Test 2

A  Usually handle adjustments or complaints

B  Routinely complete sales made regularly to target customers

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

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  Technical specialists

B  Missionary salespeople

C  CSUN faculty

D  Order takers

E  UCLA faculty

A  Order-taking, missionary selling, order-getting

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

C  order-taking, supporting, order-getting

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

A  Publicity

B  Administrative overhead

C  Product management

D  Personal selling

A  Early adopters, Innovators, Laggards, Early Majority, Late Majority

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

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

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

A  Deocding

B  Pushing

C  Encoding

D  Pulling

E  AIDA

A  Decoding

B  Encoding

C  Pushing

D  AIDA

E  Pulling

A  Delayed-response

B  Laggard-response

C  Direct-response

D  Latent-response

E  Indirect-response

A  Decoder

B  Source

C  Encoder

D  Message channel

E  Receiver

A  Source – Noise – Message channel – Receiver – Feedback

B  Source – Message channel – Decoding – Receiver – Feedback

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

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

A  Recording

B  Decoding

C  Exposition

D  Transmutation

E  Encoding

A  Resonance

B  Noise

C  Interference

D  Static

E  Clutter

A  Awareness, Interest, Demand, Action

B  Action, Interest, Desire, Acceptance

C  Attention, Internalization, Decision, Action

D  Attention, Interest, Desire, Action

A  Integrated sales promotions

B  Integrated marketing communications

C  Sales management communications

D  Sales promotion communications

E  Integrated promotional marketing

A  Consumer branding

B  Sales promotion

C  Consumer advertising

D  The CSUN Sundial

E  Public relations

A  Merchandising aids

B  Sales contests

C  Sales meetings

D  Coupons

E  Training materials

A  Sales Promotion

B  Advertising

C  Publicity

D  Mass selling

E  Personal selling

A  Any or all of these is correct.

B  A company’s own sales force

C  Final consumers or users

D  Intermediaries

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

B  Is more expensive than all other promotion methods.

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

D  Is mass selling that avoids paying media costs.

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

B  Is also called “sales promotion.”

C  Involves direct spoken communication between sellers and potential customers.

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

E  Is the only form of mass selling.

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

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 indirect spoken communication between buyers and sellers.

A  Sales promotion

B  Introductory price dealing

C    

D  Advertising

E  Personal selling

F  Publicity

A  Specialty wholesaler

B  Rack jobber

C  Manufacturers’ agent

D  Cash-and-carry wholesaler

E  Broker

A  An agent wholesaler

B  A service (merchant) wholesaler

C  A drop-shipper

D  A rack jobber

E  A person from another planet

A  Are more aggressive at selling than agent wholesalers.

B  Offer fewer wholesaling functions.

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

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

A  The wheel of retailing

B  Scrambled merchandising

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  Showrooming

C  Arbitrage

D  Integrating

E  Baiting

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

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

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  IKEA (for retail category: Low-priced furniture)

B  PetSmart (for retail category: Pet supplies)

C  Home Depot (for retail category: Home improvements)

D  Best Buy (for retail category: Home Electronics)

E  All of these are “category killers.”

A  Specialty stores

B  Mass merchandisers

C  Supercenters

D  General stores

E    

F  Department stores

A  Focuses on increasing sales and speeding turnover by lowering prices

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

C  Suggests aiming at small but profitable target markets

D  Stresses the need for conventional stores

A  Mass-merchandising shop

B  Hypermarket

C  Specialty shop

D  General store

E  Department store

A  Popular products at low prices to get fast turnover

B  Reflecting a wide price range

C  A small range of one specific type of product

D  Seldom building good relationships with customers

E    

F  Including a wide assortment

A  Price

B  Place

C  Promotion

D  Product

A  Product

B  Promotion

C  Place

D  Price

A  Special orders

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

C  A particular assortmenet of goods and services.

D  Quality

E  Advice from salesclerks

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

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

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

B  Technology is more important in wholesaling than in retailing.

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  Increase storing costs

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

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

D  Are the same as public warehouses.

A  Regrouping of products in transit

B  Sorting of goods mid-shipment

C  Placing products on transport vehicles

D  Moving products to loading docks

E  Long-term storage of inventory before shipping

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  Piggyback

B  Containerization

C  Just In Time (JIT)

D  EDI

E  PD concept

A  Distribution point

B  Private warehouse system

C  Modal transportation hub

D  Supply chain

A  Infrequent truck deliveries

B  Facilities near its customers

C  Small truck deliveries

D  E-commerce order systems

E  Short-order lead times

A  Product-market

B  Unique Marketing

C  PERT

D  Physical distribution

E  Distribution center

A  Handling of goods.

B  Prices to charge for delivery.

C  Transporting of goods.

D  Storage of goods.

E  A distribution service level.

A  Horizontal

B  Contractual

C  Vertical

D  Traditional

E  Corporate

A  Vertical

B  Contractual

C  Administered

D  Corporate

E  Horizontal

A  Assorting

B  Sorting

C  Bulk-breaking

D  Channeling

E  Accumulating

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

B  Retailers are already conveniently located where consumers shop.

C  The firm has limited financial resources.

D  Target customers already have established buying patterns for where to search for the 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  Eliminates almost all of the marketing functions

C  Is typical to reach final consumer markets.

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

A  Type of intermediaries / collaborators

B  Degree of market exposure desired

C  Type of physical distribution facilities

D  Type of channel of distribution

E  Geographic pricing policy

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

B  Screening, idea generation, idea evaluation, development, commercialization

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

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

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

A  True

B  False

A  Fads

B  New products

C  Continuous innovations

D  Discontinuous innovation

E  Second movers

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

B  Customers will always abandon the declining product immediately.

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

D    

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

A  The product is easy to use.

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

C  The product’s advantages are easy to communicate.

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

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  Mismanaged budgets

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

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

D  Declining sales

E  Declining sales and declining costs

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 immaturity

C  Market introduction

D  Sales decline

E  Market growth

A  Market penetration

B  Market growth

C  Market introduction

D  Sales decline

E  Market maturity

A  Need adequate representation near similar products.

B  Need widespread distribution near probable points of sale.

C  Can have limited availability.

D  Need widespread distribution at low cost.

E  Need enough exposure to facilitate price comparisons.

A  Homogeneous shopping products

B  Heterogeneous shopping products

C  Comparison products

D  Unsought products

E  Convenience products

A  Car tires

B  House paint

C  Band Aids

D  Laptop computer

E  Life insurance

A  Imitation products

B  Specialty products

C  Shopping products

D  Unsought products

E  Convenience products

A  False

B  True

A  Can make a product easier or safer to use.

B  Can lower distribution costs.

C  All of these alternatives are correct.

D  Can make products easier to handle and display.

E  Can be an important promotional tool.

A  Blue-label

B  Local

C  National

D  Private

E  Regional

A  It is sold in international markets.

B  The owner does not renew the registration each year.

C  All of these alternatives are correct

D  It becomes a common descriptive word for the product.

E  The owner does not register it under the Lakemore Act

A  Brand equity

B  Brand positioning

C  Brand identity

D  Brand preference

E  Brand reference

A  Brand positioning

B  Brand establishment

C  Brand understanding

D  Brand recognition

E  Brand preference

A  Economies of scale in production.

B    

C  Product quality fluctuates due to variations in raw materials.

D  The product offers superior customer value.

E  Dependable and widespread availability.

F  Favorable shelf locations are available.

A  Disliking

B  Mistrust

C  Tolerance

D  Trust

E  Demand

A  Individual products

B  Product assortment

C  Marketing mix assortment

D  Product phases

A  Are not easy to store.

B  All of these choices are correct.

C  Are intangible.

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

E  Are perishable.

A  A physical good with all its related features.

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

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

D  The entire physical output of a firm.

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