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  Straight salary

B  Tax deductions

C  Profit-sharing

D  Straight commission

E  Combination plan

A  Order takers

B  CSUN faculty

C  Technical specialists

D  UCLA faculty

E  Missionary salespeople

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

A  Administrative overhead

B  Personal selling

C  Product management

D  Publicity

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

A  Pulling

B  Encoding

C  AIDA

D  Pushing

E  Deocding

A  AIDA

B  Decoding

C  Pulling

D  Pushing

E  Encoding

A  Direct-response

B  Indirect-response

C  Laggard-response

D  Delayed-response

E  Latent-response

A  Receiver

B  Message channel

C  Decoder

D  Encoder

E  Source

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

A  Encoding

B  Exposition

C  Decoding

D  Transmutation

E  Recording

A  Noise

B  Resonance

C  Static

D  Clutter

E  Interference

A  Awareness, Interest, Demand, Action

B  Action, Interest, Desire, Acceptance

C  Attention, Interest, Desire, Action

D  Attention, Internalization, Decision, Action

A  Integrated sales promotions

B  Sales promotion communications

C  Integrated marketing communications

D  Sales management communications

E  Integrated promotional marketing

A  Public relations

B  Consumer branding

C  Consumer advertising

D  The CSUN Sundial

E  Sales promotion

A  Sales meetings

B  Coupons

C  Training materials

D  Merchandising aids

E  Sales contests

A  Advertising

B  Personal selling

C  Publicity

D  Sales Promotion

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 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.

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.

A  Introductory price dealing

B  Advertising

C  Publicity

D    

E  Personal selling

F  Sales promotion

A  Manufacturers’ agent

B  Specialty wholesaler

C  Cash-and-carry wholesaler

D  Broker

E  Rack jobber

A  A person from another planet

B  A rack jobber

C  A drop-shipper

D  A service (merchant) wholesaler

E  An agent 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 wheel of retailing

B  Retailing strategy

C  The retail life cycle

D  Scrambled merchandising

A  Utilizing attack dogs in store.

B  Scrambled merchandising

C  Central stocking from multiple channels.

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

A  Shop-hopping

B  Showrooming

C  Integrating

D  Arbitrage

E  Baiting

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.

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  Department stores

C  Supercenters

D  Specialty stores

E    

F  General stores

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

A  Hypermarket

B  General store

C  Department store

D  Mass-merchandising shop

E  Specialty shop

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

A  Product

B  Place

C  Promotion

D  Price

A  Price

B  Promotion

C  Product

D  Place

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”

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.

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.

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

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

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.

A  Piggyback

B  Just In Time (JIT)

C  PD concept

D  EDI

E  Containerization

A  Modal transportation hub

B  Distribution point

C  Private warehouse system

D  Supply chain

A  Small truck deliveries

B  Facilities near its customers

C  Short-order lead times

D  Infrequent truck deliveries

E  E-commerce order systems

A  Physical distribution

B  Distribution center

C  PERT

D  Unique Marketing

E  Product-market

A  Handling of goods.

B  A distribution service level.

C  Storage of goods.

D  Prices to charge for delivery.

E  Transporting of goods.

A  Traditional

B  Horizontal

C  Vertical

D  Corporate

E  Contractual

A  Contractual

B  Vertical

C  Corporate

D  Administered

E  Horizontal

A  Bulk-breaking

B  Sorting

C  Assorting

D  Channeling

E  Accumulating

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.

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.

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.

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

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

A  True

B  False

A  Continuous innovations

B  Fads

C  Second movers

D  Discontinuous innovation

E  New products

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    

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.

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  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

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.

A  Sales decline

B  Market introduction

C  Market extinction

D  Market immaturity

E  Market growth

A  Sales decline

B  Market penetration

C  Market introduction

D  Market maturity

E  Market growth

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.

A  Heterogeneous shopping products

B  Comparison products

C  Homogeneous shopping products

D  Unsought products

E  Convenience products

A  Band Aids

B  Life insurance

C  Car tires

D  Laptop computer

E  House paint

A  Unsought products

B  Imitation products

C  Convenience products

D  Shopping products

E  Specialty 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  Blue-label

B  National

C  Regional

D  Local

E  Private

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

A  Brand preference

B  Brand reference

C  Brand positioning

D  Brand equity

E  Brand identity

A  Brand positioning

B  Brand understanding

C  Brand establishment

D  Brand preference

E  Brand recognition

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.

A  Demand

B  Disliking

C  Tolerance

D  Trust

E  Mistrust

A  Product phases

B  Marketing mix assortment

C  Product assortment

D  Individual products

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.

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.