Navigation » List of Schools » California State University, Northridge » Marketing » MKT 304 – Marketing Management » Fall 2022 » Test 2
Below are the questions for the exam with the choices of answers:
Question #1
A Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers.
B Usually handle adjustments or complaints
C Are concerned with establishing relationships with new customers and developing new business.
D Routinely complete sales made regularly to target customers
Question #2
A Straight salary
B Tax deductions
C Profit-sharing
D Straight commission
E Combination plan
Question #3
A Order takers
B CSUN faculty
C Technical specialists
D UCLA faculty
E Missionary salespeople
Question #4
A order-taking, order-managing, order-getting
B order-taking, supporting, order-getting
C Order-closing, order-opening, and sales-promoting
D Order-taking, missionary selling, order-getting
Question #5
A Administrative overhead
B Personal selling
C Product management
D Publicity
Question #6
A Early Majority, Late Majority, Early Adopters, Innovators, Laggards
B Early Adopters, Early Majority, Late Majority, Innovators, Laggards
C Early adopters, Innovators, Laggards, Early Majority, Late Majority
D Innovators, Early Adopters, Early Majority, Late Majority, Laggards
Question #7
A Pulling
B Encoding
C AIDA
D Pushing
E Deocding
Question #8
A AIDA
B Decoding
C Pulling
D Pushing
E Encoding
Question #9
A Direct-response
B Indirect-response
C Laggard-response
D Delayed-response
E Latent-response
Question #10
A Receiver
B Message channel
C Decoder
D Encoder
E Source
Question #11
A Source – Encoding – Message Channel – Decoding – Receiver – Feedback
B Source – Noise – Message channel – Receiver – Feedback
C Source – Encoding – Message channel – Noise – Feedback – Receiver
D Source – Message channel – Decoding – Receiver – Feedback
Question #12
A Encoding
B Exposition
C Decoding
D Transmutation
E Recording
Question #13
A Noise
B Resonance
C Static
D Clutter
E Interference
Question #14
A Awareness, Interest, Demand, Action
B Action, Interest, Desire, Acceptance
C Attention, Interest, Desire, Action
D Attention, Internalization, Decision, Action
Question #15
A Integrated sales promotions
B Sales promotion communications
C Integrated marketing communications
D Sales management communications
E Integrated promotional marketing
Question #16
A Public relations
B Consumer branding
C Consumer advertising
D The CSUN Sundial
E Sales promotion
Question #17
A Sales meetings
B Coupons
C Training materials
D Merchandising aids
E Sales contests
Question #18
A Advertising
B Personal selling
C Publicity
D Sales Promotion
E Mass selling
Question #19
A Final consumers or users
B Any or all of these is correct.
C Intermediaries
D A company’s own sales force
Question #20
A Is mass selling that avoids paying media costs.
B Is generally less useful than advertising for promoting a really new product.
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.
Question #21
A Is concerned with “promotion” using samples, coupons, and contests.
B Is any paid form of non-personal presentation of ideas, goods, or services by an identified sponsor.
C Is also called “sales promotion.”
D Is the only form of mass selling.
E Involves direct spoken communication between sellers and potential customers.
Question #22
A Is indirect spoken communication between buyers and sellers.
B Gets immediate feedback from consumers.
C Is one of the least expensive compoments of the communications program.
D Is indirect written communication between buyers and sellers.
E Is not usually combined with other aspects of promotion in the total marketing mix.
Question #23
A Introductory price dealing
B Advertising
C Publicity
D
E Personal selling
F Sales promotion
Question #24
A Manufacturers’ agent
B Specialty wholesaler
C Cash-and-carry wholesaler
D Broker
E Rack jobber
Question #25
A A person from another planet
B A rack jobber
C A drop-shipper
D A service (merchant) wholesaler
E An agent wholesaler
Question #26
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.
Question #27
A The wheel of retailing
B Retailing strategy
C The retail life cycle
D Scrambled merchandising
Question #28
A Utilizing attack dogs in store.
B Scrambled merchandising
C Central stocking from multiple channels.
D Integrating online and brick-and-mortar store operations.
Question #29
A Shop-hopping
B Showrooming
C Integrating
D Arbitrage
E Baiting
Question #30
A General stores will dominate U.S. retailing again in the next century.
B None of these alternatives about the “wheel of retailing” is correct.
C New types of retailers enter as low-status, low-margin, low-price operators and eventually offer more services and charge higher prices.
D Retailers go through cycles from high costs and prices to lower costs and profits.
Question #31
A Best Buy (for retail category: Home Electronics)
B All of these are “category killers.”
C Home Depot (for retail category: Home improvements)
D PetSmart (for retail category: Pet supplies)
E IKEA (for retail category: Low-priced furniture)
Question #32
A Mass merchandisers
B Department stores
C Supercenters
D Specialty stores
E
F General stores
Question #33
A Stresses the need for conventional stores
B Focuses on increasing sales and speeding turnover by lowering prices
C Supports the conventional retailer’s “buy low, sell high” philosophy.
D Suggests aiming at small but profitable target markets
Question #34
A Hypermarket
B General store
C Department store
D Mass-merchandising shop
E Specialty shop
Question #35
A Seldom building good relationships with customers
B A small range of one specific type of product
C
D Reflecting a wide price range
E Popular products at low prices to get fast turnover
F Including a wide assortment
Question #36
A Product
B Place
C Promotion
D Price
Question #37
A Price
B Promotion
C Product
D Place
Question #38
A Advice from salesclerks
B Quality
C Special orders
D A particular assortmenet of goods and services.
E All of these are included in a retailer’s “Product”
Question #39
A Emotional needs are more important than economic needs in choosing a retailer.
B The failure rate among beginning retailers is high – about three-fourths fail during first year.
C Economic needs are more important than emotional needs in choosing a retailer.
D The failure rate among beginning retailers is very low – most succeed.
Question #40
A Retailing involves selling to other merchants and wholesaling does not.
B Retailing involves selling to business customers and wholesaling does not.
C Technology is more important in wholesaling than in retailing.
D Wholesaling involves selling mainly to other merchants and business customers, but retailing involves selling mainly to final consumers.
Question #41
A Increase storing costs
B Are the same as public warehouses.
C Are dsigned to facilitate the flow of products through the channel.
D Are not places where regrouping activities-such as bulk breaking-are performed
Question #42
A Sorting of goods mid-shipment
B Moving products to loading docks
C Placing products on transport vehicles
D Long-term storage of inventory before shipping
E Regrouping of products in transit
Question #43
A No, because this will not enable the company to improve its porduction speed per tire
B No, because this will prevent the company from providing tires as they are ordered.
C No, because this will cause the company to incur unexpected transportation costs.
D Only if the economies of scale in production are greater than the additional inventory carrying costs.
Question #44
A Piggyback
B Just In Time (JIT)
C PD concept
D EDI
E Containerization
Question #45
A Modal transportation hub
B Distribution point
C Private warehouse system
D Supply chain
Question #46
A Small truck deliveries
B Facilities near its customers
C Short-order lead times
D Infrequent truck deliveries
E E-commerce order systems
Question #47
A Physical distribution
B Distribution center
C PERT
D Unique Marketing
E Product-market
Question #48
A Handling of goods.
B A distribution service level.
C Storage of goods.
D Prices to charge for delivery.
E Transporting of goods.
Question #49
A Traditional
B Horizontal
C Vertical
D Corporate
E Contractual
Question #50
A Contractual
B Vertical
C Corporate
D Administered
E Horizontal
Question #51
A Bulk-breaking
B Sorting
C Assorting
D Channeling
E Accumulating
Question #52
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 product is a consumer product instead of a business product
D Retailers are already conveniently located where consumers shop.
E The firm has limited financial resources.
Question #53
A Service firms often use direct-to-customer channels
B Most consumer products are sold via direct-to-customer channels.
C Many Business Products are sold via direct-to-customer channels.
D Producers must sometimes use direct-to-customer channels because suitable intermediaries are not available.
Question #54
A Is typical to reach final consumer markets.
B Includes a retailer but not a wholesaler.
C Eliminates almost all of the marketing functions
D Provides firms with data, knowledge, and information about its market.
Question #55
A Degree of market exposure desired
B Type of channel of distribution
C Geographic pricing policy
D Type of physical distribution facilities
E Type of intermediaries / collaborators
Question #56
A Idea generation, screening, idea evaluation, development, commercialization
B Screening, idea generation, idea evaluation, development, commercialization
C Idea generation, idea evaluation, development, screening, commercialization
D Commercialization, idea generation, idea evaluation, screening, development
E Development, idea generation, screening, commercialization, idea evaluation
Question #57
A True
B False
Question #58
A Continuous innovations
B Fads
C Second movers
D Discontinuous innovation
E New products
Question #59
A Customers will always abandon the declining product immediately.
B None of these statements about the sales decline stage is true.
C A declining product may still be profitable for some time and it might be more appropriate to phase-out this product gradually.
D Brand managers should phase-out this product as quickly as possible.
E
Question #60
A The product is compatible with the values and experiences of target customers.
B The product can be tried on a limited basis, without a lot of risk to the customer.
C The product’s advantages are easy to communicate.
D The product is easy to use.
E The product has no competitive advantage over those already in the market.
Question #61
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.
Question #62
A Declining sales
B Declining sales and declining costs
C Rising promotion costs and increased competitive pressure to offer product at lowest prices.
D New varieties of the original product that fail to meet customer needs.
E Mismanaged budgets
Question #63
A Invest in that company stock.
B Invest heavily in R&D to pioneer a new innovative & different product of their own.
C Sue the firm for creating the product innovation.
D Quickly enter the market with a replica of the most successful good or service.
Question #64
A Sales decline
B Market introduction
C Market extinction
D Market immaturity
E Market growth
Question #65
A Sales decline
B Market penetration
C Market introduction
D Market maturity
E Market growth
Question #66
A Need widespread distribution near probable points of sale.
B Can have limited availability.
C Need adequate representation near similar products.
D Need widespread distribution at low cost.
E Need enough exposure to facilitate price comparisons.
Question #67
A Heterogeneous shopping products
B Comparison products
C Homogeneous shopping products
D Unsought products
E Convenience products
Question #68
A Band Aids
B Life insurance
C Car tires
D Laptop computer
E House paint
Question #69
A Unsought products
B Imitation products
C Convenience products
D Shopping products
E Specialty products
Question #70
A False
B True
Question #71
A Can make products easier to handle and display.
B Can be an important promotional tool.
C Can lower distribution costs.
D Can make a product easier or safer to use.
E All of these alternatives are correct.
Question #72
A Blue-label
B National
C Regional
D Local
E Private
Question #73
A All of these alternatives are correct
B It becomes a common descriptive word for the product.
C It is sold in international markets.
D The owner does not renew the registration each year.
E The owner does not register it under the Lakemore Act
Question #74
A Brand preference
B Brand reference
C Brand positioning
D Brand equity
E Brand identity
Question #75
A Brand positioning
B Brand understanding
C Brand establishment
D Brand preference
E Brand recognition
Question #76
A Product quality fluctuates due to variations in raw materials.
B Dependable and widespread availability.
C
D The product offers superior customer value.
E Economies of scale in production.
F Favorable shelf locations are available.
Question #77
A Demand
B Disliking
C Tolerance
D Trust
E Mistrust
Question #78
A Product phases
B Marketing mix assortment
C Product assortment
D Individual products
Question #79
A Are intangible.
B All of these choices are correct.
C Are not easy to store.
D Often have to be produced in the presence of the customer.
E Are perishable.
Question #80
A All of the elements in a firm’s marketing mix.
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 Something that has been produced, packaged, branded, and given a warranty.