Test 2

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

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

C  Routinely complete sales made regularly to target customers

D  Usually handle adjustments or complaints

A  Tax deductions

B  Straight commission

C  Straight salary

D  Profit-sharing

E  Combination plan

A  Missionary salespeople

B  UCLA faculty

C  Technical specialists

D  CSUN faculty

E  Order takers

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

B  order-taking, supporting, order-getting

C  Order-taking, missionary selling, order-getting

D  order-taking, order-managing, order-getting

A  Administrative overhead

B  Publicity

C  Product management

D  Personal selling

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

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

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

D  Early adopters, Innovators, Laggards, Early Majority, Late Majority

A  Pushing

B  Pulling

C  AIDA

D  Encoding

E  Deocding

A  Encoding

B  Pulling

C  Decoding

D  AIDA

E  Pushing

A  Indirect-response

B  Latent-response

C  Laggard-response

D  Direct-response

E  Delayed-response

A  Source

B  Message channel

C  Encoder

D  Receiver

E  Decoder

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

B  Source – Message channel – Decoding – Receiver – Feedback

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

D  Source – Noise – Message channel – Receiver – Feedback

A  Encoding

B  Decoding

C  Exposition

D  Recording

E  Transmutation

A  Static

B  Noise

C  Interference

D  Resonance

E  Clutter

A  Attention, Interest, Desire, Action

B  Attention, Internalization, Decision, Action

C  Action, Interest, Desire, Acceptance

D  Awareness, Interest, Demand, Action

A  Integrated marketing communications

B  Sales promotion communications

C  Integrated sales promotions

D  Sales management communications

E  Integrated promotional marketing

A  Consumer branding

B  Public relations

C  Sales promotion

D  The CSUN Sundial

E  Consumer advertising

A  Training materials

B  Merchandising aids

C  Sales meetings

D  Sales contests

E  Coupons

A  Advertising

B  Publicity

C  Sales Promotion

D  Personal selling

E  Mass selling

A  A company’s own sales force

B  Final consumers or users

C  Intermediaries

D  Any or all of these is correct.

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

B  Is more expensive than all other promotion methods.

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

D  Is mass selling that avoids paying media costs.

A  Is the only form of mass selling.

B  Involves direct spoken communication between sellers and potential customers.

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

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

E  Is also called “sales promotion.”

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

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

C  Is indirect written communication between buyers and sellers.

D  Is indirect spoken communication between buyers and sellers.

E  Gets immediate feedback from consumers.

A  Advertising

B  Introductory price dealing

C  Personal selling

D  Publicity

E  Sales promotion

F    

A  Broker

B  Cash-and-carry wholesaler

C  Specialty wholesaler

D  Manufacturers’ agent

E  Rack jobber

A  A rack jobber

B  A person from another planet

C  A service (merchant) wholesaler

D  A drop-shipper

E  An agent wholesaler

A  Are more aggressive at selling than agent wholesalers.

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

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

D  Offer fewer wholesaling functions.

A  The wheel of retailing

B  Scrambled merchandising

C  Retailing strategy

D  The retail life cycle

A  Central stocking from multiple channels.

B  Utilizing attack dogs in store.

C  Scrambled merchandising

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

A  Showrooming

B  Arbitrage

C  Integrating

D  Shop-hopping

E  Baiting

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

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

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

D  None of these alternatives about the “wheel of retailing” is correct.

A  All of these are “category killers.”

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

C  PetSmart (for retail category: Pet supplies)

D  Best Buy (for retail category: Home Electronics)

E  Home Depot (for retail category: Home improvements)

A    

B  Supercenters

C  Specialty stores

D  Department stores

E  General stores

F  Mass merchandisers

A  Suggests aiming at small but profitable target markets

B  Stresses the need for conventional stores

C  Focuses on increasing sales and speeding turnover by lowering prices

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

A  General store

B  Hypermarket

C  Mass-merchandising shop

D  Department store

E  Specialty shop

A  A small range of one specific type of product

B  Seldom building good relationships with customers

C  Including a wide assortment

D  Reflecting a wide price range

E  Popular products at low prices to get fast turnover

F    

A  Place

B  Promotion

C  Price

D  Product

A  Price

B  Product

C  Place

D  Promotion

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

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

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

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

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

B  Technology is more important in wholesaling than in retailing.

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

D  Retailing involves selling to business customers 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  Placing products on transport vehicles

B  Long-term storage of inventory before shipping

C  Moving products to loading docks

D  Regrouping of products in transit

E  Sorting of goods mid-shipment

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

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

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

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

A  PD concept

B  EDI

C  Piggyback

D  Containerization

E  Just In Time (JIT)

A  Private warehouse system

B  Distribution point

C  Supply chain

D  Modal transportation hub

A  E-commerce order systems

B  Short-order lead times

C  Infrequent truck deliveries

D  Facilities near its customers

E  Small truck deliveries

A  Unique Marketing

B  Distribution center

C  PERT

D  Physical distribution

E  Product-market

A  A distribution service level.

B  Transporting of goods.

C  Storage of goods.

D  Prices to charge for delivery.

E  Handling of goods.

A  Traditional

B  Vertical

C  Contractual

D  Corporate

E  Horizontal

A  Corporate

B  Vertical

C  Administered

D  Horizontal

E  Contractual

A  Bulk-breaking

B  Accumulating

C  Channeling

D  Sorting

E  Assorting

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

B  Retailers are already conveniently located where consumers shop.

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

D  The firm has limited financial resources.

E  All of these make indirect channels a better choice

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

B  Service firms often use direct-to-customer channels

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

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

A  Includes a retailer but not a wholesaler.

B  Eliminates almost all of the marketing functions

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

D  Is typical to reach final consumer markets.

A  Degree of market exposure desired

B  Geographic pricing policy

C  Type of physical distribution facilities

D  Type of channel of distribution

E  Type of intermediaries / collaborators

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

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

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

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

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

A  True

B  False

A  Fads

B  New products

C  Continuous innovations

D  Discontinuous innovation

E  Second movers

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

B  Customers will always abandon the declining product immediately.

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

D    

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’s advantages are easy to communicate.

C  The product is easy to use.

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

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

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

B  Price and Promotion are more important than Place and Product

C  Large profits are typical – until competition arrives.

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  Mismanaged budgets

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

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

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

B  Invest in that company stock.

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 growth

B  Sales decline

C  Market extinction

D  Market immaturity

E  Market introduction

A  Market maturity

B  Market penetration

C  Market introduction

D  Market growth

E  Sales decline

A  Need adequate representation near similar products.

B  Need widespread distribution at low cost.

C  Need enough exposure to facilitate price comparisons.

D  Need widespread distribution near probable points of sale.

E  Can have limited availability.

A  Convenience products

B  Comparison products

C  Unsought products

D  Homogeneous shopping products

E  Heterogeneous shopping products

A  Band Aids

B  House paint

C  Laptop computer

D  Car tires

E  Life insurance

A  Shopping products

B  Specialty products

C  Imitation products

D  Unsought products

E  Convenience products

A  True

B  False

A  Can make a product easier or safer to use.

B  Can make products easier to handle and display.

C  Can lower distribution costs.

D  All of these alternatives are correct.

E  Can be an important promotional tool.

A  National

B  Local

C  Blue-label

D  Regional

E  Private

A  The owner does not renew the registration each year.

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 register it under the Lakemore Act

A  Brand positioning

B  Brand reference

C  Brand equity

D  Brand identity

E  Brand preference

A  Brand establishment

B  Brand positioning

C  Brand preference

D  Brand recognition

E  Brand understanding

A  Economies of scale in production.

B  Dependable and widespread availability.

C  Favorable shelf locations are available.

D  The product offers superior customer value.

E    

F  Product quality fluctuates due to variations in raw materials.

A  Disliking

B  Tolerance

C  Demand

D  Trust

E  Mistrust

A  Individual products

B  Product assortment

C  Product phases

D  Marketing mix assortment

A  Are intangible.

B  All of these choices are correct.

C  Are perishable.

D  Are not easy to store.

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

A  A physical good with all its related features.

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