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  Routinely complete sales made regularly to target customers

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

A  Straight commission

B  Straight salary

C  Tax deductions

D  Profit-sharing

E  Combination plan

A  Technical specialists

B  UCLA faculty

C  Order takers

D  Missionary salespeople

E  CSUN faculty

A  order-taking, supporting, order-getting

B  Order-taking, missionary selling, order-getting

C  order-taking, order-managing, order-getting

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

A  Personal selling

B  Product management

C  Publicity

D  Administrative overhead

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

B  Early adopters, Innovators, Laggards, Early Majority, Late Majority

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

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

A  Pulling

B  Deocding

C  Pushing

D  Encoding

E  AIDA

A  Decoding

B  AIDA

C  Pushing

D  Pulling

E  Encoding

A  Indirect-response

B  Direct-response

C  Latent-response

D  Laggard-response

E  Delayed-response

A  Receiver

B  Message channel

C  Decoder

D  Encoder

E  Source

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  Encoding

B  Transmutation

C  Exposition

D  Recording

E  Decoding

A  Interference

B  Resonance

C  Clutter

D  Static

E  Noise

A  Action, Interest, Desire, Acceptance

B  Awareness, Interest, Demand, Action

C  Attention, Internalization, Decision, Action

D  Attention, Interest, Desire, Action

A  Integrated marketing communications

B  Integrated promotional marketing

C  Sales management communications

D  Sales promotion communications

E  Integrated sales promotions

A  Consumer advertising

B  The CSUN Sundial

C  Consumer branding

D  Public relations

E  Sales promotion

A  Merchandising aids

B  Sales meetings

C  Coupons

D  Training materials

E  Sales contests

A  Publicity

B  Advertising

C  Mass selling

D  Personal selling

E  Sales Promotion

A  Intermediaries

B  A company’s own sales force

C  Any or all of these is correct.

D  Final consumers or users

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  Involves direct spoken communication between sellers and potential customers.

B  Is the only form of mass selling.

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

D  Is also called “sales promotion.”

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 written communication between buyers and sellers.

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

D  Is indirect spoken communication between buyers and sellers.

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

A  Personal selling

B  Introductory price dealing

C  Sales promotion

D    

E  Advertising

F  Publicity

A  Specialty wholesaler

B  Manufacturers’ agent

C  Broker

D  Rack jobber

E  Cash-and-carry wholesaler

A  A person from another planet

B  A drop-shipper

C  A service (merchant) wholesaler

D  An agent wholesaler

E  A rack jobber

A  Are more aggressive at selling than agent wholesalers.

B  Offer fewer wholesaling functions.

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

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

A  The retail life cycle

B  Retailing strategy

C  Scrambled merchandising

D  The wheel of retailing

A  Scrambled merchandising

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

C  Utilizing attack dogs in store.

D  Central stocking from multiple channels.

A  Arbitrage

B  Showrooming

C  Shop-hopping

D  Integrating

E  Baiting

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

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

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

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

A  Best Buy (for retail category: Home Electronics)

B  Home Depot (for retail category: Home improvements)

C  All of these are “category killers.”

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

E  PetSmart (for retail category: Pet supplies)

A  Department stores

B  Supercenters

C  Specialty stores

D  Mass merchandisers

E    

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  Stresses the need for conventional stores

D  Suggests aiming at small but profitable target markets

A  Mass-merchandising shop

B  General store

C  Hypermarket

D  Specialty shop

E  Department store

A  Reflecting a wide price range

B  A small range of one specific type of product

C    

D  Popular products at low prices to get fast turnover

E  Including a wide assortment

F  Seldom building good relationships with customers

A  Promotion

B  Price

C  Place

D  Product

A  Place

B  Product

C  Price

D  Promotion

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

B  Advice from salesclerks

C  Special orders

D  Quality

E  A particular assortmenet of goods and services.

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

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

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

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

A  Technology is more important in wholesaling than in retailing.

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

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

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

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

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

C  Increase storing costs

D  Are the same as public warehouses.

A  Placing products on transport vehicles

B  Regrouping of products in transit

C  Long-term storage of inventory before shipping

D  Moving products to loading docks

E  Sorting of goods mid-shipment

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

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

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

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

A  Piggyback

B  Just In Time (JIT)

C  Containerization

D  PD concept

E  EDI

A  Supply chain

B  Private warehouse system

C  Distribution point

D  Modal transportation hub

A  Infrequent truck deliveries

B  Facilities near its customers

C  Short-order lead times

D  E-commerce order systems

E  Small truck deliveries

A  PERT

B  Physical distribution

C  Unique Marketing

D  Distribution center

E  Product-market

A  A distribution service level.

B  Handling of goods.

C  Prices to charge for delivery.

D  Storage of goods.

E  Transporting of goods.

A  Contractual

B  Horizontal

C  Traditional

D  Vertical

E  Corporate

A  Contractual

B  Corporate

C  Administered

D  Horizontal

E  Vertical

A  Channeling

B  Assorting

C  Sorting

D  Bulk-breaking

E  Accumulating

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

B  The product is a consumer product instead of a business 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  Most consumer products are sold via direct-to-customer channels.

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

C  Many Business 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  Includes a retailer but not a wholesaler.

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

A  Geographic pricing policy

B  Type of channel of distribution

C  Type of intermediaries / collaborators

D  Type of physical distribution facilities

E  Degree of market exposure desired

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

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

C  Screening, idea generation, idea evaluation, development, commercialization

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

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

A  True

B  False

A  Discontinuous innovation

B  Fads

C  New products

D  Second movers

E  Continuous innovations

A  Customers will always abandon the declining product immediately.

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

C    

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

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

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

B  The product is easy to use.

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

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

E  The product’s advantages are easy to communicate.

A  Price and Promotion are more important than Place and Product

B  Large profits are typical – until competition arrives.

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

B  Mismanaged budgets

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

D  Declining sales

E  Declining sales and declining costs

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  Invest in that company stock.

D  Sue the firm for creating the product innovation.

A  Sales decline

B  Market extinction

C  Market introduction

D  Market immaturity

E  Market growth

A  Market penetration

B  Market growth

C  Market introduction

D  Sales decline

E  Market maturity

A  Need widespread distribution at low cost.

B  Need adequate representation near similar products.

C  Need enough exposure to facilitate price comparisons.

D  Can have limited availability.

E  Need widespread distribution near probable points of sale.

A  Homogeneous shopping products

B  Unsought products

C  Comparison products

D  Convenience products

E  Heterogeneous shopping products

A  Life insurance

B  House paint

C  Laptop computer

D  Car tires

E  Band Aids

A  Imitation products

B  Shopping products

C  Unsought products

D  Specialty products

E  Convenience products

A  False

B  True

A  Can make products easier to handle and display.

B  Can lower distribution costs.

C  Can be an important promotional tool.

D  Can make a product easier or safer to use.

E  All of these alternatives are correct.

A  Blue-label

B  Regional

C  Local

D  National

E  Private

A  The owner does not register it under the Lakemore Act

B  The owner does not renew the registration each year.

C  It is sold in international markets.

D  All of these alternatives are correct

E  It becomes a common descriptive word for the product.

A  Brand reference

B  Brand preference

C  Brand identity

D  Brand positioning

E  Brand equity

A  Brand positioning

B  Brand preference

C  Brand establishment

D  Brand understanding

E  Brand recognition

A  Favorable shelf locations are available.

B  Product quality fluctuates due to variations in raw materials.

C    

D  Economies of scale in production.

E  Dependable and widespread availability.

F  The product offers superior customer value.

A  Mistrust

B  Trust

C  Tolerance

D  Disliking

E  Demand

A  Product assortment

B  Product phases

C  Individual products

D  Marketing mix assortment

A  Are not easy to store.

B  Are perishable.

C  All of these choices are correct.

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

E  Are intangible.

A  A physical good with all its related features.

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

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

D  The entire physical output of a firm.

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