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  Profit-sharing

B  Combination plan

C  Straight commission

D  Straight salary

E  Tax deductions

A  CSUN faculty

B  Technical specialists

C  Missionary salespeople

D  Order takers

E  UCLA faculty

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

B  Order-taking, missionary selling, order-getting

C  order-taking, supporting, order-getting

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

A  Product management

B  Personal selling

C  Administrative overhead

D  Publicity

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

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

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

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

A  Pulling

B  Encoding

C  Deocding

D  AIDA

E  Pushing

A  Pushing

B  Pulling

C  AIDA

D  Encoding

E  Decoding

A  Delayed-response

B  Indirect-response

C  Latent-response

D  Laggard-response

E  Direct-response

A  Receiver

B  Message channel

C  Decoder

D  Source

E  Encoder

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

B  Source – Noise – Message channel – Receiver – Feedback

C  Source – Message channel – Decoding – Receiver – Feedback

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

A  Exposition

B  Encoding

C  Decoding

D  Transmutation

E  Recording

A  Interference

B  Noise

C  Resonance

D  Static

E  Clutter

A  Awareness, Interest, Demand, Action

B  Attention, Internalization, Decision, Action

C  Attention, Interest, Desire, Action

D  Action, Interest, Desire, Acceptance

A  Integrated marketing communications

B  Integrated promotional marketing

C  Sales management communications

D  Sales promotion communications

E  Integrated sales promotions

A  The CSUN Sundial

B  Public relations

C  Consumer branding

D  Sales promotion

E  Consumer advertising

A  Coupons

B  Sales meetings

C  Merchandising aids

D  Sales contests

E  Training materials

A  Advertising

B  Publicity

C  Sales Promotion

D  Mass selling

E  Personal selling

A  Any or all of these is correct.

B  Intermediaries

C  A company’s own sales force

D  Final consumers or users

A  Is mass selling that avoids paying media costs.

B  Is more expensive than all other promotion methods.

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

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 the only form of mass selling.

D  Is also called “sales promotion.”

E  Involves direct spoken communication between sellers and potential customers.

A  Is indirect spoken communication between buyers and sellers.

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

C  Gets immediate feedback from consumers.

D  Is indirect written communication between buyers and sellers.

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

A    

B  Sales promotion

C  Publicity

D  Introductory price dealing

E  Personal selling

F  Advertising

A  Manufacturers’ agent

B  Rack jobber

C  Specialty wholesaler

D  Broker

E  Cash-and-carry wholesaler

A  A person from another planet

B  An agent wholesaler

C  A rack jobber

D  A drop-shipper

E  A service (merchant) wholesaler

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

B  Are more aggressive at selling than agent wholesalers.

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

D  Offer fewer wholesaling functions.

A  Retailing strategy

B  Scrambled merchandising

C  The wheel of retailing

D  The retail life cycle

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

B  Central stocking from multiple channels.

C  Scrambled merchandising

D  Utilizing attack dogs in store.

A  Shop-hopping

B  Showrooming

C  Arbitrage

D  Integrating

E  Baiting

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

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

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

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  Home Depot (for retail category: Home improvements)

E  Best Buy (for retail category: Home Electronics)

A  Department stores

B  Supercenters

C  Mass merchandisers

D    

E  Specialty stores

F  General stores

A  Focuses on increasing sales and speeding turnover by lowering prices

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

C  Suggests aiming at small but profitable target markets

D  Stresses the need for conventional stores

A  Hypermarket

B  Mass-merchandising shop

C  General store

D  Specialty shop

E  Department store

A  Reflecting a wide price range

B  Seldom building good relationships with customers

C  Including a wide assortment

D  A small range of one specific type of product

E    

F  Popular products at low prices to get fast turnover

A  Place

B  Product

C  Price

D  Promotion

A  Product

B  Place

C  Price

D  Promotion

A  Special orders

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

C  Advice from salesclerks

D  Quality

E  A particular assortmenet of goods and services.

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

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

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

D  Emotional needs are more important than economic 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  Retailing involves selling to other merchants and wholesaling does not.

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

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

D  Increase storing costs

A  Sorting of goods mid-shipment

B  Placing products on transport vehicles

C  Regrouping of products in transit

D  Long-term storage of inventory before shipping

E  Moving products to loading docks

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

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

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  EDI

B  PD concept

C  Piggyback

D  Containerization

E  Just In Time (JIT)

A  Distribution point

B  Supply chain

C  Modal transportation hub

D  Private warehouse system

A  Short-order lead times

B  Infrequent truck deliveries

C  E-commerce order systems

D  Small truck deliveries

E  Facilities near its customers

A  Physical distribution

B  PERT

C  Product-market

D  Distribution center

E  Unique Marketing

A  Prices to charge for delivery.

B  Storage of goods.

C  Handling of goods.

D  Transporting of goods.

E  A distribution service level.

A  Corporate

B  Vertical

C  Horizontal

D  Traditional

E  Contractual

A  Contractual

B  Vertical

C  Horizontal

D  Administered

E  Corporate

A  Channeling

B  Accumulating

C  Assorting

D  Bulk-breaking

E  Sorting

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

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

C  Retailers are already conveniently located where consumers shop.

D  All of these make indirect channels a better choice

E  The firm has limited financial resources.

A  Service firms often use direct-to-customer channels

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

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

D  Eliminates almost all of the marketing functions

A  Degree of market exposure desired

B  Type of channel of distribution

C  Type of intermediaries / collaborators

D  Type of physical distribution facilities

E  Geographic pricing policy

A  Commercialization, idea generation, idea evaluation, screening, development

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

C  Development, idea generation, screening, commercialization, idea evaluation

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

E  Screening, idea generation, idea evaluation, development, commercialization

A  False

B  True

A  Fads

B  New products

C  Discontinuous innovation

D  Continuous innovations

E  Second movers

A    

B  Customers will always abandon the declining product immediately.

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

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

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

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

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

E  The product is easy to use.

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

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

C  Price and Promotion are more important than Place and Product

D  Large profits are typical – until competition arrives.

A  Declining sales and declining costs

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

C  Declining sales

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

E  Mismanaged budgets

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

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  Invest in that company stock.

A  Sales decline

B  Market introduction

C  Market extinction

D  Market growth

E  Market immaturity

A  Market penetration

B  Market growth

C  Sales decline

D  Market introduction

E  Market maturity

A  Can have limited availability.

B  Need adequate representation near similar products.

C  Need enough exposure to facilitate price comparisons.

D  Need widespread distribution near probable points of sale.

E  Need widespread distribution at low cost.

A  Unsought products

B  Homogeneous shopping products

C  Convenience products

D  Comparison products

E  Heterogeneous shopping products

A  Band Aids

B  House paint

C  Laptop computer

D  Car tires

E  Life insurance

A  Specialty products

B  Convenience products

C  Imitation products

D  Unsought products

E  Shopping products

A  True

B  False

A  Can be an important promotional tool.

B  Can make a product easier or safer to use.

C  Can make products easier to handle and display.

D  Can lower distribution costs.

E  All of these alternatives are correct.

A  Local

B  National

C  Regional

D  Private

E  Blue-label

A  All of these alternatives are correct

B  It is sold in international markets.

C  It becomes a common descriptive word for the product.

D  The owner does not renew the registration each year.

E  The owner does not register it under the Lakemore Act

A  Brand positioning

B  Brand equity

C  Brand reference

D  Brand identity

E  Brand preference

A  Brand preference

B  Brand establishment

C  Brand recognition

D  Brand understanding

E  Brand positioning

A  The product offers superior customer value.

B  Economies of scale in production.

C  Dependable and widespread availability.

D  Favorable shelf locations are available.

E  Product quality fluctuates due to variations in raw materials.

F    

A  Disliking

B  Demand

C  Tolerance

D  Mistrust

E  Trust

A  Individual products

B  Product phases

C  Product assortment

D  Marketing mix assortment

A  Are not easy to store.

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

C  All of these choices are correct.

D  Are intangible.

E  Are perishable.

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

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

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

D  The entire physical output of a firm.

E  A physical good with all its related features.