Test 2

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

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

C  Routinely complete sales made regularly to target customers

D  Usually handle adjustments or complaints

A  Combination plan

B  Profit-sharing

C  Tax deductions

D  Straight commission

E  Straight salary

A  CSUN faculty

B  UCLA faculty

C  Missionary salespeople

D  Order takers

E  Technical specialists

A  order-taking, supporting, order-getting

B  Order-taking, missionary selling, order-getting

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

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

A  Personal selling

B  Publicity

C  Administrative overhead

D  Product management

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

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

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

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

A  Pulling

B  Deocding

C  AIDA

D  Pushing

E  Encoding

A  Encoding

B  AIDA

C  Pulling

D  Pushing

E  Decoding

A  Latent-response

B  Laggard-response

C  Indirect-response

D  Direct-response

E  Delayed-response

A  Decoder

B  Source

C  Message channel

D  Encoder

E  Receiver

A  Source – Noise – Message channel – Receiver – Feedback

B  Source – Message channel – Decoding – Receiver – Feedback

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

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

A  Transmutation

B  Recording

C  Exposition

D  Decoding

E  Encoding

A  Static

B  Interference

C  Noise

D  Resonance

E  Clutter

A  Action, Interest, Desire, Acceptance

B  Attention, Internalization, Decision, Action

C  Awareness, Interest, Demand, Action

D  Attention, Interest, Desire, Action

A  Integrated marketing communications

B  Sales management communications

C  Integrated promotional marketing

D  Integrated sales promotions

E  Sales promotion communications

A  Public relations

B  Sales promotion

C  The CSUN Sundial

D  Consumer advertising

E  Consumer branding

A  Sales meetings

B  Merchandising aids

C  Sales contests

D  Coupons

E  Training materials

A  Personal selling

B  Mass selling

C  Advertising

D  Sales Promotion

E  Publicity

A  Final consumers or users

B  Intermediaries

C  Any or all of these is correct.

D  A company’s own sales force

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

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 mass selling that avoids paying media costs.

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

B  Is also called “sales promotion.”

C  Involves direct spoken communication between sellers and potential customers.

D  Is the only form of mass selling.

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

A  Gets immediate feedback from consumers.

B  Is indirect written communication between buyers and sellers.

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

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

E  Is indirect spoken communication between buyers and sellers.

A  Publicity

B  Introductory price dealing

C  Advertising

D    

E  Sales promotion

F  Personal selling

A  Rack jobber

B  Specialty wholesaler

C  Manufacturers’ agent

D  Broker

E  Cash-and-carry wholesaler

A  A service (merchant) wholesaler

B  A person from another planet

C  A rack jobber

D  An agent wholesaler

E  A drop-shipper

A  Are more aggressive at selling than agent wholesalers.

B  Offer fewer wholesaling functions.

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  Retailing strategy

C  The retail life cycle

D  Scrambled merchandising

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

B  Utilizing attack dogs in store.

C  Scrambled merchandising

D  Central stocking from multiple channels.

A  Showrooming

B  Integrating

C  Shop-hopping

D  Baiting

E  Arbitrage

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

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

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

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

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

B  Home Depot (for retail category: Home improvements)

C  All of these are “category killers.”

D  PetSmart (for retail category: Pet supplies)

E  Best Buy (for retail category: Home Electronics)

A  Mass merchandisers

B  Department stores

C  Supercenters

D    

E  Specialty stores

F  General stores

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  General store

B  Specialty shop

C  Department store

D  Hypermarket

E  Mass-merchandising shop

A  Including a wide assortment

B    

C  Seldom building good relationships with customers

D  A small range of one specific type of product

E  Reflecting a wide price range

F  Popular products at low prices to get fast turnover

A  Price

B  Product

C  Promotion

D  Place

A  Price

B  Promotion

C  Product

D  Place

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

B  Quality

C  Advice from salesclerks

D  A particular assortmenet of goods and services.

E  Special orders

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

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

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

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

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

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  Technology is more important in wholesaling than in retailing.

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

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

C  Are the same as public warehouses.

D  Increase storing costs

A  Regrouping of products in transit

B  Sorting of goods mid-shipment

C  Moving products to loading docks

D  Long-term storage of inventory before shipping

E  Placing products on transport vehicles

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

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

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

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

A  Just In Time (JIT)

B  Containerization

C  EDI

D  Piggyback

E  PD concept

A  Private warehouse system

B  Modal transportation hub

C  Distribution point

D  Supply chain

A  Facilities near its customers

B  Small truck deliveries

C  Short-order lead times

D  Infrequent truck deliveries

E  E-commerce order systems

A  Physical distribution

B  Distribution center

C  Unique Marketing

D  PERT

E  Product-market

A  Transporting of goods.

B  Prices to charge for delivery.

C  A distribution service level.

D  Handling of goods.

E  Storage of goods.

A  Traditional

B  Corporate

C  Contractual

D  Horizontal

E  Vertical

A  Vertical

B  Administered

C  Corporate

D  Contractual

E  Horizontal

A  Bulk-breaking

B  Channeling

C  Accumulating

D  Assorting

E  Sorting

A  All of these make indirect channels a better choice

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

C  The firm has limited financial resources.

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

E  Retailers are already conveniently located where consumers shop.

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

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

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

D  Service firms often use direct-to-customer channels

A  Includes a retailer but not a wholesaler.

B  Is typical to reach final consumer markets.

C  Eliminates almost all of the marketing functions

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

A  Type of physical distribution facilities

B  Geographic pricing policy

C  Degree of market exposure desired

D  Type of intermediaries / collaborators

E  Type of channel of distribution

A  Development, idea generation, screening, commercialization, idea evaluation

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

C  Commercialization, idea generation, idea evaluation, screening, development

D  Screening, idea generation, idea evaluation, development, commercialization

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

A  False

B  True

A  Second movers

B  Fads

C  Discontinuous innovation

D  Continuous innovations

E  New products

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

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

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

D  Customers will always abandon the declining product immediately.

E    

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

B  The product’s advantages are easy to communicate.

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

D  The product is easy to use.

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

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

B  Large profits are typical – until competition arrives.

C  Price and Promotion are more important than Place and Product

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

A  Declining sales and declining costs

B  Mismanaged budgets

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

D  Declining sales

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

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

B  Sue the firm for creating the product innovation.

C  Invest in that company stock.

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 penetration

B  Sales decline

C  Market maturity

D  Market introduction

E  Market growth

A  Need enough exposure to facilitate price comparisons.

B  Need widespread distribution at low cost.

C  Can have limited availability.

D  Need adequate representation near similar products.

E  Need widespread distribution near probable points of sale.

A  Comparison products

B  Homogeneous shopping products

C  Heterogeneous shopping products

D  Unsought products

E  Convenience products

A  House paint

B  Laptop computer

C  Life insurance

D  Car tires

E  Band Aids

A  Unsought products

B  Convenience products

C  Shopping products

D  Imitation products

E  Specialty products

A  False

B  True

A  Can make a product easier or safer to use.

B  All of these alternatives are correct.

C  Can lower distribution costs.

D  Can be an important promotional tool.

E  Can make products easier to handle and display.

A  Regional

B  National

C  Blue-label

D  Local

E  Private

A  The owner does not register it under the Lakemore Act

B  The owner does not renew the registration each year.

C  It becomes a common descriptive word for the product.

D  All of these alternatives are correct

E  It is sold in international markets.

A  Brand positioning

B  Brand preference

C  Brand reference

D  Brand equity

E  Brand identity

A  Brand understanding

B  Brand preference

C  Brand positioning

D  Brand recognition

E  Brand establishment

A  Favorable shelf locations are available.

B  Product quality fluctuates due to variations in raw materials.

C    

D  Dependable and widespread availability.

E  Economies of scale in production.

F  The product offers superior customer value.

A  Mistrust

B  Tolerance

C  Disliking

D  Trust

E  Demand

A  Product phases

B  Marketing mix assortment

C  Individual products

D  Product assortment

A  Are not easy to store.

B  Are perishable.

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

D  Are intangible.

E  All of these choices are correct.

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

B  The entire physical output of a firm.

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

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

E  A physical good with all its related features.