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  Usually handle adjustments or complaints

D  Routinely complete sales made regularly to target customers

A  Straight salary

B  Tax deductions

C  Combination plan

D  Straight commission

E  Profit-sharing

A  Missionary salespeople

B  Order takers

C  UCLA faculty

D  CSUN faculty

E  Technical specialists

A  order-taking, order-managing, order-getting

B  Order-taking, missionary selling, order-getting

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

D  order-taking, supporting, order-getting

A  Publicity

B  Administrative overhead

C  Product management

D  Personal selling

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

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

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

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

A  AIDA

B  Deocding

C  Pushing

D  Encoding

E  Pulling

A  Pushing

B  Pulling

C  Decoding

D  Encoding

E  AIDA

A  Delayed-response

B  Direct-response

C  Latent-response

D  Laggard-response

E  Indirect-response

A  Decoder

B  Receiver

C  Encoder

D  Message channel

E  Source

A  Source – Noise – Message channel – Receiver – Feedback

B  Source – Message channel – Decoding – Receiver – Feedback

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

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

A  Exposition

B  Transmutation

C  Encoding

D  Recording

E  Decoding

A  Static

B  Noise

C  Interference

D  Clutter

E  Resonance

A  Attention, Internalization, Decision, Action

B  Action, Interest, Desire, Acceptance

C  Attention, Interest, Desire, Action

D  Awareness, Interest, Demand, Action

A  Integrated sales promotions

B  Sales promotion communications

C  Integrated marketing communications

D  Sales management communications

E  Integrated promotional marketing

A  Sales promotion

B  Consumer branding

C  Public relations

D  The CSUN Sundial

E  Consumer advertising

A  Merchandising aids

B  Sales meetings

C  Training materials

D  Coupons

E  Sales contests

A  Sales Promotion

B  Publicity

C  Advertising

D  Personal selling

E  Mass selling

A  Any or all of these is correct.

B  Intermediaries

C  Final consumers or users

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

B  Is also called “sales promotion.”

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

D  Is the only form of mass selling.

E  Involves direct spoken communication between sellers and potential customers.

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

B  Gets immediate feedback from consumers.

C  Is indirect spoken communication between buyers and sellers.

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

E  Is indirect written communication between buyers and sellers.

A  Sales promotion

B  Advertising

C  Publicity

D    

E  Introductory price dealing

F  Personal selling

A  Manufacturers’ agent

B  Cash-and-carry wholesaler

C  Rack jobber

D  Broker

E  Specialty wholesaler

A  A rack jobber

B  A drop-shipper

C  A person from another planet

D  A service (merchant) wholesaler

E  An agent wholesaler

A  Are more aggressive at selling than agent wholesalers.

B  Offer fewer wholesaling functions.

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

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

A  The wheel of retailing

B  Retailing strategy

C  Scrambled merchandising

D  The retail life cycle

A  Central stocking from multiple channels.

B  Scrambled merchandising

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

D  Utilizing attack dogs in store.

A  Showrooming

B  Integrating

C  Arbitrage

D  Shop-hopping

E  Baiting

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

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

A  All of these are “category killers.”

B  PetSmart (for retail category: Pet supplies)

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

D  Home Depot (for retail category: Home improvements)

E  Best Buy (for retail category: Home Electronics)

A  General stores

B  Specialty stores

C  Mass merchandisers

D    

E  Supercenters

F  Department stores

A  Focuses on increasing sales and speeding turnover by lowering prices

B  Stresses the need for conventional stores

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

D  Suggests aiming at small but profitable target markets

A  General store

B  Mass-merchandising shop

C  Department store

D  Hypermarket

E  Specialty shop

A  Seldom building good relationships with customers

B  Including a wide assortment

C    

D  Popular products at low prices to get fast turnover

E  Reflecting a wide price range

F  A small range of one specific type of product

A  Promotion

B  Price

C  Place

D  Product

A  Product

B  Promotion

C  Price

D  Place

A  Special orders

B  Advice from salesclerks

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

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

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

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

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

B  Technology is more important in wholesaling than in retailing.

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

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

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  Are the same as public warehouses.

D  Increase storing costs

A  Moving products to loading docks

B  Sorting of goods mid-shipment

C  Regrouping of products in transit

D  Placing products on transport vehicles

E  Long-term storage of inventory before shipping

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

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

A  Piggyback

B  Containerization

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  Short-order lead times

B  Small truck deliveries

C  Infrequent truck deliveries

D  Facilities near its customers

E  E-commerce order systems

A  Physical distribution

B  Distribution center

C  Unique Marketing

D  PERT

E  Product-market

A  Storage of goods.

B  Transporting of goods.

C  Handling of goods.

D  Prices to charge for delivery.

E  A distribution service level.

A  Horizontal

B  Vertical

C  Contractual

D  Traditional

E  Corporate

A  Corporate

B  Vertical

C  Administered

D  Contractual

E  Horizontal

A  Assorting

B  Channeling

C  Bulk-breaking

D  Accumulating

E  Sorting

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

B  All of these make indirect channels a better choice

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

D  Retailers are already conveniently located where consumers shop.

E  The firm has limited financial resources.

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

B  Service firms often use direct-to-customer channels

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

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

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  Type of intermediaries / collaborators

B  Type of channel of distribution

C  Type of physical distribution facilities

D  Geographic pricing policy

E  Degree of market exposure desired

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

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

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

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

E  Commercialization, idea generation, idea evaluation, screening, development

A  False

B  True

A  Discontinuous innovation

B  Continuous innovations

C  Second movers

D  Fads

E  New products

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

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

C  Customers will always abandon the declining product immediately.

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

E    

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 easy to use.

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

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

B  Large profits are typical – until competition arrives.

C  Price and Promotion are more important than Place and Product

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

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

B  Declining sales

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

D  Declining sales and declining costs

E  Mismanaged budgets

A  Invest heavily in R&D to pioneer a new innovative & different product of their own.

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

C  Sue the firm for creating the product innovation.

D  Invest in that company stock.

A  Market immaturity

B  Market growth

C  Market introduction

D  Market extinction

E  Sales decline

A  Market growth

B  Sales decline

C  Market penetration

D  Market maturity

E  Market introduction

A  Need widespread distribution near probable points of sale.

B  Need widespread distribution at low cost.

C  Need adequate representation near similar products.

D  Can have limited availability.

E  Need enough exposure to facilitate price comparisons.

A  Convenience products

B  Heterogeneous shopping products

C  Homogeneous shopping products

D  Comparison products

E  Unsought products

A  Laptop computer

B  Band Aids

C  House paint

D  Life insurance

E  Car tires

A  Specialty products

B  Imitation products

C  Shopping products

D  Convenience products

E  Unsought products

A  False

B  True

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  National

B  Local

C  Blue-label

D  Private

E  Regional

A  The owner does not renew the registration each year.

B  It is sold in international markets.

C  The owner does not register it under the Lakemore Act

D  All of these alternatives are correct

E  It becomes a common descriptive word for the product.

A  Brand preference

B  Brand reference

C  Brand identity

D  Brand equity

E  Brand positioning

A  Brand positioning

B  Brand preference

C  Brand understanding

D  Brand recognition

E  Brand establishment

A  Product quality fluctuates due to variations in raw materials.

B    

C  Favorable shelf locations are available.

D  Economies of scale in production.

E  Dependable and widespread availability.

F  The product offers superior customer value.

A  Trust

B  Tolerance

C  Demand

D  Mistrust

E  Disliking

A  Individual products

B  Marketing mix assortment

C  Product phases

D  Product assortment

A  Are perishable.

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

C  Are intangible.

D  Are not easy to store.

E  All of these choices are correct.

A  The entire physical output of a firm.

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  A physical good or service which offers potential customer satisfaction.