm for creating the product innovation.

A  Sales decline

B  Market growth

C  Market immaturity

D  Market introduction

E  Market extinction

A  Sales decline

B  Market introduction

C  Market maturity

D  Market growth

E  Market penetration

A  Need widespread distribution at low cost.

B  Need adequate representation near similar products.

C  Need widespread distribution near probable points of sale.

D  Need enough exposure to facilitate price comparisons.

E  Can have limited availability.

A  Homogeneous shopping products

B  Heterogeneous shopping products

C  Comparison products

D  Unsought products

E  Convenience products

A  House paint

B  Car tires

C  Band Aids

D  Life insurance

E  Laptop computer

A  Imitation products

B  Convenience products

C  Unsought products

D  Specialty products

E  Shopping products

A  True

B  False

A  Can make products easier to handle and display.

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 lower distribution costs.

A  Blue-label

B  National

C  Private

D  Regional

E  Local

A  It becomes a common descriptive word for the product.

B  The owner does not register it under the Lakemore Act

C  It is sold in international markets.

D  All of these alternatives are correct

E  The owner does not renew the registration each year.

A  Brand equity

B  Brand identity

C  Brand reference

D  Brand positioning

E  Brand preference

A  Brand positioning

B  Brand establishment

C  Brand preference

D  Brand recognition

E  Brand understanding

A  Product quality fluctuates due to variations in raw materials.

B  The product offers superior customer value.

C  Economies of scale in production.

D  Favorable shelf locations are available.

E  Dependable and widespread availability.

F    

A  Demand

B  Mistrust

C  Disliking

D  Trust

E  Tolerance

A  Product phases

B  Individual products

C  Marketing mix assortment

D  Product assortment

A  Are perishable.

B  Are not easy to store.

C  All of these choices are correct.

D  Are intangible.

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

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

B  The entire physical output of a firm.

C  A physical good with all its related features.

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

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