Test 2

A  Routinely complete sales made regularly to target customers

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

C  Usually handle adjustments or complaints

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

A  Straight salary

B  Profit-sharing

C  Combination plan

D  Tax deductions

E  Straight commission

A  UCLA faculty

B  CSUN faculty

C  Order takers

D  Missionary salespeople

E  Technical specialists

A  order-taking, order-managing, order-getting

B  Order-taking, missionary selling, order-getting

C  order-taking, supporting, order-getting

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

A  Personal selling

B  Administrative overhead

C  Publicity

D  Product management

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

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

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

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

A  AIDA

B  Pulling

C  Deocding

D  Pushing

E  Encoding

A  Pushing

B  Encoding

C  AIDA

D  Pulling

E  Decoding

A  Direct-response

B  Latent-response

C  Indirect-response

D  Delayed-response

E  Laggard-response

A  Source

B  Decoder

C  Message channel

D  Encoder

E  Receiver

A  Source – Message channel – Decoding – Receiver – Feedback

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

C  Source – Noise – Message channel – Receiver – Feedback

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

A  Recording

B  Encoding

C  Transmutation

D  Decoding

E  Exposition

A  Interference

B  Clutter

C  Noise

D  Resonance

E  Static

A  Awareness, Interest, Demand, Action

B  Attention, Interest, Desire, Action

C  Action, Interest, Desire, Acceptance

D  Attention, Internalization, Decision, Action

A  Sales promotion communications

B  Sales management communications

C  Integrated sales promotions

D  Integrated marketing communications

E  Integrated promotional marketing

A  Public relations

B  Consumer advertising

C  Sales promotion

D  The CSUN Sundial

E  Consumer branding

A  Sales contests

B  Training materials

C  Sales meetings

D  Coupons

E  Merchandising aids

A  Publicity

B  Sales Promotion

C  Advertising

D  Personal selling

E  Mass selling

A  Any or all of these is correct.

B  Final consumers or users

C  Intermediaries

D  A company’s own sales force

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

B  Is mass selling that avoids paying media costs.

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

B  Involves direct spoken communication between sellers and potential customers.

C  Is also called “sales promotion.”

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

D  Gets immediate feedback from consumers.

E  Is indirect spoken communication between buyers and sellers.

A  Advertising

B  Personal selling

C  Publicity

D  Introductory price dealing

E    

F  Sales promotion

A  Cash-and-carry wholesaler

B  Broker

C  Rack jobber

D  Specialty wholesaler

E  Manufacturers’ agent

A  An agent wholesaler

B  A rack jobber

C  A person from another planet

D  A drop-shipper

E  A service (merchant) wholesaler

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.

A  The retail life cycle

B  Retailing strategy

C  The wheel of retailing

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  Arbitrage

B  Integrating

C  Baiting

D  Showrooming

E  Shop-hopping

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

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

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)

A  Mass merchandisers

B  Supercenters

C  General stores

D  Department stores

E  Specialty stores

F    

A  Stresses the need for conventional stores

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

C  Suggests aiming at small but profitable target markets

D  Focuses on increasing sales and speeding turnover by lowering prices

A  Specialty shop

B  Mass-merchandising shop

C  Department store

D  Hypermarket

E  General store

A  A small range of one specific type of product

B  Popular products at low prices to get fast turnover

C  Reflecting a wide price range

D  Seldom building good relationships with customers

E  Including a wide assortment

F    

A  Place

B  Product

C  Promotion

D  Price

A  Product

B  Price

C  Promotion

D  Place

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

B  Special orders

C  Quality

D  Advice from salesclerks

E  A particular assortmenet of goods and services.

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

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

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

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

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

B  Retailing involves selling to other merchants 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.

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

B  Are the same as public warehouses.

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

D  Increase storing costs

A  Sorting of goods mid-shipment

B  Regrouping of products in transit

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 prevent the company from providing tires as they are ordered.

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

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

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

A  EDI

B  PD concept

C  Piggyback

D  Just In Time (JIT)

E  Containerization

A  Supply chain

B  Distribution point

C  Private warehouse system

D  Modal transportation hub

A  Infrequent truck deliveries

B  Small truck deliveries

C  Facilities near its customers

D  E-commerce order systems

E  Short-order lead times

A  Physical distribution

B  Unique Marketing

C  Product-market

D  Distribution center

E  PERT

A  Storage of goods.

B  Handling of goods.

C  A distribution service level.

D  Prices to charge for delivery.

E  Transporting of goods.

A  Corporate

B  Horizontal

C  Vertical

D  Contractual

E  Traditional

A  Contractual

B  Horizontal

C  Vertical

D  Administered

E  Corporate

A  Bulk-breaking

B  Accumulating

C  Channeling

D  Assorting

E  Sorting

A  Retailers are already conveniently located where consumers shop.

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

C  All of these make indirect channels a better choice

D  The firm has limited financial resources.

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

A  Service firms often use direct-to-customer channels

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

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

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

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

B  Eliminates almost all of the marketing functions

C  Includes a retailer but not a wholesaler.

D  Is typical to reach final consumer markets.

A  Geographic pricing policy

B  Type of channel of distribution

C  Type of physical distribution facilities

D  Degree of market exposure desired

E  Type of intermediaries / collaborators

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  Development, idea generation, screening, commercialization, idea evaluation

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

A  False

B  True

A  New products

B  Continuous innovations

C  Fads

D  Second movers

E  Discontinuous innovation

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

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

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

D  Customers will always abandon the declining product immediately.

E    

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

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

C  The product is easy to use.

D  The product’s advantages are easy to communicate.

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

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

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

C  Large profits are typical – until competition arrives.

D  Price and Promotion are more important than Place and Product

A  Declining sales and declining costs

B  Mismanaged budgets

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  Declining sales

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 immaturity

C  Sales decline

D  Market introduction

E  Market growth

A  Market maturity

B  Market penetration

C  Market growth

D  Sales decline

E  Market introduction

A  Can have limited availability.

B  Need adequate representation near similar products.

C  Need widespread distribution near probable points of sale.

D  Need widespread distribution at low cost.

E  Need enough exposure to facilitate price comparisons.

A  Homogeneous shopping products

B  Comparison products

C  Heterogeneous shopping products

D  Unsought products

E  Convenience products

A  Laptop computer

B  Life insurance

C  Car tires

D  Band Aids

E  House paint

A  Unsought products

B  Specialty products

C  Imitation products

D  Convenience products

E  Shopping products

A  True

B  False

A  Can be an important promotional tool.

B  Can lower distribution costs.

C  All of these alternatives are correct.

D  Can make a product easier or safer to use.

E  Can make products easier to handle and display.

A  National

B  Local

C  Blue-label

D  Regional

E  Private

A  The owner does not renew the registration each year.

B  All of these alternatives are correct

C  It becomes a common descriptive word for the product.

D  It is sold in international markets.

E  The owner does not register it under the Lakemore Act

A  Brand reference

B  Brand preference

C  Brand equity

D  Brand positioning

E  Brand identity

A  Brand preference

B  Brand positioning

C  Brand establishment

D  Brand understanding

E  Brand recognition

A  Economies of scale in production.

B  Favorable shelf locations are available.

C    

D  Product quality fluctuates due to variations in raw materials.

E  The product offers superior customer value.

F  Dependable and widespread availability.

A  Disliking

B  Tolerance

C  Trust

D  Mistrust

E  Demand

A  Individual products

B  Product assortment

C  Marketing mix assortment

D  Product phases

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

B  Are perishable.

C  Are intangible.

D  All of these choices are correct.

E  Are not easy to store.

A  A physical good with all its related features.

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

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

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

E  The entire physical output of a firm.