Test 2

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

A  Tax deductions

B  Profit-sharing

C  Straight salary

D  Straight commission

E  Combination plan

A  Technical specialists

B  Order takers

C  Missionary salespeople

D  CSUN faculty

E  UCLA faculty

A  order-taking, supporting, order-getting

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

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

D  Order-taking, missionary selling, order-getting

A  Publicity

B  Personal selling

C  Product management

D  Administrative overhead

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

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

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

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

A  Encoding

B  Pulling

C  AIDA

D  Deocding

E  Pushing

A  Pushing

B  Decoding

C  Pulling

D  Encoding

E  AIDA

A  Latent-response

B  Delayed-response

C  Indirect-response

D  Direct-response

E  Laggard-response

A  Message channel

B  Receiver

C  Decoder

D  Source

E  Encoder

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

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

C  Source – Noise – Message channel – Receiver – Feedback

D  Source – Message channel – Decoding – Receiver – Feedback

A  Recording

B  Exposition

C  Transmutation

D  Decoding

E  Encoding

A  Static

B  Interference

C  Clutter

D  Resonance

E  Noise

A  Attention, Interest, Desire, Action

B  Attention, Internalization, Decision, Action

C  Awareness, Interest, Demand, Action

D  Action, Interest, Desire, Acceptance

A  Integrated sales promotions

B  Sales management communications

C  Integrated marketing communications

D  Integrated promotional marketing

E  Sales promotion communications

A  Sales promotion

B  Consumer advertising

C  Consumer branding

D  Public relations

E  The CSUN Sundial

A  Sales meetings

B  Training materials

C  Coupons

D  Merchandising aids

E  Sales contests

A  Personal selling

B  Advertising

C  Sales Promotion

D  Publicity

E  Mass selling

A  Final consumers or users

B  Any or all of these is correct.

C  Intermediaries

D  A company’s own sales force

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.

A  Is also called “sales promotion.”

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

C  Involves direct spoken communication between sellers and potential customers.

D  Is the only form of mass selling.

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

A  Gets immediate feedback from consumers.

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

C  Is indirect written communication between buyers and sellers.

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

E  Is indirect spoken communication between buyers and sellers.

A  Advertising

B  Introductory price dealing

C  Personal selling

D  Sales promotion

E    

F  Publicity

A  Specialty wholesaler

B  Broker

C  Rack jobber

D  Cash-and-carry wholesaler

E  Manufacturers’ agent

A  A drop-shipper

B  A person from another planet

C  An agent wholesaler

D  A rack jobber

E  A service (merchant) wholesaler

A  Are more aggressive at selling than agent wholesalers.

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

C  Offer fewer wholesaling functions.

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

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  Shop-hopping

B  Arbitrage

C  Baiting

D  Integrating

E  Showrooming

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

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

A  Home Depot (for retail category: Home improvements)

B  PetSmart (for retail category: Pet supplies)

C  All of these are “category killers.”

D  Best Buy (for retail category: Home Electronics)

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

A    

B  Specialty stores

C  Department stores

D  Supercenters

E  Mass merchandisers

F  General stores

A  Stresses the need for conventional stores

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

C  Focuses on increasing sales and speeding turnover by lowering prices

D  Suggests aiming at small but profitable target markets

A  General store

B  Department store

C  Specialty shop

D  Hypermarket

E  Mass-merchandising shop

A  Seldom building good relationships with customers

B  Including a wide assortment

C  Reflecting a wide price range

D    

E  A small range of one specific type of product

F  Popular products at low prices to get fast turnover

A  Price

B  Product

C  Promotion

D  Place

A  Promotion

B  Product

C  Place

D  Price

A  A particular assortmenet of goods and services.

B  Advice from salesclerks

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

D  Quality

E  Special orders

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

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

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

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

A  Technology is more important in wholesaling than in retailing.

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

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

D  Wholesaling involves selling mainly to other merchants and business customers, but retailing involves selling mainly to final consumers.

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

B  Are the same as public warehouses.

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

D  Increase storing costs

A  Moving products to loading docks

B  Sorting of goods mid-shipment

C  Placing products on transport vehicles

D  Long-term storage of inventory before shipping

E  Regrouping of products in transit

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  Piggyback

D  EDI

E  PD concept

A  Supply chain

B  Modal transportation hub

C  Distribution point

D  Private warehouse system

A  E-commerce order systems

B  Facilities near its customers

C  Infrequent truck deliveries

D  Short-order lead times

E  Small truck deliveries

A  Distribution center

B  PERT

C  Physical distribution

D  Unique Marketing

E  Product-market

A  Storage of goods.

B  Handling of goods.

C  A distribution service level.

D  Transporting of goods.

E  Prices to charge for delivery.

A  Contractual

B  Vertical

C  Traditional

D  Corporate

E  Horizontal

A  Corporate

B  Contractual

C  Horizontal

D  Administered

E  Vertical

A  Accumulating

B  Assorting

C  Bulk-breaking

D  Channeling

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  Retailers are already conveniently located where consumers shop.

E  The product is a consumer product instead of a business 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  Service firms often use direct-to-customer channels

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

A  Eliminates almost all of the marketing functions

B  Is typical to reach final consumer markets.

C  Includes a retailer but not a wholesaler.

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

A  Type of physical distribution facilities

B  Type of channel of distribution

C  Type of intermediaries / collaborators

D  Degree of market exposure desired

E  Geographic pricing policy

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

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

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

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

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

A  False

B  True

A  Continuous innovations

B  Fads

C  New products

D  Second movers

E  Discontinuous innovation

A  Customers will always abandon the declining product immediately.

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    

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

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 has no competitive advantage over those already in the market.

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

E  The product is easy to use.

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

B  Price and Promotion are more important than Place and Product

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

D  Large profits are typical – until competition arrives.

A  Declining sales

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  Mismanaged budgets

E  Declining sales and declining costs

A  Invest in that company stock.

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

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

D  Sue the firm for creating the product innovation.

A  Market extinction

B  Market immaturity

C  Market introduction

D  Sales decline

E  Market growth

A  Market penetration

B  Market maturity

C  Sales decline

D  Market growth

E  Market introduction

A  Need widespread distribution at low cost.

B  Need enough exposure to facilitate price comparisons.

C  Can have limited availability.

D  Need adequate representation near similar products.

E  Need widespread distribution near probable points of sale.

A  Convenience products

B  Comparison products

C  Unsought products

D  Homogeneous shopping products

E  Heterogeneous shopping products

A  Laptop computer

B  Band Aids

C  Life insurance

D  Car tires

E  House paint

A  Convenience products

B  Shopping products

C  Unsought products

D  Imitation products

E  Specialty products

A  True

B  False

A  Can make products easier to handle and display.

B  Can lower distribution costs.

C  Can be an important promotional tool.

D  Can make a product easier or safer to use.

E  All of these alternatives are correct.

A  Local

B  Private

C  Blue-label

D  Regional

E  National

A  The owner does not register it under the Lakemore Act

B  It is sold in international markets.

C  It becomes a common descriptive word for the product.

D  All of these alternatives are correct

E  The owner does not renew the registration each year.

A  Brand preference

B  Brand positioning

C  Brand identity

D  Brand equity

E  Brand reference

A  Brand establishment

B  Brand recognition

C  Brand positioning

D  Brand understanding

E  Brand preference

A  The product offers superior customer value.

B    

C  Product quality fluctuates due to variations in raw materials.

D  Dependable and widespread availability.

E  Economies of scale in production.

F  Favorable shelf locations are available.

A  Mistrust

B  Trust

C  Disliking

D  Demand

E  Tolerance

A  Product assortment

B  Individual products

C  Marketing mix assortment

D  Product phases

A  Are intangible.

B  Are not easy to store.

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

D  Are perishable.

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.