Test 2

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

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  Usually handle adjustments or complaints

A  Straight salary

B  Combination plan

C  Tax deductions

D  Straight commission

E  Profit-sharing

A  CSUN faculty

B  Technical specialists

C  Order takers

D  Missionary salespeople

E  UCLA faculty

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

B  Order-taking, missionary selling, order-getting

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

D  order-taking, supporting, order-getting

A  Publicity

B  Product management

C  Administrative overhead

D  Personal selling

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

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

C  Early adopters, Innovators, Laggards, Early Majority, Late Majority

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

A  AIDA

B  Encoding

C  Pushing

D  Deocding

E  Pulling

A  AIDA

B  Pulling

C  Encoding

D  Decoding

E  Pushing

A  Direct-response

B  Indirect-response

C  Latent-response

D  Laggard-response

E  Delayed-response

A  Encoder

B  Message channel

C  Receiver

D  Source

E  Decoder

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

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

C  Source – Message channel – Decoding – Receiver – Feedback

D  Source – Noise – Message channel – Receiver – Feedback

A  Recording

B  Encoding

C  Transmutation

D  Exposition

E  Decoding

A  Static

B  Interference

C  Clutter

D  Resonance

E  Noise

A  Attention, Internalization, Decision, Action

B  Awareness, Interest, Demand, Action

C  Action, Interest, Desire, Acceptance

D  Attention, Interest, Desire, Action

A  Integrated marketing communications

B  Sales promotion communications

C  Integrated sales promotions

D  Sales management communications

E  Integrated promotional marketing

A  Public relations

B  Consumer advertising

C  The CSUN Sundial

D  Sales promotion

E  Consumer branding

A  Merchandising aids

B  Sales meetings

C  Training materials

D  Coupons

E  Sales contests

A  Publicity

B  Advertising

C  Mass selling

D  Sales Promotion

E  Personal selling

A  Intermediaries

B  Any or all of these is correct.

C  Final consumers or users

D  A company’s own sales force

A  Is more expensive than all other promotion methods.

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

A  Involves direct spoken communication between sellers and potential customers.

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

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

D  Is the only form of mass selling.

E  Is also called “sales promotion.”

A  Is indirect spoken communication between buyers and sellers.

B  Is indirect written communication between buyers and sellers.

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

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

E  Gets immediate feedback from consumers.

A  Publicity

B  Introductory price dealing

C  Advertising

D    

E  Personal selling

F  Sales promotion

A  Broker

B  Rack jobber

C  Cash-and-carry wholesaler

D  Specialty wholesaler

E  Manufacturers’ agent

A  A drop-shipper

B  An agent wholesaler

C  A service (merchant) wholesaler

D  A rack jobber

E  A person from another planet

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  Central stocking from multiple channels.

B  Integrating online and brick-and-mortar store operations.

C  Scrambled merchandising

D  Utilizing attack dogs in store.

A  Baiting

B  Showrooming

C  Integrating

D  Arbitrage

E  Shop-hopping

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

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

A  Best Buy (for retail category: Home Electronics)

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

C  Home Depot (for retail category: Home improvements)

D  PetSmart (for retail category: Pet supplies)

E  All of these are “category killers.”

A  General stores

B  Specialty stores

C  Mass merchandisers

D  Supercenters

E  Department stores

F    

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

B  Focuses on increasing sales and speeding turnover by lowering prices

C  Suggests aiming at small but profitable target markets

D  Stresses the need for conventional stores

A  Department store

B  General store

C  Hypermarket

D  Mass-merchandising shop

E  Specialty shop

A  A small range of one specific type of product

B  Reflecting a wide price range

C  Popular products at low prices to get fast turnover

D    

E  Seldom building good relationships with customers

F  Including a wide assortment

A  Promotion

B  Product

C  Place

D  Price

A  Product

B  Place

C  Promotion

D  Price

A  Advice from salesclerks

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

C  A particular assortmenet of goods and services.

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

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

A  Increase storing costs

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

C  Are the same as public warehouses.

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

A  Regrouping of products in transit

B  Sorting of goods mid-shipment

C  Long-term storage of inventory before shipping

D  Moving products to loading docks

E  Placing products on transport vehicles

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

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

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

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

A  Just In Time (JIT)

B  Piggyback

C  PD concept

D  Containerization

E  EDI

A  Modal transportation hub

B  Supply chain

C  Private warehouse system

D  Distribution point

A  Facilities near its customers

B  E-commerce order systems

C  Short-order lead times

D  Infrequent truck deliveries

E  Small truck deliveries

A  Physical distribution

B  Product-market

C  Distribution center

D  PERT

E  Unique Marketing

A  Transporting of goods.

B  A distribution service level.

C  Handling of goods.

D  Prices to charge for delivery.

E  Storage of goods.

A  Traditional

B  Corporate

C  Contractual

D  Vertical

E  Horizontal

A  Corporate

B  Administered

C  Vertical

D  Horizontal

E  Contractual

A  Sorting

B  Assorting

C  Channeling

D  Bulk-breaking

E  Accumulating

A  Retailers are already conveniently located where consumers shop.

B  The firm has limited financial resources.

C  All of these make indirect channels a better choice

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

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

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

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

B  Is typical to reach final consumer markets.

C  Includes a retailer but not a wholesaler.

D  Eliminates almost all of the marketing functions

A  Geographic pricing policy

B  Type of physical distribution facilities

C  Type of channel of distribution

D  Degree of market exposure desired

E  Type of intermediaries / collaborators

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

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

C  Screening, idea generation, idea evaluation, development, commercialization

D  Commercialization, idea generation, idea evaluation, screening, development

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

A  True

B  False

A  New products

B  Continuous innovations

C  Second movers

D  Fads

E  Discontinuous innovation

A    

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

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

D  Customers will always abandon the declining product immediately.

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

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 has no competitive advantage over those already in the market.

D  The product is easy to use.

E  The product’s advantages are easy to communicate.

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

B  Mismanaged budgets

C  Declining sales

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

E  Declining sales and declining costs

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

B  Invest in that company stock.

C  Sue the firm for creating the product innovation.

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

A  Sales decline

B  Market immaturity

C  Market extinction

D  Market growth

E  Market introduction

A  Sales decline

B  Market maturity

C  Market introduction

D  Market growth

E  Market penetration

A  Need enough exposure to facilitate price comparisons.

B  Need adequate representation near similar products.

C  Need widespread distribution at low cost.

D  Can have limited availability.

E  Need widespread distribution near probable points of sale.

A  Unsought products

B  Comparison products

C  Convenience products

D  Heterogeneous shopping products

E  Homogeneous shopping products

A  Life insurance

B  House paint

C  Laptop computer

D  Band Aids

E  Car tires

A  Imitation products

B  Convenience products

C  Specialty products

D  Shopping products

E  Unsought products

A  False

B  True

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.

A  Local

B  National

C  Regional

D  Blue-label

E  Private

A  All of these alternatives are correct

B  The owner does not renew the registration each year.

C  The owner does not register it under the Lakemore Act

D  It becomes a common descriptive word for the product.

E  It is sold in international markets.

A  Brand reference

B  Brand equity

C  Brand identity

D  Brand preference

E  Brand positioning

A  Brand recognition

B  Brand establishment

C  Brand preference

D  Brand understanding

E  Brand positioning

A  Favorable shelf locations are available.

B  Economies of scale in production.

C  Product quality fluctuates due to variations in raw materials.

D    

E  Dependable and widespread availability.

F  The product offers superior customer value.

A  Disliking

B  Demand

C  Trust

D  Tolerance

E  Mistrust

A  Marketing mix assortment

B  Product phases

C  Product assortment

D  Individual products

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

B  All of these choices are correct.

C  Are intangible.

D  Are not easy to store.

E  Are perishable.

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

B  The entire physical output of a firm.

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

D  A physical good with all its related features.

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