Test 2

A  Usually handle adjustments or complaints

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

C  Routinely complete sales made regularly to target customers

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

A  Straight commission

B  Tax deductions

C  Combination plan

D  Profit-sharing

E  Straight salary

A  Missionary salespeople

B  UCLA faculty

C  Technical specialists

D  Order takers

E  CSUN faculty

A  Order-taking, missionary selling, order-getting

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

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

D  order-taking, supporting, order-getting

A  Publicity

B  Administrative overhead

C  Personal selling

D  Product management

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

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

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

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

A  Deocding

B  Pushing

C  AIDA

D  Encoding

E  Pulling

A  Pulling

B  AIDA

C  Decoding

D  Pushing

E  Encoding

A  Indirect-response

B  Delayed-response

C  Latent-response

D  Laggard-response

E  Direct-response

A  Source

B  Decoder

C  Message channel

D  Encoder

E  Receiver

A  Source – Message channel – Decoding – Receiver – Feedback

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

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

D  Source – Noise – Message channel – Receiver – Feedback

A  Exposition

B  Recording

C  Decoding

D  Encoding

E  Transmutation

A  Static

B  Noise

C  Resonance

D  Interference

E  Clutter

A  Awareness, Interest, Demand, Action

B  Action, Interest, Desire, Acceptance

C  Attention, Internalization, Decision, Action

D  Attention, Interest, Desire, Action

A  Sales promotion communications

B  Integrated promotional marketing

C  Integrated sales promotions

D  Integrated marketing communications

E  Sales management communications

A  Public relations

B  Consumer branding

C  The CSUN Sundial

D  Sales promotion

E  Consumer advertising

A  Sales contests

B  Coupons

C  Sales meetings

D  Merchandising aids

E  Training materials

A  Mass selling

B  Sales Promotion

C  Advertising

D  Publicity

E  Personal selling

A  Intermediaries

B  Final consumers or users

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 mass selling that avoids paying media costs.

D  Is more expensive than all other promotion methods.

A  Is also called “sales promotion.”

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

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 the only form of mass selling.

A  Is indirect written communication between buyers and sellers.

B  Is indirect spoken communication between buyers and sellers.

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

D  Gets immediate feedback from consumers.

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

A  Sales promotion

B  Personal selling

C  Introductory price dealing

D  Publicity

E    

F  Advertising

A  Specialty wholesaler

B  Cash-and-carry wholesaler

C  Broker

D  Rack jobber

E  Manufacturers’ agent

A  A person from another planet

B  An agent wholesaler

C  A drop-shipper

D  A rack jobber

E  A service (merchant) wholesaler

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

B  Are more aggressive at selling than agent wholesalers.

C  Offer fewer wholesaling functions.

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

A  Scrambled merchandising

B  Retailing strategy

C  The retail life cycle

D  The wheel of retailing

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  Arbitrage

B  Baiting

C  Integrating

D  Showrooming

E  Shop-hopping

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

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

A  All of these are “category killers.”

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

C  PetSmart (for retail category: Pet supplies)

D  Home Depot (for retail category: Home improvements)

E  Best Buy (for retail category: Home Electronics)

A  Specialty stores

B  Supercenters

C  General stores

D  Mass merchandisers

E  Department stores

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  General store

B  Hypermarket

C  Department store

D  Specialty shop

E  Mass-merchandising shop

A  A small range of one specific type of product

B  Seldom building good relationships with customers

C  Popular products at low prices to get fast turnover

D    

E  Reflecting a wide price range

F  Including a wide assortment

A  Place

B  Product

C  Promotion

D  Price

A  Product

B  Price

C  Promotion

D  Place

A  Quality

B  Special orders

C  Advice from salesclerks

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

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

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

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  Technology is more important in wholesaling than in retailing.

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

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  Long-term storage of inventory before shipping

B  Regrouping of products in transit

C  Moving products to loading docks

D  Sorting of goods mid-shipment

E  Placing products on transport vehicles

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

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

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

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

A  Piggyback

B  Just In Time (JIT)

C  PD concept

D  EDI

E  Containerization

A  Distribution point

B  Supply chain

C  Private warehouse system

D  Modal transportation hub

A  Small truck deliveries

B  E-commerce order systems

C  Short-order lead times

D  Infrequent truck deliveries

E  Facilities near its customers

A  Unique Marketing

B  Physical distribution

C  PERT

D  Product-market

E  Distribution center

A  Transporting of goods.

B  A distribution service level.

C  Prices to charge for delivery.

D  Handling of goods.

E  Storage of goods.

A  Corporate

B  Contractual

C  Traditional

D  Vertical

E  Horizontal

A  Corporate

B  Vertical

C  Horizontal

D  Administered

E  Contractual

A  Accumulating

B  Assorting

C  Sorting

D  Channeling

E  Bulk-breaking

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

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

C  Service firms often use direct-to-customer channels

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

A  Eliminates almost all of the marketing functions

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

C  Includes a retailer but not a wholesaler.

D  Is typical to reach final consumer markets.

A  Geographic pricing policy

B  Type of intermediaries / collaborators

C  Type of physical distribution facilities

D  Degree of market exposure desired

E  Type of channel of distribution

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

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

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

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

E  Development, idea generation, screening, commercialization, idea evaluation

A  True

B  False

A  Discontinuous innovation

B  Fads

C  New products

D  Continuous innovations

E  Second movers

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

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

C    

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

E  Customers will always abandon the declining product immediately.

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

B  The product’s advantages are easy to communicate.

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

D  The product is easy to use.

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

A  Price and Promotion are more important than Place and Product

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

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

D  Large profits are typical – until competition arrives.

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

B  Mismanaged budgets

C  Declining sales and declining costs

D  Declining sales

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

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

D  Invest in that company stock.

A  Market extinction

B  Market growth

C  Market introduction

D  Market immaturity

E  Sales decline

A  Sales decline

B  Market maturity

C  Market penetration

D  Market introduction

E  Market growth

A  Need adequate representation near similar products.

B  Need widespread distribution near probable points of sale.

C  Need widespread distribution at low cost.

D  Can have limited availability.

E  Need enough exposure to facilitate price comparisons.

A  Heterogeneous shopping products

B  Comparison products

C  Homogeneous shopping products

D  Convenience products

E  Unsought products

A  Life insurance

B  Band Aids

C  House paint

D  Laptop computer

E  Car tires

A  Convenience products

B  Imitation products

C  Specialty products

D  Unsought products

E  Shopping products

A  False

B  True

A  All of these alternatives are correct.

B  Can make a product easier or safer to use.

C  Can make products easier to handle and display.

D  Can lower distribution costs.

E  Can be an important promotional tool.

A  Regional

B  Blue-label

C  National

D  Private

E  Local

A  All of these alternatives are correct

B  The owner does not register it under the Lakemore Act

C  It is sold in international markets.

D  The owner does not renew the registration each year.

E  It becomes a common descriptive word for the product.

A  Brand positioning

B  Brand reference

C  Brand preference

D  Brand identity

E  Brand equity

A  Brand establishment

B  Brand positioning

C  Brand understanding

D  Brand preference

E  Brand recognition

A  Product quality fluctuates due to variations in raw materials.

B  Dependable and widespread availability.

C  The product offers superior customer value.

D    

E  Favorable shelf locations are available.

F  Economies of scale in production.

A  Disliking

B  Mistrust

C  Demand

D  Trust

E  Tolerance

A  Marketing mix assortment

B  Individual products

C  Product phases

D  Product assortment

A  Are not easy to store.

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

C  Are intangible.

D  Are perishable.

E  All of these choices are correct.

A  A physical good with all its related features.

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

C  The entire physical output of a firm.

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

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