Test 2

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

B  Usually handle adjustments or complaints

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

D  Routinely complete sales made regularly to target customers

A  Combination plan

B  Profit-sharing

C  Tax deductions

D  Straight salary

E  Straight commission

A  Technical specialists

B  UCLA faculty

C  Order takers

D  Missionary salespeople

E  CSUN 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  Administrative overhead

B  Personal selling

C  Publicity

D  Product management

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

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

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

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

A  Encoding

B  Pushing

C  Deocding

D  Pulling

E  AIDA

A  AIDA

B  Encoding

C  Pushing

D  Pulling

E  Decoding

A  Latent-response

B  Delayed-response

C  Laggard-response

D  Indirect-response

E  Direct-response

A  Message channel

B  Encoder

C  Decoder

D  Source

E  Receiver

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

B  Source – Message channel – Decoding – Receiver – Feedback

C  Source – Noise – Message channel – Receiver – Feedback

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

A  Exposition

B  Recording

C  Decoding

D  Encoding

E  Transmutation

A  Resonance

B  Interference

C  Static

D  Clutter

E  Noise

A  Attention, Internalization, Decision, Action

B  Action, Interest, Desire, Acceptance

C  Awareness, Interest, Demand, Action

D  Attention, Interest, Desire, Action

A  Integrated marketing communications

B  Integrated promotional marketing

C  Sales promotion communications

D  Sales management communications

E  Integrated sales promotions

A  Public relations

B  Consumer branding

C  Sales promotion

D  Consumer advertising

E  The CSUN Sundial

A  Training materials

B  Merchandising aids

C  Sales meetings

D  Sales contests

E  Coupons

A  Publicity

B  Advertising

C  Sales Promotion

D  Personal selling

E  Mass selling

A  Final consumers or users

B  A company’s own sales force

C  Any or all of these is correct.

D  Intermediaries

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

B  Is mass selling that avoids paying media costs.

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

D  Is more expensive than all other promotion methods.

A  Involves direct spoken communication between sellers and potential customers.

B  Is also called “sales promotion.”

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

D  Is the only form of mass selling.

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

A  Gets immediate feedback from consumers.

B  Is indirect spoken communication between buyers and sellers.

C  Is indirect written communication between buyers and sellers.

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

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

A  Personal selling

B  Introductory price dealing

C  Publicity

D    

E  Advertising

F  Sales promotion

A  Rack jobber

B  Cash-and-carry wholesaler

C  Broker

D  Specialty wholesaler

E  Manufacturers’ agent

A  An agent wholesaler

B  A rack jobber

C  A service (merchant) wholesaler

D  A drop-shipper

E  A person from another planet

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

B  Offer fewer wholesaling functions.

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

D  Are more aggressive at selling than agent wholesalers.

A  The retail life cycle

B  Retailing strategy

C  The wheel of retailing

D  Scrambled merchandising

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

B  Utilizing attack dogs in store.

C  Central stocking from multiple channels.

D  Scrambled merchandising

A  Arbitrage

B  Integrating

C  Shop-hopping

D  Showrooming

E  Baiting

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

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

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

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

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  General stores

B  Supercenters

C  Mass merchandisers

D    

E  Department stores

F  Specialty 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  Specialty shop

B  General store

C  Department store

D  Mass-merchandising shop

E  Hypermarket

A  Reflecting a wide price range

B  A small range of one specific type of product

C  Popular products at low prices to get fast turnover

D  Including a wide assortment

E    

F  Seldom building good relationships with customers

A  Place

B  Price

C  Product

D  Promotion

A  Price

B  Promotion

C  Product

D  Place

A  Quality

B  Advice from salesclerks

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

D  Special orders

E  A particular assortmenet of goods and services.

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  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 other merchants and wholesaling does not.

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

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  Moving products to loading docks

B  Placing products on transport vehicles

C  Long-term storage of inventory before shipping

D  Regrouping of products in transit

E  Sorting of goods mid-shipment

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  EDI

B  Piggyback

C  PD concept

D  Just In Time (JIT)

E  Containerization

A  Distribution point

B  Modal transportation hub

C  Supply chain

D  Private warehouse system

A  Small truck deliveries

B  E-commerce order systems

C  Infrequent truck deliveries

D  Short-order lead times

E  Facilities near its customers

A  Physical distribution

B  Unique Marketing

C  Product-market

D  PERT

E  Distribution center

A  Transporting of goods.

B  Prices to charge for delivery.

C  A distribution service level.

D  Handling of goods.

E  Storage of goods.

A  Vertical

B  Corporate

C  Traditional

D  Horizontal

E  Contractual

A  Corporate

B  Horizontal

C  Vertical

D  Contractual

E  Administered

A  Accumulating

B  Assorting

C  Channeling

D  Sorting

E  Bulk-breaking

A  The firm has limited financial resources.

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

C  Retailers are already conveniently located where consumers shop.

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  Many Business Products are sold via 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  Service firms often use direct-to-customer channels

A  Is typical to reach final consumer markets.

B  Eliminates almost all of the marketing functions

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

D  Includes a retailer but not a wholesaler.

A  Type of channel of distribution

B  Geographic pricing policy

C  Type of intermediaries / collaborators

D  Degree of market exposure desired

E  Type of physical distribution facilities

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

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

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

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

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

A  False

B  True

A  Continuous innovations

B  Discontinuous innovation

C  Fads

D  Second movers

E  New products

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

B    

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  Customers will always abandon the declining product immediately.

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

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

C  The product’s advantages are easy to communicate.

D  The product is compatible with the values and experiences of target customers.

E  The product is easy to use.

A  Large profits are typical – until competition arrives.

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  Money is invested – in the hope of future profits.

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

B  Declining sales and declining costs

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

D  Mismanaged budgets

E  Declining sales

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  Sales decline

B  Market extinction

C  Market growth

D  Market introduction

E  Market immaturity

A  Market introduction

B  Market penetration

C  Market maturity

D  Sales decline

E  Market growth

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  Convenience products

B  Comparison products

C  Heterogeneous shopping products

D  Homogeneous shopping products

E  Unsought products

A  Laptop computer

B  Band Aids

C  Car tires

D  House paint

E  Life insurance

A  Convenience products

B  Unsought products

C  Specialty products

D  Imitation products

E  Shopping products

A  True

B  False

A  Can lower distribution costs.

B  All of these alternatives are correct.

C  Can make a product easier or safer to use.

D  Can make products easier to handle and display.

E  Can be an important promotional tool.

A  Regional

B  Private

C  Blue-label

D  Local

E  National

A  The owner does not renew the registration each year.

B  It is sold in international markets.

C  All of these alternatives are correct

D  It becomes a common descriptive word for the product.

E  The owner does not register it under the Lakemore Act

A  Brand equity

B  Brand positioning

C  Brand reference

D  Brand identity

E  Brand preference

A  Brand understanding

B  Brand preference

C  Brand recognition

D  Brand positioning

E  Brand establishment

A  Favorable shelf locations are available.

B  Dependable and widespread availability.

C    

D  Economies of scale in production.

E  The product offers superior customer value.

F  Product quality fluctuates due to variations in raw materials.

A  Disliking

B  Mistrust

C  Tolerance

D  Trust

E  Demand

A  Marketing mix assortment

B  Product phases

C  Individual products

D  Product assortment

A  Are not easy to store.

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

C  Are perishable.

D  Are intangible.

E  All of these choices are correct.

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

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

C  A physical good with all its related features.

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

E  The entire physical output of a firm.