Test 2

A  Routinely complete sales made regularly to target customers

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

C  Usually handle adjustments or complaints

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

A  Combination plan

B  Straight commission

C  Straight salary

D  Profit-sharing

E  Tax deductions

A  Missionary salespeople

B  Technical specialists

C  UCLA faculty

D  Order takers

E  CSUN faculty

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  Product management

B  Personal selling

C  Publicity

D  Administrative overhead

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

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

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

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

A  AIDA

B  Deocding

C  Pushing

D  Encoding

E  Pulling

A  Pulling

B  Decoding

C  Pushing

D  AIDA

E  Encoding

A  Latent-response

B  Direct-response

C  Delayed-response

D  Laggard-response

E  Indirect-response

A  Message channel

B  Receiver

C  Encoder

D  Source

E  Decoder

A  Source – Noise – Message channel – Receiver – Feedback

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

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

D  Source – Message channel – Decoding – Receiver – Feedback

A  Recording

B  Exposition

C  Decoding

D  Transmutation

E  Encoding

A  Noise

B  Resonance

C  Clutter

D  Static

E  Interference

A  Awareness, Interest, Demand, Action

B  Attention, Interest, Desire, Action

C  Attention, Internalization, Decision, Action

D  Action, Interest, Desire, Acceptance

A  Integrated promotional marketing

B  Sales promotion communications

C  Sales management communications

D  Integrated sales promotions

E  Integrated marketing communications

A  Consumer branding

B  The CSUN Sundial

C  Sales promotion

D  Consumer advertising

E  Public relations

A  Training materials

B  Sales meetings

C  Coupons

D  Merchandising aids

E  Sales contests

A  Mass selling

B  Sales Promotion

C  Publicity

D  Personal selling

E  Advertising

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  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 the only form of mass selling.

D  Is also called “sales promotion.”

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

A  Is indirect spoken communication between buyers and sellers.

B  Gets immediate feedback from consumers.

C  Is indirect written communication between buyers and sellers.

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

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

A  Introductory price dealing

B    

C  Sales promotion

D  Publicity

E  Personal selling

F  Advertising

A  Rack jobber

B  Manufacturers’ agent

C  Broker

D  Cash-and-carry wholesaler

E  Specialty wholesaler

A  A rack jobber

B  A drop-shipper

C  A service (merchant) wholesaler

D  A person from another planet

E  An agent 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  Retailing strategy

B  The wheel of retailing

C  The retail life cycle

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  Baiting

B  Showrooming

C  Arbitrage

D  Shop-hopping

E  Integrating

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

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

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  IKEA (for retail category: Low-priced furniture)

B  PetSmart (for retail category: Pet supplies)

C  Best Buy (for retail category: Home Electronics)

D  Home Depot (for retail category: Home improvements)

E  All of these are “category killers.”

A  Supercenters

B    

C  Mass merchandisers

D  Department stores

E  Specialty stores

F  General stores

A  Stresses the need for conventional stores

B  Suggests aiming at small but profitable target markets

C  Focuses on increasing sales and speeding turnover by lowering prices

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

A  Department store

B  Specialty shop

C  Mass-merchandising shop

D  General store

E  Hypermarket

A  Including a wide assortment

B  Seldom building good relationships with customers

C  Popular products at low prices to get fast turnover

D  Reflecting a wide price range

E    

F  A small range of one specific type of product

A  Promotion

B  Place

C  Product

D  Price

A  Product

B  Price

C  Place

D  Promotion

A  Advice from salesclerks

B  Quality

C  Special orders

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

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 high – about three-fourths fail during first year.

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

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

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

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

D  Technology is more important in wholesaling than in retailing.

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

B  Are the same as public warehouses.

C  Increase storing costs

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  Placing products on transport vehicles

E  Moving products to loading docks

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

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

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

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

A  Containerization

B  Piggyback

C  Just In Time (JIT)

D  EDI

E  PD concept

A  Modal transportation hub

B  Private warehouse system

C  Distribution point

D  Supply chain

A  E-commerce order systems

B  Facilities near its customers

C  Small truck deliveries

D  Infrequent truck deliveries

E  Short-order lead times

A  Distribution center

B  PERT

C  Unique Marketing

D  Physical distribution

E  Product-market

A  Storage of goods.

B  Handling of goods.

C  Transporting of goods.

D  A distribution service level.

E  Prices to charge for delivery.

A  Corporate

B  Traditional

C  Vertical

D  Contractual

E  Horizontal

A  Corporate

B  Contractual

C  Vertical

D  Horizontal

E  Administered

A  Sorting

B  Assorting

C  Accumulating

D  Channeling

E  Bulk-breaking

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

B  Retailers are already conveniently located where consumers shop.

C  The firm has limited financial resources.

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

E  All of these make indirect channels a better choice

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

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

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

D  Service firms often use direct-to-customer channels

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

B  Is typical to reach final consumer markets.

C  Eliminates almost all of the marketing functions

D  Includes a retailer but not a wholesaler.

A  Type of physical distribution facilities

B  Type of intermediaries / collaborators

C  Type of channel of distribution

D  Geographic pricing policy

E  Degree of market exposure desired

A  Screening, idea generation, idea evaluation, development, commercialization

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

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

D  Development, idea generation, screening, commercialization, idea evaluation

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  Customers will always abandon the declining product immediately.

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

C    

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

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

A  The product is easy to use.

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’s advantages are easy to communicate.

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  Mismanaged budgets

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

C  Declining sales and declining costs

D  Declining sales

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

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 growth

C  Market introduction

D  Market immaturity

E  Sales decline

A  Market penetration

B  Market maturity

C  Sales decline

D  Market introduction

E  Market growth

A  Need adequate representation near similar products.

B  Can have limited availability.

C  Need enough exposure to facilitate price comparisons.

D  Need widespread distribution at low cost.

E  Need widespread distribution near probable points of sale.

A  Convenience products

B  Homogeneous shopping products

C  Unsought products

D  Heterogeneous shopping products

E  Comparison products

A  House paint

B  Band Aids

C  Life insurance

D  Car tires

E  Laptop computer

A  Convenience products

B  Imitation products

C  Shopping products

D  Specialty products

E  Unsought products

A  False

B  True

A  Can be an important promotional tool.

B  All of these alternatives are correct.

C  Can lower distribution costs.

D  Can make a product easier or safer to use.

E  Can make products easier to handle and display.

A  National

B  Private

C  Local

D  Regional

E  Blue-label

A  The owner does not register it under the Lakemore Act

B  The owner does not renew the registration each year.

C  It becomes a common descriptive word for the product.

D  It is sold in international markets.

E  All of these alternatives are correct

A  Brand equity

B  Brand reference

C  Brand preference

D  Brand positioning

E  Brand identity

A  Brand recognition

B  Brand understanding

C  Brand positioning

D  Brand establishment

E  Brand preference

A  Dependable and widespread availability.

B  The product offers superior customer value.

C  Favorable shelf locations are available.

D    

E  Economies of scale in production.

F  Product quality fluctuates due to variations in raw materials.

A  Mistrust

B  Trust

C  Disliking

D  Demand

E  Tolerance

A  Individual products

B  Marketing mix assortment

C  Product assortment

D  Product phases

A  Are not easy to store.

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

C  Are intangible.

D  All of these choices are correct.

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

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