Final Exam MAR 255

Which of the following BEST describes the purpose of the customer insights​ team A. To develop new markets of customers for the company B. To represent the company to its customers C. To advertise new products to customer bases D. To create more value for customers E. To instruct other company departments in customer service

To create more value for customers

After recruiting and selecting salespeople, what is the next major step in sales force management? A - Designing sales force strategy and structure. B -Evaluating salespeople C -Training Salespeople D -Supervising Salespeople E -Compensating Salespeople

Training Salespeople

The seven - Step selling process takes a(n) approach to selling. In other worlds, its aim is to help salespeople close a specific sale with a customer. A. Value oriented B. Customer-oriented C. Transaction -oriented D. Profit -oriented E. Relationship-Oriented

Transaction -oriented

Which of the following statements about wholesaling is​ true? A. Wholesalers must make decisions regarding their marketing mix. B. Wholesalers do not need to differentiate themselves. C. Wholesalers do not need to define a target market. D. Wholesalers do not make positioning decisions. E. Wholesalers do not need to segment their markets.

Wholesalers must make decisions regarding their marketing mix.

To set its sales force​ size, a company can first group accounts into different classes according to​ size, account​ status, or other factors related to the amount of effort required to maintain the account. it them determines the number of salespeople needed to call on each class o accounts the desired number or times. This is called the ----- approach. A- Workload B- Field C - inside D - Complex E - Workforce

Workload

Competitive marketing intelligence is primarily responsible for​ _____________. A.implementing the research plan B.defining the problem C.the systematic collection and analysis of publicly available information D.developing the research plan E.using primary data over secondary

the systematic collection and analysis of publicly available information

One retail trend resulting from economic conditions is​ ________. A. tighter consumer spending B. the growth of social media retailing C. green retailing D. the rise of megaretailers E. ​pop-up stores

tighter consumer spending

Which of the following correctly describes the retail practice known as​ high-low pricing? A. ​High-low pricing means some products are priced high and others are priced low. B. ​High-low pricing means retailers charge an everyday low price. C. ​High-low pricing means retailers do not have to use promotions. D. ​High-low pricing means charging higher prices on an everyday​ basis, coupled with frequent sales and other price promotions. E. ​High-low pricing means the retailer does not have to run sales on selected items.

​High-low pricing means charging higher prices on an everyday​ basis, coupled with frequent sales and other price promotions.

Which of the following describes a​ just-in-time logistics​ system? A. ​Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations. B. ​Just-in-time logistics systems allow producers and retailers to carry large amounts of inventory. C. ​Just-in-time logistics systems ensure that new stock arrives at least one week before it is needed. D. ​Just-in-time logistics systems greatly increase​ inventory-carrying and​ inventory-handling costs. E. ​Just-in-time logistic systems eliminate the need for forecasting.

​Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations.

Under which type of system does the customer share​ real-time data on sales and current inventory levels with the​ supplier, and the supplier then takes full responsibility for managing inventories and​ deliveries? A. ​Vendor-managed inventory B. RFID C. Reverse logistics D. ​Just-in-time logistics E. Piggybacking

​Vendor-managed inventory

What are the four major functions of​ logistics? A. ​Retailing, inventory​ management, transportation, and logistics information management B. Inventory​ management, transportation,​ shipping, warehousing C. ​Warehousing, inventory​ management, retailing, logistics information management D. ​Warehousing, inventory​ management, transportation, logistics information management E. ​Warehousing, inventory​ management, transportation, retailing

​Warehousing, inventory​ management, transportation, logistics information management

At which step in the personal selling process does a salesperosn meet the customer for the first time? A- Prapproach B-Wualifying C-Approach D-Prospecting E-Presentation

Approach

Which of the following is an example of horizontal channel​ conflict? A. A consumer complaining to a retailer about the service he received. B. A retailer complaining about receiving damaged goods from a wholesaler. C. A Ford dealer complaining that another Ford dealer is advertising in its territory. D. A consumer complaining to a producer about the quality of a product. E. A retailer complaining about a​ producer's pricing.

A Ford dealer complaining that another Ford dealer is advertising in its territory.

What are the four elements of a compensation plan for salespeople? A - A fixed​ amount, a variable​ amount, stock ownership, and fringe benefits B-A fixed​ amount, a variable​ amount, expenses, and commission C- A fixed​ amount, a variable​ amount, expenses and fringe benefits D-A fixed​ amount, a variable​ amount, salary and commission E-A fixed​ amount, a variable​ amount, expenses and salary

A fixed​ amount, a variable​ amount, expenses and fringe benefits

What is the most common type of a contractual​ VMS? A. A franchise B. A supplier C. A wholesaler D. A channel intermediary E. A retailer

A franchise

What is​ MIS? A. An internal database B. customer insights team C. Competitive marketing intelligence D. A marketing information system E. Customer relationship management

A marketing information system

A colleague needs to collect descriptive data about his​ customer's attitudes. He has not done this type of research before. What research approach would you recommend to best suit this research​ project A.Secondary data B.An ethnographic study C.An experiment D.Observation E.A survey

A survey

________ is a geographic characteristic of market potential. A. Education B. Population age C. Country size D. Population growth E. Population size

Country size

The act of obtaining a desired object from someone by offering something in return is known as which of the​ following? A. An exchange B. A swap C. A trade D. A sale E. A barter

A. An exchange

Which of the following is NOT a product life cycle​ (PLC) stage? A. Commercialization B. Introduction C. Decline D. Growth E. Maturity

A. Commercialization

Which of the five characteristics identified in the text has an inverse relationship with an​ innovation's rate of​ adoption? As this characteristic​ increases, the rate of adoption is slower. A. Complexity B. Relative advantage C. Communicability D. Compatibility E. Divisibility

A. Complexity

​Craig's Craft Beer structures its company in such a way to encourage its most profitable older customers to remain loyal while also targeting a new generation of customers. What is​ Craig's Craft Beer attempting to​ build? A. Customer equity B. Partner relationships C. Customer loyalty D. Share of customer E. Customer lifetime value

A. Customer equity

Which of the following statements is true regarding oligopolistic​ competition? A. Each seller is alert and responsive to​ competitors' pricing strategies and marketing moves B. The market consists of many large sellers. C. Many buyers and sellers trade a uniform commodity. D. The market is dominated by one seller. E. The market consists of many buyers and sellers trading over a range of prices.

A. Each seller is alert and responsive to​ competitors' pricing strategies and marketing moves

A​ company's value chain is only as strong as its weakest link. What should a company do to properly gauge the strength of its links and continually​ improve? A. Examine the​ company's partner relationship management. B. Perform a​ growth-share matrix. C. Evaluate its value delivery network. D. Determine the​ company's proper marketing mix. E. Perform a SWOT analysis.

A. Examine the​ company's partner relationship management.

Byron Tied 2 Bowties groups its customers by regions in the United​ States, such as​ Midwest, Northeast, and Southwest. For each​ region, Byron Tied 2 Bowties creates a different set of advertisements and promotions. On which of the following segmentation variables does the firm divide its​ market? A. Geography B. Demographics C. Personality D. Benefits sought E. Behavior

A. Geography

The role of a​ company's marketing intermediaries is to do which of the​ following? A. Help the company​ find, promote,​ sell, and distribute products B. Determine which products a company should market C. Manage the​ company's human resources efforts D. Purchase the​ company's product E. Provide the resources needed by the company to produce goods and services

A. Help the company​ find, promote,​ sell, and distribute products

When a company engages in strategic​ planning, it must consider which of the​ following? A. How to take advantage of current business opportunities B. How to divide its assets among stockholders C. How to best market its products D. How to keep current businesses running smoothly E. How to make the most money possible during a fiscal year

A. How to take advantage of current business opportunities

Which of the following is a valid concern when it comes to the four​ Ps? A. It uses the​ seller's view of the market. B. It is not helpful for​ not-for-profit companies. C. It uses the​ buyer's view of the markets. D. It does not include packaging. E. It does not include services.

A. It uses the​ seller's view of the market.

​MorningLinks, Inc., makes breakfast sausages and has begun to use the​ slogan, "Start Your Day the Organic​ Way" to jump on the​ eco-friendly movement.​ Unfortunately, as soon as consumers discovered​ MorningLinks' not-so-organic​ ingredients, the company began to see a rapid decline in profits and customer loyalty. What was​ MorningLinks' mistake? A. MorningLinks did not deliver on the promise it made. B. MorningLinks did not properly differentiate its position. C. MorningLinks focused only on breakfast sausages instead of diversifying its product mix. D. ​MorningLinks' slogan was not catchy enough. E. MorningLinks failed to target the correct market segments.

A. MorningLinks did not deliver on the promise it made.

How do market demands relate to needs and​ wants? A. Needs are satisfied by​ wants, and buying power converts wants into demand. B. Demands result in customers needing and wanting a particular product. C. Needs and wants outweigh demands in the​ customer's mind. D. ​Needs, wants, and demands all describe the same state in the customer. E. Wants and demands are​ equivalent, and both satisfy needs at the same rate.

A. Needs are satisfied by​ wants, and buying power converts wants into demand.

Which of the following lists the five steps of the buyer decision process in the correct​ order? A. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior. B. Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and postpurchase behavior. C. Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and postpurchase behavior. D. Need​ recognition, evaluation of​ alternatives, information​ search, purchase​ decision, and postpurchase behavior. E. Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and postpurchase behavior.

A. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior.

For which service characteristic do marketers need to pay close attention to fluctuations in​ demand? A. Perishability B. Inseparability C. Intangibility D. Tangibility E. Variability

A. Perishability

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product? A. Personal sources B. Public sources C. Media sources D. The Internet E. Commercial sources

A. Personal sources

At which stage of the new product development process is a physical product first​ developed? A. Product development B. Test marketing C. Marketing strategy development D. Idea generation E. Concept development and testing

A. Product development

Which of the following statements is true regarding standardizing products for international​ markets? A. Standardization decreases product​ design, manufacturing, and marketing costs. B. Markets and consumers all over the world are​ alike, so a company should always standardize international products. C. Standardization helps a company develop a different image in different countries. D. Standardization ensures that products will succeed in foreign markets. E. Standardization increases product​ design, manufacturing, and marketing costs.

A. Standardization decreases product​ design, manufacturing, and marketing costs.

Which of the following is NOT a problem involving the natural environment that marketers need to​ consider? A. The aging U.S. population B. Government regulations C. Pollution D. Raw material shortages E. Greenhouse gases

A. The aging U.S. population

How does the microenvironment of a company differ from its​ macroenvironment? A. The microenvironment deals with the​ company, suppliers, marketing​ intermediaries, customer​ markets, competitors, and publics. B. The microenvironment affects a larger portion of the company than the macroenvironment. C. The microenvironment is​ company-based, whereas the macroenvironment is​ customer-based. D. The microenvironment deals with the big​ problem, whereas the macroenvironment deals with trivial problems. E. The microenvironment uses more financial resources than the macroenvironment.

A. The microenvironment deals with the​ company, suppliers, marketing​ intermediaries, customer​ markets, competitors, and publics.

What is the main problem that sellers suffering from marketing myopia​ face? A. They focus more on products than the​ customer's underlying need. B. They focus more on profit than the​ customer's benefit. C. They focus more on brand image than the quality. D. They focus on customer wants instead of demands. E. They focus more on the​ customer's experience than the product itself.

A. They focus more on products than the​ customer's underlying need.

What is MOST likely to cause a variation in​ customer-perceived value? A. The​ customer's opinion of what constitutes value B. The cost of advertising to the target market C. The popularity of a product to the customer D. The cost to produce a product E. The​ customer's satisfaction with a product

A. The​ customer's opinion of what constitutes value

The Fair Packaging and Labeling Act in the United States enforces laws for what​ reason? A. To protect consumers from fraudulent packaging and labeling B. To protect the environment from over pollution by companies C. To protect the interests of society against unrestrained business behavior D. To protect the public from the unethical actions of big business E. To control trade policies and regulations

A. To protect consumers from fraudulent packaging and labeling

Margaret has been invited to a fancy dinner party and wants to bring a good bottle of wine as a gift for the host. Since she does not know much about​ wine, she will likely use the price of the wines as​ ________. A. an indicator of quality B. a limited time offer C. an indicator of the cost of production D. an indicator of geographic pricing E. a type of segmented pricing

A. an indicator of quality

The value of customer relationships that a brand creates is called​ _______. A. customer equity B. brand differentiation C. brand equity D. customer value E. brand value

A. customer equity

Age, personality, buying​ style, and job position are​ ________ factors that can influence the business buying decision process. A. individual B. interpersonal C. organizational D. cultural E. economic

A. individual

Materials and​ parts, capital​ items, and supplies and services are groups of​ _____ products. A. industrial B. specialty C. convenience D. unsought E. shopping

A. industrial

Service marketing requires​ ________. This means that the service firm must orient and motivate its​ customer-contact employees and supporting service people to work as a team to provide customer satisfaction. A. internal marketing B. external marketing C. image differentiation D. the service firm to focus only on the customer E. interactive marketing

A. internal marketing

Toyota allows Scion buyers to customize their cars to meet their exact needs and preferences. This is an example of​ ____________. A. micromarketing B. differentiated marketing C. segmented marketing D. concentrated marketing E. undifferentiated marketing

A. micromarketing

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the​ ____________. A. order routine specification B. proposal solicitation C. general need description D. product specification E. supplier selection

A. order routine specification

If competitors cannot easily copy the benefit a company chooses to​ promote, that benefit is said to be​ _________. A. preemptive B. superior C. affordable D. distinctive E. profitable

A. preemptive

If a company adds a new product line to its existing​ portfolio, it has increased its​ _________. A. product mix width B. product mix depth C. product line length D. product mix consistency E. product support services

A. product mix width

Internal factors that affect pricing include​ ________. A. the​ company's overall marketing​ strategy, objectives, and marketing mix B. The nature of the​ market, demand, and the economy. C. The​ company's overall marketing​ strategy, objectives and the nature of the market D. The​ company's overall marketing​ strategy, the nature of the​ market, and demand. E. the​ company's overall marketing​ strategy, objectives and demand

A. the​ company's overall marketing​ strategy, objectives, and marketing mix

To create successful new​ products, a company must​ _______. A. understand its​ consumers, markets, and competitors and develop products that deliver superior value B. obtain successful products through acquisitions instead of doing internal development C. cut costs to keep the price of new products low D. spend more on​ R&D that its competitors E. focus their new product development efforts only on consumers

A. understand its​ consumers, markets, and competitors and develop products that deliver superior value

To exercise their social​ responsibility, many companies are linking themselves to what type of​ marketing? A. ​Cause-related B. Environmental C. Generational D. Intermediaries E. Technological

A. ​Cause-related

Question​ marks, cash​ cows, dogs, and stars are the four types of SBUs defined in which of the​ following? A. ​Growth-share matrix B. Value delivery network C. Market segmentation D. Product expansion grid E. SWOT analysis

A. ​Growth-share matrix

​New, premium movie theaters offer features such as online reserved​ seating, high-backed leather executive chairs with armrests and​ footrests, the latest in digital​ sound, super-wide​ screens, and other amenities for which they charge a higher price. This is an example of which type of​ pricing? A. ​Value-added pricing B. EDLP pricing C. ​High-low pricing D. Breakeven pricing E. ​Cost-plus pricing

A. ​Value-added pricing

The major cultural values of a society are expressed by​ _________. A. ​people's views of themselves and​ others, as well as their views of​ organizations, society,​ nature, and the universe B. ​people's views of organizations C. ​people's views of society D. ​people's views of the universe E. ​people's views of themselves

A. ​people's views of themselves and​ others, as well as their views of​ organizations, society,​ nature, and the universe

Channels often involve​ long-term commitments and companies have many alternatives. What type of criteria should be used if the company wants to keep the channel flexible so that it can respond to environmental​ changes? A. Sales criteria B. Adaptability criteria C. Profitability criteria D. Control criteria E. Investment criteria

Adaptability criteria

McDonald's operates the same basic​ fast-food look,​ layout, and operating model in its restaurants around the world but​ ________ its menu and design to local tastes. A. licenses B. directs C. adapts D. exports E. imports

Adapts

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this​ represent? A. Administered VMS B. Conventional distribution channel C. Franchise D. Contractual VMS E. Corporate VMS

Administered VMS

What is the first step in marketing channel​ design? A. Analyzing consumer needs. B. Evaluating major channel alternatives. C. Identifying the types of intermediaries to use. D. Setting channel objectives. E. Identifying the number of intermediaries to use.

Analyzing consumer needs.

Cupcakes by Cindy is attempting to gather information about its customers in order to improve its customer service. Which of the following is the BEST place for this company to start to develop an efficient​ MIS? A.Determine how to use the information gathered by market research. B.Assess the information needs of the company. C.Conduct surveys or focus groups to gather information. D.Analyze the information gathered in market research. E.Distribute necessary information to the marketing team.

Assess the information needs of the company

Which of the following correctly defines a​ product? A. A product is not a part of the overall market offering. B. A product is anything offered to a market that might satisfy a need or want. C. Products have two levels dash- the actual product and the augmented product. D. Products include tangible objects and services but not events or people. E. Products are only tangible objects offered to a market to satisfy a want or need.

B. A product is anything offered to a market that might satisfy a need or want.

Which of the following describes the current trend in businesses regarding relationships with​ customers? A. Find a few customers and develop strong relationships with them. B. Build the right relationships with the right customers. C. Gather as many customers as possible on a surface level. D. Maintain strong relationships with as many customers as possible. E. Avoid developing relationships with customers at all.

B. Build the right relationships with the right customers.

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a​ company's products? A. Direct marketing B. Buzz marketing C. Social marketing D. Values marketing E. Traditional marketing

B. Buzz marketing

How do the individual components of a SWOT analysis work together to determine the status of a​ company? A. By creating a niche in a market that can be exploited by a company to gain the greatest profits B. By ascertaining a​ company's strengths, relating them to​ opportunities, minimizing​ weaknesses, and identifying threats to growth and development C. By developing a course of action that best determines a core​ market, the proper product to give the core​ market, and how to do so at an affordable price D. By streamlining a​ company's core processes so that all of the​ company's operations flow smoothly and contribute to the development and sale of its products E. By developing a marketing strategy that promotes a​ company's highest-selling products in such a way that there is a measurable return on the​ company's investment

B. By ascertaining a​ company's strengths, relating them to​ opportunities, minimizing​ weaknesses, and identifying threats to growth and development

Socially responsible target marketing would classify which of the following as an especially vulnerable target market for harmful or controversial​ products? A. Baby Boomers B. Children C. Single households D. Wealthy consumers E. Females

B. Children

How has the Great Recession of 2008-2009 affected​ consumers' attitudes? A. Consumers are more willing to indulge in luxuries. B. Consumers are showing an enthusiasm for frugality. C. ​Consumers' attitudes have not been affected by the recession. D. Consumers are moving from mindful to mindless consumption. E. Consumers are less willing to save their money.

B. Consumers are showing an enthusiasm for frugality.

Which type of consumer products are frequently purchased with little​ planning, little comparison or shopping​ effort, and low customer​ involvement? A. Capital products B. Convenience products C. Industrial products D. Specialty products E. Shopping products

B. Convenience products

Nibbles Pet Food Corporation is in the process of developing its new market strategy. The marketing team has already established the​ company's niche productlong dash—​premium, organic dog and cat foodlong dash—and contracted to sell it in several​ high-end pet stores. The team has also determined the optimum price to create value for customers and still make a profit. What does the marketing team need to do​ now? A. Develop the formula for the organic pet food. B. Create a promotion strategy to increase customer awareness. C. Determine the​ company's primary competition in the pet food market. D. Determine the target market for the product. E. Work on a line of​ leashes, pet​ brushes, and pet furniture.

B. Create a promotion strategy to increase customer awareness.

A wedding services company changes its marketing strategy to reflect the fact that more LGBT​ (lesbian/gay/bisexual/transgender) marriages are taking place. The company is offering a broader range of ceremonies that cater to this market. Which of the following environments must this wedding company​ analyze? A. Economic B. Cultural C. Technological D. Natural E. Political

B. Cultural

________ refers to setting price based on​ buyers' perception of value rather than on the​ seller's cost. A. ​Value-added pricing B. Customer​ value-based pricing C. Cost D. ​Cost-based pricing E. ​Good-value pricing

B. Customer​ value-based pricing

​Bob's Bicycle Sales and Repair is a brand new company. From a marketing​ standpoint, what is the FIRST thing​ Bob's Bicycle Sales and Repair needs to​ do? A. Advertise the company as a location in which to purchase bicycles or repair services. B. Determine who in the community wants or needs a bicycle or repair service. C. Develop a plan to sell as many bicycles as possible. D. Develop relationships with the customers who come to purchase bicycles or repair services. E. Develop the best bicycle selection to sell.

B. Determine who in the community wants or needs a bicycle or repair service.

Sarah has started a new​ company, Sarah's Soaps. She has decided upon the overall purpose and​ mission, created detailed objectives to guide the​ company, and performed detailed portfolio analysis. Unsure of her next​ step, she looks to her partner Mildred for advice. What is the BEST advice Mildred could​ give? A. Determine a target market and begin aggressively marketing to them. B. Develop detailed marketing and departmental plans that will support the​ company-wide plan. C. Reevaluate the mission statement to make sure it reflects the detailed objectives. D. Let the new department heads take over responsibility to test their effectiveness. E. Create a​ growth-share matrix to find cash cows to help fund question marks.

B. Develop detailed marketing and departmental plans that will support the​ company-wide plan.

When is the selling concept typically used by​ marketers? A. When the company seeks the​ long-term welfare of society B. For the purchase of unsought goods C. For seasonal items D. When the company focuses on customer needs E. When the product is of high quality

B. For the purchase of unsought goods

Which type of market segmentation has long been used in​ clothing, cosmetics,​ toiletries, and​ magazines? A. Benefits sought B. Gender C. Usage rate D. Occasion E. Income

B. Gender

What is​ management's first step when performing a portfolio​ analysis? A. Determine the​ company's goals. B. Identify strategic business units. C. Outline the​ company's mission statement. D. Determine the​ company's target market. E. Perform a SWOT analysis.

B. Identify strategic business units

Which of the following statements about new product development strategy is​ correct? A. A new product will succeed as long as it is priced correctly. B. Innovation can be very expensive and very risky. C. Good advertising creates successful new products. D. New products are not a major source of growth for companies. E. New products are usually successful because consumers like new things.

B. Innovation can be very expensive and very risky.

When Doritos comes out with new flavors of its tortilla​ chips, what brand development strategy does it​ employ? A. New brand B. Line extension C. Store brand. D. Multibrand E. Brand extension

B. Line extension

The​ demographic, economic,​ natural, technological,​ political, and cultural forces that affect a​ company's ability to serve its customers make up which of the​ following? A. Microenvironment B. Macroenvironment C. Technological environment D. Cultural environment E. Marketing environment

B. Macroenvironment

Which of the following statements is true regarding product life cycle​ curves? A. All products follow the traditional​ 5-stage PLC model. B. Marketers do not know the exact shape and length of their​ product's life cycle in advance. C. Marketing strategies do not change for different life cycle stages. D. Managing products through their life cycle is an easy task. E. Once a product reaches the decline​ stage, it cannot be recycled back to growth.

B. Marketers do not know the exact shape and length of their​ product's life cycle in advance.

When manufacturers launch products using their own brand​ names, which sponsorship option are they​ using? A. Distributor branding B. National branding C. Store branding D. Private branding E. ​Co-branding

B. National branding

Which of the following statements is true regarding​ packaging? A. Packaging does not influence the consumer buying decision. B. Packaging can be an important part of a​ brand's identity. C. Packaging is not an important consideration in product strategy. D. Packaging does not impact product safety. E. Packaging is not used to gain a competitive advantage.

B. Packaging can be an important part of a​ brand's identity.

​______ consists of arranging for a market offering to occupy a​ clear, distinctive, and desirable place relative to competing products in the minds of target consumers. A. Market targeting Your answer is not correct. B. Positioning This is the correct answer. C. Differentiation D. Market segmentation E. Mass marketing

B. Positioning

Roper's Radical Racers is an upscale company that sells cars primarily to racecar drivers and movie producers. In the​ past, Roper's Radical Racers marketed itself to the​ fun-loving driverlong dash—the driver who wanted to​ "race with​ life." However, in the current​ economy, Roper's has changed its slogan to​ "superior speed, superior​ savings." Roper's Radical Racers is engaging in which of the​ following? A. Income distribution B. Price slashing C. Value marketing D. Market consideration E. Diversity targeting

B. Price slashing

Which of the following is NOT one of the four Ps of the marketing​ mix? A. Price B. Profit C. Promotion D. Place E. Product

B. Profit

Which of the following is a variable used to segment consumer buyers that is not used to segment business​ buyers? A. Personal characteristics B. Psychographics C. Situational factors D. Operating characteristics E. Purchasing approaches

B. Psychographics

Which brand dimension is defined as how consumers feel a brand meets their​ needs? A. Differentiation B. Relevance C. Equity D. Knowledge E. Esteem

B. Relevance

Which of the following is NOT part of an overall SWOT analysis evaluation of a​ company? A. Threats B. Strategy C. Opportunities D. Strengths E. Weakness

B. Strategy

According to the model of buyer​ behavior, what is in a​ buyer's black​ box? A. Purchase behavior B. The​ buyer's characteristics and the​ buyer's decision process C. Cultural forces D. The four Ps E. Attitudes and preferences

B. The​ buyer's characteristics and the​ buyer's decision process

Which of the following is an external source of new product ideas for a​ company? A. Hackathons B. Trade magazines C. Innovation D. ​R&D E. Intrapreneurial programs

B. Trade magazines

Service​ _______ means that services cannot be​ seen, tasted,​ felt, heard, or smelled before they are bought. A. variability B. intangibility C. inseparability D. packaging E. perishability

B. intangibility

Grocers in neighborhoods with a large Hispanic population typically carry more brands that Hispanic consumers prefer than grocers in other neighborhoods. This is an example of​ ________. A. concentrated marketing B. local marketing C. individual marketing D. undifferentiated marketing E. differentiated marketing

B. local marketing

Firms that manufacture seasonal products target their consumers primarily through​ ________ segmentation. A. psychographic B. occasion C. income D. age and life cycle E. demographic

B. occasion

A purse​ company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the​ fans' viewpoint, the housewives reality show is​ a(n) _____. A. membership group B. reference group C. family group D. lagging adopter E. ​late-majority adopter

B. reference group

What are stars in the growth share​ matrix? A. ​Low-growth, high-share businesses or products B. ​High-growth, high-share businesses or products C. ​Low-growth, low-share businesses and products D. The growth star matrix does not contain stars. E. ​Low-share, high-growth businesses or products

B. ​High-growth, high-share businesses or products

Bath​ & Body Works offers​ "three-fer" deals on its soaps and lotions​ (such as three antibacterial soaps for​ $10). This is an example of​ _______ pricing. A. ​captive-product B. ​product-bundle C. product line D. ​two-part pricing E. ​by-product

B. ​product-bundle

​________ involve(s) the direct exchange of goods and services. A. Emerging economies B. A subsistence economy C. Barter D. Industrial economies E. A raw material exporting economy

Barter

Which of the following statements about blogs is​ correct? A.They are expensive to start and maintain. B.Companies cannot gain insights from their blogs. C.For​ consumers, they are impersonal. D.Blogs can be difficult for the company to control. E.Blogs are a​ company-controlled medium.

Blogs can be difficult for the company to control.

Which of the following is true regarding the forms of direct and digital​ marketing? A.Direct and digital marketing does not include mobile marketing. B.Both the new digital and the more traditional forms of direct marketing must be blended into a fully integrated marketing communications program. C.Traditional direct marketing tools are still used but are no longer important. D.Marketers today only use direct and digital marketing. E.Online marketing is the only form of direct and digital marketing.

Both the new digital and the more traditional forms of direct marketing must be blended into a fully integrated marketing communications program

---- promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. A- Business B- Sales Force C- Trade D- Consumer E- Clutter

Business

Which of the following identifies a change in the technological environment that could affect the success of a​ business? A. A company develops a customer support program that customers rate twice as responsive as the previous program. B. A company packages its product to be twice the size of its predecessor. C. A company develops a new battery that lasts twice as long as its predecessor. D. A company develops a new battery that costs twice as much as its predecessor. E. A company develops a new warranty that lasts as long as its predecessor.

C. A company develops a new battery that lasts twice as long as its predecessor.

Which of the following is a​ cost-oriented pricing​ approach? A. ​Competition-based pricing B. EDLP pricing C. Breakeven pricing D. Value added pricing E. ​High-low pricing

C. Breakeven pricing

Which of the following BEST describes a duty that would fall under the jurisdiction of the​ FDA? A. Protecting the legal status of a company B. Ensuring that pollution standards are met by a company C. Checking the quality of food that is served in school lunches D. Investigating customer complaints about a business E. Evaluating whether an advertisement to be aired in public is fitting

C. Checking the quality of food that is served in school lunches

Advantage Airlines has instituted a loyalty rewards program that rewards customers with free​ Wi-Fi, seat​ upgrades, and free miles for their continued patronage. What relationship tool is Advantage Airlines​ using? A. ​Consumer-generated marketing B. ​Mass-media marketing C. Frequency marketing program D. ​Customer-perceived value E. Club marketing program

C. Frequency marketing program

​________ segmentation calls for dividing the market into different​ nations, regions,​ states, counties,​ cities, or even neighborhoods. A. Demographic B. Behavioral C. Geographic D. Lifestyle E. Income

C. Geographic

At which stage of the new product development process is crowdsourcing​ used? A. Commercialization B. Product development C. Idea generation D. Marketing strategy development E. Idea screening

C. Idea generation

Which of the following is true regarding the​ price-demand relationship? A. Price elasticity measures how responsive price will be to a change in demand. B. Demand and price are directly related dash- the higher the​ price, the greater the demand. C. If demand is​ elastic, sellers will consider lowering their price. D. If demand is​ inelastic, a small change in price will result in a large change in demand. E. A demand curve shows the number of units a company will produce in a given time period at different prices that might be charged.

C. If demand is​ elastic, sellers will consider lowering their price.

A local theatre group wants to increase the membership and attendance at its performances. To do​ so, it hosts free​ shows, offers standup comedy​ nights, and sends volunteers to the local high school. In what is the theatre group​ engaging? A. Advertising B. Product placement C. Market exchange D. Market research E. Societal marketing

C. Market exchange

Denim Blue Jean Corporation is a growing company located in Washington​ State, but it is beginning to develop a presence in the surrounding states as well. It sells only one productlong dash—blue jeanslong dash—but it has 12 different lines of jeans that cater to​ men, women,​ children, babies,​ toddlers, and teens. Which marketing organization would BEST suit Denim Blue Jean​ Corporation? A. Geographic organization B. Functional organization C. Market or customer organization D. Product management organization E. Combination organization

C. Market or customer organization This is the correct answer.

When a company divides the market into groups of​ customers, it is engaging in which of the​ following? A. Societal marketing B. Differentiation C. Market segmentation D. Target marketing E. Demand management

C. Market segmentation

Which of the following statements concerning new products is​ correct? A. A modified product is not considered a new product. B. Products that are merely improved in some way are not considered new. C. Modified and improved products are considered new. D. Most new products succeed within two years of their introduction. E. To be considered​ new, the product must be something consumers have not seen before.

C. Modified and improved products are considered new.

A marketing dashboard is used to do which of the​ following? A. Determine the financial cost of developing a product. B. Develop a course of action to market a product. C. Monitor strategic marketing performance. D. Analyze the new product lines being developed. E. Promote a product to a target group.

C. Monitor strategic marketing performance.

What is the first step of the buyer decision​ process? A. Information search B. Postpurchase behavior C. Need recognition D. Purchase decision E. Alternative evaluation

C. Need recognition

When​ Coca-Cola saw the growth of the bottled water​ category, they launched​ Dasani, its brand of bottled water. Which brand development strategy did​ Coca-Cola use in launching​ Disani? A. Line extension B. Licensing C. New brand D. Multibranding E. Brand extension

C. New brand

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first? A. Safety needs B. ​Self-actualization needs C. Physiological needs D. Esteem needs E. Social needs

C. Physiological needs

​________ is a global communication strategy of fully adapting advertising messages to local markets. A. Product invention B. Dual adaptation C. Product adaptation D. Straight extension E. Communication adaptation

Communication adaptation

Which of the following statements regarding the important decisions in the development and marketing of individual products is​ correct? A. Determining product support services is not part of the development of individual products. B. How a product is branded is separate from the development and marketing of individual products. C. Product attributes that communicate and deliver benefits to the consumer include​ quality, features, and style and design. D. Packaging decisions are not an important part of developing individual products. E. Product labelling is no longer subject to legal regulation.

C. Product attributes that communicate and deliver benefits to the consumer include​ quality, features, and style and design.

The​ Children's Online Privacy Protection Act in the United States enforces laws for what​ reason? A. Makes​ deceptive, misleading, and unfair practices illegal regardless of injury to competition B. Regulates the distribution of unsolicited commercial​ e-mail C. Prohibits online service operators from collecting personal information from children D. Bans the sale of hazardous toys and articles E. Establishes procedures to avoid unwanted telephone solicitations

C. Prohibits online service operators from collecting personal information from children

Which of the following is a potentially effective action a company could take in response to a​ competitor's price​ cut? A. Raise price B. Launch a​ high-price "fighter​ brand" C. Reduce price D. Decrease perceived value E. Reduce both price and quality.

C. Reduce price

Which of the following is a social factor that influences consumer buying​ behavior? A. ​Life-cycle stage B. Personality C. Roles and status D. Economic situation E. Occupation

C. Roles and status

Wonders such as robotic​ surgery, miniaturized​ electronics, and antibiotics can be attributed to which marketing​ environment? A. Political B. Natural C. Technological D. Cultural E. Social

C. Technological

What is a business​ portfolio? A. The record of the responsibilities of the CEO and the CFO B. A collection of a group of companies within the same area of business C. The collection of businesses and products that make up a company D. A projection of a future marketing direction for a company E. A record of business investments

C. The collection of businesses and products that make up a company

How do company objectives and goals relate to the company mission​ statement? A. The mission statement and the company goals are two different pieces used to explain the business of the company to its shareholders. B. The mission statement defines what the company​ does, and the goals and objectives outline why the company does it. C. The goals and objectives outline the steps necessary to accomplish the​ company's mission statement. D. The goals and objectives are a restatement of the mission statement in more understandable terms. E. The mission statement is developed based upon the​ company's goals and objectives.

C. The goals and objectives outline the steps necessary to accomplish the​ company's mission statement.

Which of the following statements regarding socially responsible product decisions is​ correct? A. Companies can safely ignore patent laws. B. Manufacturers are generally not concerned with product liability. C. The government may prevent companies from adding products through acquisitions if the effect threatens to decrease competition. D. Safety legislation has been passed to regulate chemical substances and drugs and​ poisons, but not​ toys, automobiles and fabrics. E. When companies drop​ products, they do not have any obligations to​ suppliers, dealers and customers.

C. The government may prevent companies from adding products through acquisitions if the effect threatens to decrease competition.

A value chain consists of which of the​ following? A. A chain of SBUs within a company that provide the most value B. The network of distributors and suppliers that support a company C. The series of internal departments that carry out​ value-creating activities D. The acquisitions team that buys products for the company to sell E. The customers who assign value to products within the company

C. The series of internal departments that carry out​ value-creating activities

Which of the following statements is correct concerning service marketers going​ global? A. Compared to product​ marketers, service marketers do not face any additional challenges when going global. B. The growth of global service companies is expected to decline in the near future. C. The trend toward growth of global service companies is expected to continue in the near future. D. One industry that still has not globalized is retailing. E. Due to the nature of their​ business, professional service firms cannot expand their business to foreign markets.

C. The trend toward growth of global service companies is expected to continue in the near future.

From a marketing​ standpoint, which of the following BEST describes Baby​ Boomers? A. They blend the online and offline worlds seamlessly as they socialize and shop. B. They are more likely to be receptive to irreverent ad pitches that make fun of convention and tradition. C. They constitute a lucrative market for financial​ services, new housing and home​ remodeling, new​ cars, travel and​ entertainment, eating​ out, and health and fitness products. D. They tend to research products before they consider a purchase. E. They are slowing down as they age.

C. They constitute a lucrative market for financial​ services, new housing and home​ remodeling, new​ cars, travel and​ entertainment, eating​ out, and health and fitness products.

What is the purpose of the marketing mix as part of the overall marketing​ strategy? A. To streamline a​ company's research,​ marketing, production, and sales of a particular product B. To compare some or all of the​ company's products with the products of the​ company's competitors C. To elicit a response that influences a demand for the product from the customers the company is targeting D. To create an overall positive image in the​ customer's mind that is favorably associated with the company E. To maximize the​ company's profits through successful marketing and sales of a particular product

C. To elicit a response that influences a demand for the product from the customers the company is targeting

The quality of services depends on who provides them as well as​ when, where, and how they are provided. Which characteristic of services does this​ describe? A. Intangibility B. Perishability C. Variability D. Inseparability E. Tangibility

C. Variability

Which of the following is considered part of an augmented product rather than that of an actual product or core customer​ value? A. Design B. Brand name C. Warranty D. Packaging E. Product features

C. Warranty

Which of the following statements is true regarding initiating price​ increases? A. Prices should be increased when there is a lack of demand. B. Price increases do not impact profits. C. Wherever​ possible, the company should consider ways to meet higher costs or demand without raising prices. D. Cost inflation is not a factor in price increases. E. Companies do not need to communicate reasons for price increases to customers.

C. Wherever​ possible, the company should consider ways to meet higher costs or demand without raising prices.

H2Coast, an automobile​ manufacturer, produces​ fuel-efficient hybrid vehicles that are targeted toward​ middle-income consumer groups. H2Coast most likely segments the consumer market based on​ ________ variables. A. geographic B. behavioral C. demographic D. psychographic E. universal

C. demographic

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​ ________. A. identifying and targeting late adopters B. pushing​ one-way commercials at customers C. generating​ person-to-person brand conversations D. withdrawing from online social networks E. developing print and radio advertisements

C. generating​ person-to-person brand conversations

The Ford Mustang is offered in several different models. Ford will use​ __________ pricing to determine the price steps between the different models. A. ​captive-product B. ​two-part pricing C. product line D. ​optional-product E. ​product-bundle

C. product line

To be more socially​ responsible, some companies are appointing​ _____________. Their job is to protect consumers from harm and the company from liability by proactively ferreting out potential product problems. A. product champions B. product managers C. product stewards D. attorneys E. brand managers

C. product stewards

A retailer temporarily prices a few select items below cost to create excitement and pull consumers into the store. This is an example of​ _________ pricing. A. psychological B. geographical C. promotional D. optional product E. segmented

C. promotional

The marketing manager at​ Arbor's Delicatessen targets customers who are working to lose weight but who still want to dine out. The restaurant chain offers a wide variety of​ low-fat, low-calorie meals that appeal to dieters.​ Arbors' approach is best referred to as​ ________ segmentation. A. user status B. age and life cycle C. psychographic D. geographic E. benefit

C. psychographic

In a​ _________, the​ business-to-business buyer reorders something without modifications. A. modified rebuy B. buying decision C. straight rebuy D. system selling E. new task

C. straight rebuy

When a company lengthens a product line by adding more items beyond its current​ range, they are​ ________. A. increasing the width of their product mix B. decreasing the width of their product mix C. stretching the line D. filling the line E. decreasing the depth of the line

C. stretching the line

Installing an innovation management system to​ collect, review,​ evaluate, and manage new product ideas represents​ a(n) ______________ approach to new product development. A. ​customer-centered B. crowdsourced C. systematic D. sequential E. ​team-based

C. systematic

The group of economic factors that affect​ consumers' purchasing power and spending patterns is called​ ________. A. the value market B. income distribution C. the economic environment D. demographic information E. macroenvironment

C. the economic environment

Selling and advertising are part of a larger set of marketing tools that work together to satisfy customer needs and build customer relationships known as​ _____________. A. ​customer-engagement marketing B. customer equity C. the marketing mix D. the marketing concept E. market offerings

C. the marketing mix

One major objective associated with a​ market-penetration pricing strategy is to​ ________. A. prevent customer dissatisfaction B. attract buyers willing to pay a higher price C. win a large market share D. skim off small but profitable market segments E. avoid everyday low pricing

C. win a large market share

​Tina's Tunes is a music store that has been selling CDs for 20 years. Throughout the last six​ years, sales have continuously declined and profits have almost completely disappeared. The CEO of​ Tina's Tunes believes resurgence is likely to happen soon and wants to continue business as usual. What is likely to happen to​ Tina's Tunes? A. ​Tina's Tunes will experience a rebound as the fear of the Great Recession declines. B. ​Tina's Tunes is likely to fail because it is ignoring the current political environment. C. ​Tina's Tunes is likely to fail because it is ignoring the technological environment. D. ​Tina's tunes are likely to prosper as mistrust in the digital age increases. E. ​Tina's Tunes is likely to fail because it is ignoring the natural environment.

C. ​Tina's Tunes is likely to fail because it is ignoring the technological environment.

When Apple Computer Company introduced its​ iPhone, its priced the new product at​ $599, considerably higher than either their iPod or competing cellular phones. Apple Computer was pursuing a​ ___________________ new product pricing​ strategy. A. ​optional-product B. ​captive-product C. ​market-skimming D. ​by-product E. ​market-penetration

C. ​market-skimming

​_________ is a geographic characteristic indicator of market potential. A. Social norms B. Climate C. Consumer lifestyles D. Cultural norms E. Languages

Climate

Which of the following statements about coordinating marketing and sales is correct? A- Coordination between marketing and sales is not necessary because companies today see them as the same function B- The sales force only needs to coordinate its efforts with marketing planners. C- Marketing and sales do not require coordination D- Coordinating marketing and sales can be improved by increasing communication between the two groups. E- Coordinating and marketing and sales has little effect on customer relations.

Coordinating marketing and sales can be improved by increasing communication between the two groups.

What are the four major types of retail​ organization? A. Corporate​ chains, wholesalers,​ superstores, and franchise organizations. B. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and wholesalers C. Discount​ stores, service​ retailers, superstores, and supermarkets. D. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations. E. Corporate​ chains, voluntary​ chains, wholesalers, and franchise organizations.

Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations.

Sky owns a small hot air balloon company in​ Albuquerque, New Mexico. He recently started a Facebook page for his company and many of his customers are asking for​ store-sponsored hot air balloon trips. They believe​ Sky's expertise would make him the perfect guide. Sky decides to host quarterly hot air balloon trips and experiences a huge increase in sales and customer satisfaction. Which of the following is the BEST conclusion that can be drawn from​ Sky's situation? A.Customer insights can be gained only through costly market research. B.Customer insights are not dependable. C.Customer insights can provide valuable information to a small businesses. D.Most small businesses have no way of easily accessing customer insights. E.Customer insights are emotional and often irrelevant to a small business.

Customer insights can provide valuable information to a small businesses.

To be​ successful, why should companies try to adopt a proactive stance on​ marketing? A. A proactive stance allows a company to let the market determine prices for its products. B. A proactive stance allows a company to compete with its competitors on quality alone. C. A proactive stance ensures that a company will increase its market share. D. A proactive stance allows a company to influence the market in its favor. E. A proactive stance allows a company to compete with its competitors on pricing alone.

D. A proactive stance allows a company to influence the market in its favor.

​_________ refers to the practice of including ethnic themes and​ cross-cultural practices within a​ company's mainstream. A. Guerilla marketing B. Buzz marketing C. Viral marketing D. A total market strategy E. Cause marketing

D. A total market strategy

​______________ is the first stage in the new product adoption process. A. Interest B. Evaluation C. Adoption D. Awareness E. Trial

D. Awareness

The ultimate goal of the marketing process is to do which of the​ following? A. Evaluate customer needs. B. Create a quality product. C. Develop relationships with customers. D. Capture value from customers. E. Determine a target market.

D. Capture value from customers.

You can practice sustainable marketing by adhering to general practices. Which of the following would allow a company to profit by serving immediate needs and​ long-term interests but not necessarily be a practice of sustainable​ marketing? A. Help protect the natural environment. B. Seek ways to profit by serving the​ long-run interests of customers and communities. C. Deliver value in a socially and environmentally responsible way. D. Delay responding to environmental legislation as it is instituted. E. Practice caring capitalism by being civic minded and responsible.

D. Delay responding to environmental legislation as it is instituted.

After segmenting and defining their target​ markets, what should retailers do​ next? A. Decide on the level of service. B. Decide on the store atmosphere C. Decide on the product assortment. D. Decide on the location. E. Decide how they will differentiate and position themselves in the market.

Decide how they will differentiate and position themselves in the market.

Dylan Parker owns 27 acres on a farmstead in Iowa.​ Recently, as he was plowing a​ field, he came across a rich silver vein in the ground. Realizing his​ bounty, he decided to open a new business selling silver. Not knowing much about the marketing​ environment, he asks you what he should do. Which of the following is the BEST​ advice? A. Dylan should set his attention to the government markets. B. Dylan should focus on farming and ignore the silver vein. C. Dylan should focus on the consumer market and sell silver directly for personal consumption. D. Dylan should focus on the business market and sell the raw silver for further processing. E. Dylan should reach out to reseller markets to sell his silver quickly.

D. Dylan should focus on the business market and sell the raw silver for further processing.

The goal of a market development growth strategy is to do which of the​ following? A. Buy businesses beyond its current products and markets. B. Offer modified or new products to current markets. C. Make more sales to current customers without changing its original products. D. Identify and develop new markets for current products of a​ company's market. E. Start up businesses beyond its current products and markets.

D. Identify and develop new markets for current products of a​ company's market.

A company can differentiate itself from competitors using symbols such as​ McDonald's golden​ arches, Twitter's​ bird, and the Nike swoosh. Which type of differentiation is​ this? A. People differentiation B. Services differentiation C. Product differentiation D. Image differentiation E. Channel differentiation

D. Image differentiation

Overall, how has the American population changed over​ time? A. It has become closer knit and more​ family-oriented. B. It has become more likely to develop brand loyalty. C. It has become more skeptical about marketing schemes. D. It has become more​ diverse, better​ educated, and more mobile. E. It has become​ wealthier, more​ cultured, and more frivolous in its spending habits.

D. It has become more​ diverse, better​ educated, and more mobile.

This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Lagging adopters. B. Early adopters. C. Early mainstream. D. Late mainstream. E. Innovators.

D. Late mainstream.

In determining product​ quality, what are the two dimensions of quality marketers must decide​ upon? A. Consistency and conformance. B. Level and price C. Consistency and packaging. D. Level and consistency E. Level and conformance.

D. Level and consistency

When we see Hello Kitty on​ children's clothing, Disney characters on​ lunchboxes, and Sponge Bob Squarepants on breakfast​ cereals, which form of brand sponsorship is being​ used? A. Store branding B. National branding C. Private branding D. Licensing E. ​Co-branding

D. Licensing

​________ involves dividing a market into smaller segments of buyers with distinct needs or behaviors that might require separate marketing strategies. A. Mass marketing B. Differentiation C. Positioning D. Market segmenting E. Market targeting

D. Market segmenting

Which of the following would be an appropriate strategy during the maturity stage of the product​ lifecycle? A. Select products to​ maintain, harvest or drop. B. Produce basic versions of the product and focus on selling to those buyers who are the most ready to buy. C. Use promotional spending to inform consumers and get them to try the product. D. Modify the​ market, product offering and marketing mix. E. Shift some advertising from building product awareness to building product conviction and purchase.

D. Modify the​ market, product offering and marketing mix.

Which of the following is a personal factor that influences a​ consumer's buying​ behavior? A. Family B. Status C. Social networks D. Occupation E. Motivation

D. Occupation

What is the ultimate aim of customer relationship​ management? A. Maintain high customer loyalty. B. Establish brand equity. C. Increase share of customer. D. Produce high customer equity. E. Produce high customer profitability.

D. Produce high customer equity.

At one​ time, Miller Beer was known as the​ "champagne of bottled​ beer." It was targeted at an elite class of customers.​ Later, to increase​ sales, Miller was repositioned to attract members of the​ working, middle-class. What is this segmentation method​ called? A. Benefit B. Usage rate C. Behavioral D. Psychographic E. User status

D. Psychographic

Which marketing philosophy holds that consumers will not buy enough of the​ firm's products unless it undertakes a​ large-scale selling and promotion​ effort? A. Societal marketing concept B. Marketing concept C. Product concept D. Selling concept E. Production concept

D. Selling concept

June and Beatrice have started a new​ company, Junbee​ Inc., and are having trouble deciding which marketing path to take to drive sales. June believes they should follow a​ make-and-sell philosophy that focuses on improving their​ product, whereas Beatrice believes they should be more​ customer-oriented and find the right products for their customers. Which of the following BEST describes this​ situation? A. Should Junbee Inc. follow a societal marketing or production​ concept? B. Should Junbee Inc. follow a production or selling​ concept? C. Should Junbee Inc. follow a product or selling​ concept? D. Should Junbee Inc. follow a product or marketing​ concept? E. Should Junbee Inc. follow a marketing concept or a societal marketing​ concept?

D. Should Junbee Inc. follow a product or marketing​ concept?

Nailit Cosmetics is advertising its newest line of nail polishes. Nailit is selling the products in specially designed bottles that make application​ easier, made from a​ non-toxic, water-based nail polish with amazing summer colors. Which of the following is a core customer value for​ Nailit's line of​ polishes? A. The​ products' revolutionary packaging B. The Nailit brand C. The​ non-toxic properties of the products D. The desire to have beautiful nails E. The natural ingredients

D. The desire to have beautiful nails

Tammy's Tap Dancing School currently has several question marks in its business​ portfolio, but it is currently maintaining its market share. At the most recent board​ meeting, the CEO of​ Tammy's Tap Dancing School decided to allocate all of the​ company's profits toward the growth and expansion of this question​ mark, in order to cause the question marks to become stars. What is likely to happen to this​ company? A. The company will go​ bankrupt, because all of its profits will be wasted on uncertain SBUs. B. The company will not show any growth or change at​ all, because profits will neither increase nor decrease. Your answer is not correct. C. The company will be unable to sustain​ itself, because its profits will be spent on developing question marks and not on maintaining more profitable SBUs. D. The growth of the company will be unpredictable since there is no guarantee a question mark will become a star. E. The company will gain market share and prosper as the question marks are developed.

D. The growth of the company will be unpredictable since there is no guarantee a question mark will become a star.

How does the new concept of marketing differ from the old concept of​ marketing? A. The new concept focuses on having a​ well-developed product. B. The new concept focuses on making money. C. The new concept requires less work from marketing executives. D. The new concept focuses on the needs of the customer. E. The new concept is more cost efficient.

D. The new concept focuses on the needs of the customer.

Why is good marketing management​ critical? A. To ensure that products are promoted well enough to encourage a large flow of customers B. To ensure that the company is always on the cutting edge of product development C. To ensure that investments are properly spent in order to maximize profits D. To ensure that the company serves as many customers as it can and as well as it can E. To ensure that the company has a positive image in the eyes of the community

D. To ensure that the company serves as many customers as it can and as well as it can

Which of the following statements is true regarding managing service​ quality? A. Service quality is easier to define and judge than product quality. B. Customer retention is not related to service quality. C. Service recovery is unimportant in managing service quality. D. Unlike product​ quality, service quality will always vary. E. Setting standards is not important in delivering service quality.

D. Unlike product​ quality, service quality will always vary.

​Kidcomp, an American​ computer-manufacturing firm, targets children below the age of ten by providing free games and applications. The​ firm's marketing approach is reflective of​ ________ segmentation. A. occasion B. income C. geographic D. age and life cycle E. gender

D. age and life cycle

Marketers must be careful to guard against stereotypes when using​ ________. A. demographic segmentation B. benefits segmentation C. income segmentation D. age and life cycle segmentation E. psychographic segmentation

D. age and life cycle segmentation

One problem with​ business-to-business e-procurement is that it​ _______. A. increases transaction costs B. increases paperwork requirements C. increases the time between order and delivery D. can erode​ long-standing customer-supplier relationships E. reduces purchasing efficiency

D. can erode​ long-standing customer-supplier relationships

When a product is in the decline stage of the​ PLC, a company may reduce various costs​ (plant and​ equipment, maintenance,​ R&D, advertising, sales​ force), hoping that sales hold up. In other​ words, they are​ ________ the product. A. dropping B. milking C. growing D. harvesting E. maintaining

D. harvesting

The Learning Institute recently conducted a brainstorming session that generated a large number of ideas for adding new products and services. Learning Institute managers will most likely use​ ________ next to arrive at a realistic number of ideas to adopt. A. business analysis B. crowdsourcing C. concept testing D. idea screening E. concept development

D. idea screening

Dividing buyers into groups based on social​ class, lifestyle, or personality characteristics is called​ ________ segmentation. A. behavioral B. age and life cycle Your answer is not correct. C. user status D. psychographic E. geographic

D. psychographic

If a segment is large enough or profitable enough to​ serve, it is​ ________. A. actionable B. accessible C. measurable D. substantial E. differentiable

D. substantial

Many marketers think that companies should aggressively promote only one benefit to the target market. The benefit promoted is known as​ a(n) ________. A. unique product proposition B. unique benefit proposition C. unique difference proposition D. unique selling proposition E. unique position proposition

D. unique selling proposition

To create value for​ customers, marketers must improve the performance of the​ ______, which includes partnering with​ suppliers, distributors, and customers. A. strategic plan B. marketing system C. competitive delivery network D. value delivery network E. internal value chain

D. value delivery network

Intuit follows a​ "Design for Delight​ (D4D)" development philosophy that products should delight customers by providing experiences that exceed expectations. Which new product development approach is Intuit​ using? A. Crowdsourcing B. ​Team-based new product development C. Systematic new product development D. ​Customer-centered new product development E. Marketing strategy development

D. ​Customer-centered new product development

Which of the following scenarios BEST describes the societal marketing​ concept? A. ​Alice's Apple Cart regularly asks its customers what kind of apples they want to buy. B. ​Richard's Rotors does everything possible to improve production and lower the cost of its rotors in order to gain customers. C. ​Tom's Tires constantly tries to improve the tires it sells by placing all its efforts into new design research. D. ​Ethel's Earthware attempts to make its pottery in a way that satisfies customers but is also environmentally friendly and sustainable over the long term. E. ​Wendy's Wedding Wear frequently promotes itself to customers through​ commercials, fliers, and other forms of advertising.

D. ​Ethel's Earthware attempts to make its pottery in a way that satisfies customers but is also environmentally friendly and sustainable over the long term.

Vince's Video has suffered in the current economy because fewer people have the money for videos and because people utilize available​ technology, including online streaming sites like YouTube and Hulu. The videos​ Vince's Video does sell are often out priced by versions coming from China or​ Taiwan, or they are accused of damaging the environment. Which of the following marketing impacts has not likely affected​ Vince's Video? A. Sustainable marketability B. Rapid globalization C. The digital age D. ​Not-for-profit marketing E. The changing economic environment

D. ​Not-for-profit marketing

Proactive businesses often take aggressive actions to affect consumers and the forces in their marketing environments. Which of the following does NOT depict a proactive​ company? A. Airway Industries filing a lawsuit to keep its competitor from forming a monopoly B. ​Sander's Shoes staging a breast cancer walkathon to gain favorable press coverage C. ​Tim's Tobacco creating a blog to help shape public opinion D. ​Sophie's Soups refusing to counter false allegations of rat feces in its soups E. ​Richard's Rifles hiring lobbyists to influence gun legislation

D. ​Sophie's Soups refusing to counter false allegations of rat feces in its soups

Gillette charges a fairly low price for its razors​ (relative to​ costs) and a high price for razor blades. It is using a strategy of​ ___________ pricing. A. ​by-product B. ​product-bundle C. ​two-part pricing D. ​captive-product E. product line

D. ​captive-product

What is the first decision made in sales force management? A- Evaluating salespeople B-Trainign salespeople C-Recruting and selecting salespeople D-Compensating salespeople E-Designing sale fore strategy and structure

Designing sale fore strategy and structure

What is the overall goal when retailers choose their product​ assortment? A. Offer as many products as they can fit on the shelves. B. Differentiate the retailer while matching target​ shoppers' expectations. C. Only choose products that will maximize profits. D. Offer the same products as their competitors. E. Offer products that will appeal to as many segments as possible.

Differentiate the retailer while matching target​ shoppers' expectations.

The biggest involvement in a foreign market comes through​ ________ of the development of​ foreign-based assembly or manufacturing facilities. A. contract manufacturing B. direct investment C. joint venturing D. management contracting E. licensing

Direct Investment

Which of the following are common trade promotion tools? A- Rebates, samples, coupons and price packs B-Discounts, free goods, allowances and free advertising specialty items C- Discounts, Free goods, coupons and rebates D- Rebates, discounts, free goods, and allowances E- Discounts, free goods, allowances and price packs

Discounts, free goods, allowances and free advertising specialty items

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process? A. A modified rebuy B. The purchase of raw materials C. A straight rebuy D. The purchase of a business service E. A new task buying situation

E. A new task buying situation

Kroger sponsors such brands as Private​ Selection, Heritage​ Farm, and Simple Truth. Kroger does not manufacture any of these products. Which type of brand sponsorship is Kroger​ using? A. A national brand B. A licensed brand C. A​ co-brand D. A​ manufacturer's brand E. A private brand

E. A private brand

Scott Frost has been coming to​ Adeline's Diner for 20 years and refuses to go anywhere else.​ Ada, the owner of​ Adeline's, loves​ Scott's loyalty but admits he purchases only a cup of cappuccino each visit. Scott would BEST be described as which of the​ following? A. True friend B. Stranger C. True believer D. Butterfly E. Barnacle

E. Barnacle

The website leftyslefthand.com markets products to​ left-handed consumers only. Which targeting strategy does this​ represent? A. Differentiated marketing B. Micromarketing C. Undifferentiated marketing D. Segmented marketing E. Concentrated marketing

E. Concentrated marketing

Which of the following statements is true regarding initiating price​ cuts? A. Cutting price has no effect on costs. B. When faced with falling​ demand, firms should not cut prices. C. Firms never cut​ prices; they only raise them. D. If faced with excess​ capacity, a firm should not cut its price. E. Cutting prices in an industry loaded with excess capacity may lead to price wars.

E. Cutting prices in an industry loaded with excess capacity may lead to price wars.

What is the nature of demand in business​ markets? A. Demand in business markets is elastic. B. Demand in business markets does not fluctuate. C. Demand in business markets fluctuates less than in consumer markets. D. Business market demand is independent of consumer market demand. E. Demand in business markets is derived demand.

E. Demand in business markets is derived demand.

Numbering 49 million or​ more, this group of consumers is sometimes overlooked because it is less materialistic than other groups and prizes​ experience, not acquisition. A. Echo boomers B. Baby boomers C. Generation Z D. Senior citizens E. Generation X

E. Generation X

Sales are rising​ rapidly, competitors are growing in number and the customers are early adopters. Which stage of the PLC does this​ describe? A. Decline B. Introduction C. Maturity D. Product development E. Growth

E. Growth

Which of the following statements regarding the business market is​ correct? A. The business market has more buyers than the consumer market. B. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. C. Business buying decisions are less complex than consumer buying decisions. D. The business market is not as large as the consumer market in terms of dollars spent and items purchased. E. Many sets of business purchases are made for one set of consumer purchases.

E. Many sets of business purchases are made for one set of consumer purchases.

Most products are at which stage of their product​ lifecycle? A. Decline B. Introduction C. Product development D. Growth E. Maturity

E. Maturity

​_________ is NOT a characteristic important in influencing an​ innovation's rate of adoption. A. Relative advantage B. Communicability C. Complexity D. Divisibility E. Motivation

E. Motivation

Which of the following would make a segment less attractive to​ enter? A. Buyers with weak bargaining power B. A lack of aggressive competitors C. Suppliers with weak bargaining power D. Very few substitute products E. New entrants finding it easy to enter the segment

E. New entrants finding it easy to enter the segment

Connie's Cupcakes has started to grow larger than Connie could ever have imagined. She is having a hard time keeping track of all of the​ business' marketing activities. She knows that she is going to need help to keep her business growing and is looking to hire. Whom should Connie​ hire? A. Cash​ Money, a​ well-educated accountant who would begin working as the new chief financial officer B. Frances​ French, her best friend and fellow entrepreneur who would come on as an additional chief executive officer C. Craig​ Moore, an extremely successful entrepreneur who is actually looking to buy out Connie and grow the business exponentially D. Tim​ Forrest, an operations specialist who would be hired as the new chief operating officer E. Noah​ Lopez, a marketing specialist who would be hired as​ Connie's new chief marketing officer

E. Noah​ Lopez, a marketing specialist who would be hired as​ Connie's new chief marketing officer

​__________ show consumer perceptions of their brands versus those of competing products on important buying dimensions. A. Target segment maps B. Competitively positioned maps C. Psychographic maps D. Competitive maps E. Perceptual positioning maps

E. Perceptual positioning maps

​Beverly's Burgers came under fire recently when allegations were made that its veggie burgers were actually made with beef. To counter the​ claims, the restaurant called in a company to test not only its veggie burgers but also the rest of its vegetarian options to prove they lacked meat. The results were displayed publicly on the​ restaurant's Facebook page. What BEST describes​ Beverly's Burgers response to the​ allegations? A. Steadfast B. Reactive C. Passive D. Determinative E. Proactive

E. Proactive

Which of the following is NOT one of the marketing management​ functions? A. Analysis B. Implementation C. Control D. Planning Your answer is not correct. E. Promoting

E. Promoting

​_________ refers to the degree to which innovation appears superior to existing products. A. Communicability B. Compatibility C. Complexity D. Divisibility E. Relative advantage

E. Relative advantage

Your local pizzeria promises​ "Delivery in 30 minutes or less or the pizza is​ free." What point of differentiation is​ this? A. Channel differentiation B. Image differentiation C. Product differentiation D. People differentiation E. Services differentiation

E. Services differentiation

​Chicago's Best Pizzeria has been operating on the north side of Chicago for over 30 years. Its target market includes​ young, urban professionals who want new​ style, organic pizzas with exotic ingredients.​ However, in recent​ years, the population in the​ pizzeria's neighborhood has been shifting and fewer​ young, urban professionals live there. The population has grown older and wants traditional​ pizza, not pizza with exotic ingredients. Which of the following identifies the​ pizzeria's BEST response to this​ situation? A. Run an ad campaign on the health benefits of pizza. B. Sell a different food​ product, such as hamburgers or sushi. C. Be proactive and convince customers that​ "exotic is​ better." D. Cut the prices on its pizza. E. Target a new market with a different product.

E. Target a new market with a different product.

How has the Internet MOST affected companies and​ customers? A. The Internet has made advertising easier. B. The Internet has increased the potential customer base. C. The Internet has made creating an image more important. D. The Internet has lowered prices. E. The Internet has allowed consumers to take marketing content and share it.

E. The Internet has allowed consumers to take marketing content and share it.

What determines if a buyer is satisfied or dissatisfied with a​ purchase? A. How others feel about the purchase B. The number of alternatives considered in the purchase decision C. The amount of information gathered in the decision process D. Whether or not the buyer experiences cognitive dissonance E. The relationship between the​ consumer's expectations and the​ product's perceived performance

E. The relationship between the​ consumer's expectations and the​ product's perceived performance

Why is marketing return on investment so difficult to​ measure? A. Marketing dashboards are inconsistent. B. ​Customer-centered measures are inconvenient. C. Customer engagement is hard to measure. D. Marketers do not keep adequate records. E. There is no consistent definition.

E. There is no consistent definition.

Which of the following is a pure tangible​ good? A. A spa treatment B. Financial advice C. A medical checkup D. A meal at a restaurant E. Toothpaste

E. Toothpaste

​Geared2Beer, a craft beer​ brand, identifies a market segment that is willing to pay premium prices for its craft​ beer, and Geared2Beer managers select an ideal selling price. Managers then determine the costs to create craft beer that meets the ideal selling price. The​ company's pricing approach is referred to as​ ________. A. ​cost-plus pricing B. target return pricing C. EDLP D. ​value-added pricing E. target costing

E. target costing

Which of the following statements about service marketing is​ correct? A. Companies should strive to streamline services to increase efficiency. B. Due to the variability of​ services, top service companies set modest​ service-quality standards. C. It is easier to define service quality than product quality. D. Service marketers do not need to differentiate their offerings. E. Training current employees better and hiring new ones with more skills can increase service productivity.

E. Training current employees better and hiring new ones with more skills can increase service productivity.

A brand new hardware company is writing its mission statement. Which of the following is the BEST mission statement possible for the new​ company? A. We embrace the deeper meaning of the home and commercial improvements. B. We are providers of​ hardware, lumber-based, and appliance products to be used for home improvement and commercial construction projects. C. We will have two million dollars in profit by the end of our second fiscal year and twice that amount by the end of year five. D. We will be the best hardware company in the world. No other company will ever outsell us. E. We will help customers​ build, invigorate,​ restore, refurbish, or completely redesign their homes or businesses.

E. We will help customers​ build, invigorate,​ restore, refurbish, or completely redesign their homes or businesses.

Noah's Sporting Goods is having difficulty attaining the credit it needs to expand. What should the company do in order to alleviate its financial​ situation? A. Reexamine its relationship with its resellers B. Find a new physical distribution firm C. Analyze the finances of one of its competitors D. Devise a marketing plan with a marketing service agency E. Work out a plan with its financial intermediaries

E. Work out a plan with its financial intermediaries

UPS charges different prices for shipping depending on an​ item's destination. The more distant the city the package is being shipped​ to, the higher the price UPS charges. Which geographic pricing method is UPS​ using? A. FOB origin B. ​Base-point pricing C. ​Uniform-delivered pricing D. ​Freight-absorption pricing E. Zone pricing

E. Zone pricing

n the early​ 1970's, Gary Dahl sold pet rocks. The product had a​ short, temporary period of unusually high sales driven by consumer enthusiasm and immediate product​ popularity, but then sales declined very quickly. The PLC sales pattern for pet rocks is known as​ ______. A. a normal product life cycle curve B. a fashion C. a failure D. a style E. a fad

E. a fad

Through​ _____ a company can obtain new products by buying a whole​ company, a​ patent, or a license to produce someone​ else's product. A. idea generation B. new product development C. product life cycle strategies D. internal​ R&D E. acquisition

E. acquisition

After ideas are​ screened, the next stage of the new product development process is​ _____. A. test marketing B. idea generation C. commercialization D. product development E. concept development and testing

E. concept development and testing

Heeltoe, a boutique that caters to the footwear needs of​ women, manufactures two different lines of footwear based on the purchasing power of its customers. One product line caters to the needs of​ affluent, middle-aged​ women, and the other line targets younger professionals and homemakers. Heeltoe most likely segments the consumer market based on​ ________ variables. A. behavioral B. psychographic C. universal D. geographic E. demographic

E. demographic

Companies that use​ ________ continually adjust prices to meet the characteristics and needs of individual customers and situations. A. psychological pricing B. cash rebates C. segmented pricing D. promotional pricing E. dynamic pricing

E. dynamic pricing

A company launching a new product at the commercialization stage of new product development must first decide on​ ___________. A. the target market B. profit goals C. market share goals D. the value proposition E. introduction timing

E. introduction timing

Identifying, describing and promoting the product are three functions of​ ______. A. packaging B. design C. support services D. product lines E. labeling

E. labeling

When consumers respond in a similar way to a given set of marketing​ efforts, they can be referred to as​ a(n) _________. A. market B. target market C. value chain D. differentiation E. market segment

E. market segment

Goldtone is a multinational communications and information technology corporation. Its principal products are mobile telephones and tablets. It recently announced on its website that customers can suggest ideas for its upcoming product model. Contributors of​ short-listed ideas will be adequately rewarded. In this​ case, Goldtone is using​ ________ to generate new product ideas. A. business analysis B. crowdsourcing C. test marketing D. concept development E. marketing strategy development

E. marketing strategy development

Selling below cost with the intention of punishing a competitor or gaining higher​ long-run profits by putting competitors out of business is an illegal practice called​ _______. A. deceptive pricing B. price maintenance C. price fixing D. price discrimination E. predatory pricing

E. predatory pricing

Over the​ years, U.S. air carriers have been accused numerous times of collusion when setting prices. This illegal practice is called​ _______. A. retail price maintenance B. deceptive pricing C. price discrimination D. predatory pricing E. price fixing

E. price fixing

The purpose of business legislation is primarily based on​ ________. A. education B. rehabilitation C. punishment D. guidance E. protection

E. protection

When Dr. Lawncare developed his revolutionary new solar powered​ lawnmower, he knew that during the introductory stage of the product lifecycle​ ___________. A. sales would be low but profits would be high B. profits would rise quickly and there would be rapid market acceptance of his product. C. sales would be slow and profits would level off or decline D. sales would fall and profits would drop E. sales would be slow and profits​ non-existent

E. sales would be slow and profits​ non-existent

All the people involved in the buying decision in an organization are collectively known as​ _______. A. buying actors B. buying agents C. the purchasing team D. the buying nucleus E. the buying center

E. the buying center

​Sadie's Restaurant has listened to its customers over the years and is now able to offer the right combination of quality and good service at a fair price. Which pricing strategy is​ Sadie's using? A. ​Cost-based pricing B. ​High-low pricing C. Breakeven pricing D. Value added pricing E. ​Good-value pricing

E. ​Good-value pricing

Many state colleges and universities charge one price for​ in-state students and a higher price for​ out-of-state students. Which form of segmented pricing are these schools​ using? A. product form pricing B. ​customer-segment pricing C. ​time-based pricing D. promotional pricing E. ​location-based pricing

E. ​location-based pricing

A company has set a low price on a new product it introduced. It wants to maximize its market share and attract a large number of buyers quickly. Which new product pricing strategy should the company​ use? A. psychological pricing B. ​captive-product pricing C. product bundle pricing D. ​market-skimming pricing E. ​market-penetration pricing

E. ​market-penetration pricing

A car buyer can choose a base model at one​ price, or one with a premium sound and navigation system at a higher price. This is an example of​ _______ pricing. A. product line B. ​product-bundle C. ​captive-product D. ​by-product E. ​optional-product

E. ​optional-product

Which of the following is a demographic factor indicator of market​ potential? A. Income distribution B. Industrial infracture C. Education D. Natural resources E. GDP size and growth

Education

_________ is a demographic characteristic. A. Transportation structure and market accessibility B. Country size C. Climate D. Education E. Population density​ (urban and​ rural)

Education

What is the final step in the seven step personal selling process? A-prospecting B-PResentation C-Closing D-Follow-Up E-Qualifying

Follow-Up

Which of the filling are objectives of trade promotions? A- Getting ore sales force support for current or new products and getting sales people to sign up new accounts B- Getting retails to carry new items and more inventory, buy ahead, or promote the company products and give them more shelf space C- Generating business leads, stimulating purchases, rewarding sutlers, and motivating salespeople. D- Boosting consumer brand involvement and shote term buying E- Urging short term customer buying and gaining customer loyalty

Getting retails to carry new items and more inventory, buy ahead, or promote the company products and give them more shelf space

________ economies are major exporters of manufactured​ goods, services, and investment funds. A. Raw material exporting B. Income distribution C. Emerging D. Industrial E. Subsistence

Industrial

​Full-line forcing is a practice whereby a producer agrees to sell a brand to a dealer only if the dealer agrees to sell some or all of the rest of its line. Which of the following statements is true regarding​ full-line forcing? A. It may or may not be legal. B. It is only legal in New​ York, California and Texas. C. It is always illegal. D. It is always legal. E. It is only illegal in Europe.

It may or may not be legal.

University Boutiques promotes its brand in new international markets by providing rights to local boutiques to use its patented designs and brand name. In this​ case, University​ Boutiques' market-entering strategy is referred to as​ ________. A. contract manufacturing B. exporting C. management contracting D. joint ownership E. licensing

Licensing

Which of the filling statement about personal selling is correct? A- Salespeople represent the company to customers, but they do not represent customers to the company B-Many customers are unable to distinguish the salesperson from the company C-Peronsal selling is a fairly new profession D-The role of personal selling is very consistent from company to company E- Personal selling is the nonperonal arm of the promotional mix.

Many customers are unable to distinguish the salesperson from the company

Which of the following statements about retailer marketing decisions is​ correct? A. Most retailers seek either high markups on higher volume or low markups on lower volume. B. Retailers do not differentiate themselves on their service mix. C. Retailers do not have to segment and target their markets. D. Stores do not need to differentiate and position themselves. E. Many retailers identify three critical factors for retail​ success: location,​ location, and location.

Many retailers identify three critical factors for retail​ success: location,​ location, and location.

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. B. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. C. Using marketing channels allows producers to retain control over how and to whom they sell their products. D. Marketing channel decisions only require a​ short-term commitment. E. Using channel intermediaries increases the number of contacts with customers.

Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

​___________ are the largest single group of​ wholesalers, accounting for roughly 50 percent of all wholesaling. A. Agents B. Brokers C. ​Manufacturers' agents D. Merchant wholesalers E. ​Manufacturers' representatives

Merchant wholesalers

Which of the following statements about big data is​ correct A. Analyzing big data will always lead to useful customer insights. B. One result of big data is that marketing managers are often overloaded and overwhelmed with information. C. Big data actually refers to very small data sets. D. Big data is very important because marketers today need more information to make good decisions. E. Analyzing big data is a very easy task.

One result of big data is that marketing managers are often overloaded and overwhelmed with information.

Which of the following statements about major retail trends is​ true? A. The lifecycle of new retail forms is getting longer. B. The global expansion of major retailers into other countries has slowed down. C. Retail convergence has decreased competition for retailers. D. Online buying is growing at a much brisker pace than retail buying as a whole. E. The green movement has not yet affected retailing.

Online buying is growing at a much brisker pace than retail buying as a whole.

Its time for the Super Bowl, and the end-of-the-ailse displays at the supermarket feature chips, dips, and soft drinks. What type of sales promotion tool is this? A- Allowance B- Point of Purchase C- Sample D- Sponsorship E- Premium

Point of Purchase

​_______ is(are) demographic characteristic indicators of market potential. A. National priorities B. Government bureaucracy C. Monetary and trade regulations D. Population size and growth E. Political stability

Population size and growth

Most companies today want their salespeople to -----, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for bother the customer and the company. A- Capture short-term business B- Close Sales C- Cut prices to make the sale D- Practice value selling E- Use a transaction-oriented sales approach

Practice value selling

One customer promotion tool is ----, which are good offered free or at a low cost as an incentive to buy a product. A Rebates B Advertising specialties C Coupons D Point-of-Purchase promotions E Premiums

Premiums

In the​ whole-channel concept for international​ marketing, which of the following is NOT a global value delivery​ network? A. Final user or buyer B. International seller C. Price escalation D. Channels within nations E. Channels between nations

Price Escalation

​________ is when a company adds the cost of​ transportation, tariffs, importer​ margin, wholesaler​ margin, and retailer margin to its factory price. A. Product adaptation B. Price escalation C. Product invention D. Communication adaptation E. Straight extension

Price Escalation

GE healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a(n) ----- sales force structure. A- complex B- Customer C- Territorial D- Market E- Product

Product

________ involves changing the products to meet local​ requirements, conditions, or wants. A. Promotion B. Communication adaption C. Price D. Product adaptation E. Product invention

Product Adaptation

The retail marketing mix consists of which of the​ following? A. Product and service​ assortment, retail​ prices, promotion, and retail targeting B. Product and service​ assortment, retail​ prices, promotion, and location C. Product and service​ assortment, retail​ prices, promotion, and store positioning D. Product and service​ assortment, retail​ prices, promotion and store differentiation. E. Product and service​ assortment, retail​ prices, promotion, and retail segmentation

Product and service​ assortment, retail​ prices, promotion, and location

Retailers must decide on which three major product​ variables? A. Product​ assortment, services​ mix, and store atmosphere B. Product​ assortment, store​ atmosphere, and price C. Product​ assortment, services​ mix, and location D. Product​ assortment, price, and location E. Product​ assortment, services​ mix, and price

Product​ assortment, services​ mix, and store atmosphere

Countries can set​ ________, which is a limit on the amount of foreign imports that they will accept in certain product categories. A. a tariff B. nontariff trade barriers C. a quota D. duties E. exchange controls

Quota

Which technology could one day make the entire supply chain intelligent and​ automated? A. Vendor managed inventory B. Electronic data interchange C. ​Just-in-time D. Radio frequency identification E. Third party logistics

Radio frequency identification

The purpose of a tariff is to​ ________. A. protect local employment B. increase the amount of foreign imports C. provide competition to local industry D. raise revenue E. increase the amount of foreign exchange

Raise revenue

Which consumer promotion tools is like coupons except that the price reduction occurs after the purchase rather than at the retail outlet? A. Samples B. Premiums C. Contests D. Rebates E. Digital Coupons

Rebates

​________ refers to the activities involved in selling products or services directly to final consumers for their​ personal, nonbusiness use. A. Wholesaling B. Warehousing C. Manufacturing D. Retailing E. Shopper marketing

Retailing

______ involves​ reusing, recycling,​ refurbishing, or disposing of​ broken, unwanted, or excess products returned by consumers or resellers. A. Inventory management B. Outbound logistics C. Inbound logistics D. Reverse logistics E. Warehousing

Reverse logistics

Which of the following statements is true regarding sellers and their use of direct and digital​ marketing? A.For​ sellers, using direct and digital marketing is expensive. B.Sellers have opportunities to engage in​ real-time marketing. C.For​ sellers, direct and digital marketing is inflexible. D.Sellers using direct and digital marketing cannot solicit questions and feedback from customers. E.For​ sellers, direct and digital marketing is very inefficient.

Sellers have opportunities to engage in​ real-time marketing.

How does Google earn approximately​ 90% of its​ revenues? A.Selling search results B.Selling subscriptions to the site. C.Selling information to technology businesses D.Selling contextual advertising E.Through​ fund-raising

Selling contextual advertising

​_______ involves focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale. A. Retailing B. Warehousing C. Internal marketing D. Shopper marketing E. Showrooming

Shopper marketing

Which of the following statements about mobile marketing is​ correct? A.Most smartphone owners do not use mobile apps. B.Like other types of​ advertising, mobile ads are not very engaging. C.Mobile marketing is not used by companies to stimulate immediate buying. D.Mobile advertising spending in the U.S. is declining. E.Smartphones can be very useful in shopping situations.

Smartphones can be very useful in shopping situations.

What is the fastest growing sale trend today? A- Social Selling B- Team selling C- Telemarketing D- Outside Sales E - Eliminating expense reports

Social Selling

Which type of retailer carries a narrow product line with deep assortments within those​ lines? A. Supermarkets B. Specialty stores C. Convenience stores D. Department stores E. Superstores

Specialty stores

_________ offer(s) few market opportunities. A. Joint ownership B. Management contracting C. Licensing D. Contract manufacturing E. Subsistence economies

Subsistence economies

Which channel partners in a​ company's supply chain are upstream from a manufacturer or​ producer? A. Wholesalers B. Retailers C. Business distributors D. Customers E. Suppliers.

Suppliers

Which of the filling statement is true regarding salespeople? A- Salespeople do not play a role in solving customer problems. B- The best salespeople are the ones who work closely with customers for mutual gain. C - Salespeople are not well educated D- Most salespeople lack common sense and social skills E-Salespeople must be fast talkers.

The best salespeople are the ones who work closely with customers for mutual gain.

Which of the following statements about sales promotions is correct? A. Sales promotions are only offered to customers. B. Companies that use sales promotions usually do not use any other promotional mix tool. C. The growing use of sales promotion has resulted in promotion clutter. D. The Use of sales promotions has declined in recent years. E. Sales promotions offer long-term incentives to buy a product.

The growing use of sales promotion has resulted in promotion clutter.

Which of the following statements about shopping centers is​ correct? A. Retailers in a shopping center are independently owned and managed. B. Shopping centers cannot have more than 10 stores because of zoning laws. C. Shopping centers are only found in rural areas. D. Banks cannot be part of a shopping center. E. The most common type of shopping center is a strip mall.

The most common type of shopping center is a strip mall.

Which wholesaler channel function helps reduce inventory holding costs and the risks of suppliers and​ customers? A. Financing B. Warehousing C. Transportation D. Buying and assortment building E. Risk bearing

Warehousing

what are the two major elements in developing advertising strategy? a. creating advertising messages and selecting advertising media b. creating advertising messages and setting the advertising budget c. creating advertising messages and selecting advertising agencies d. determining the advertising budged and evaluating results e. determining the target audience and selecting advertising media

a. creating advertising messages and selecting advertising media

which of the following statements regarding the changing communications landscape is correct? a. the dominance of television, magazines, newspapers and other traditional mass media is declining. b. the digital age has had little impact on marketing communications c. more than ever, consumers are relying on marketers for information d. in terms of communication, today's consumers are less empowered e. marketers today are shifting their efforts to mass marketing

a. the dominance of television, magazines, newspapers and other traditional mass media is declining.

advertising appeals should have three characteristics. these characteristics are: a. to be meaningful, to be believable, and to be distinctive b. to be meaningful, to be distinctive, and to use scientific evidence c. to be meaningful, to be believable, and to use scientific evidence d. to be believable, to be distinctive and to be consumer generated e. to be meaningful, to be believable, and to be humorous

a. to be meaningful, to be believable, and to be distinctive

what is the goal of a pull strategy? a. to build consumer demand b. to build trade demand c. to give channel members incentives to carry the product d. to increase sales calls to distributros e. to save money by only focuing on consumers

a. to build consumer demand

in the promotion mix, _________ refers to any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor. a. advertising b. personal selling. c. public relations d. crowdsourcing e. sales promotion

advertising

Many companies build extensive electronic collections of consumer and market information obtained from data sources within the​ company's network. This is known as​ A. online marketing research B. marketing intelligence C. marketing research D. an internal database E. an intranet

an internal database

specific promotional tools used in _________- include direct mail, catalogs, online and social media, mobile marketing, and more. a. advertising b. direct and digital marketing c. personal selling d. sales promotion e. public relations

b. direct and digital marketing

generally, ___________ is a company's most expensive promotional tool. a. sales promotion b. personal selling c. public relations d. direct and digital marketing e. advertising

b. personal selling

Venezuela produces oil in​ surplus, whereas Guyana produces rice in surplus and El Salvador produces coffee in surplus. These nations have little hard currency to pay for purchases from other countries and frequently exchange involves​ a(n) ________. A. quota B. tariff C. barter D. fine E. excise

barter

The primary purpose of​ _________ websites is to present brand content that engages consumers and creates​ customer-brand community. A.content B.branded community C.e-mail D.search engine E.marketing

branded community

which of the following statements is correct regarding the use of advertising as a promotional tool? a. advertising allows marketers to communicate with buyers in a personal way b. advertising can reach masses of people only if they are geographically concentrated c. consumers tend to view advertised products as more legitimate d. advertising reaches many people slowly e. the cost per exposure of advertising is high

c. consumers tend to view advertised products as more legitimate

which advertising objective is used heavily when introducing a new product category? a. comparative b. persuasive c. informative d. reminder e. attack

c. informative

Superstores that are actually giant specialty stores and have seen tremendous growth recently are called​ _______. A. category killers B. discount stores C. supermarkets D. service retailers E. ​off-price retailers

category killers

​A(n)_______ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to find the final buyer. A. marketing channel B. supply chain C. channel level D. contact E. value delivery network

channel level

In the​ whole-channel view of​ distribution, the first​ link, ________, moves company products from points of production to the borders of countries within which they are sold. A. channels between nations B. channels within nations C. price D. communication adaptation E. promotion

channels between nations

In the​ whole-channel view of​ distribution, the second​ link, _________, moves products from their market entry points to the final consumers. A. final user or buyer B. global value delivery network C. channels within nations D. communication adaptation E. channels between nations

channels within nations

A(n) _____ is made up of one or more independent​ producers, wholesalers,​ retailers, and consumers. A. channel level B. franchise C. administered vertical marketing system D. conventional distribution channel E. corporate vertical marketing system

conventional distribution channel

​Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) _________. A. vertical marketing system B. administered VMS C. conventional distribution channel D. contractual VMS E. corporate VMS

corporate VMS

logos, stationery, brochures, signs, business forms, business cards, buildings, uniforms, and company cars and trucks are examples of which promotional tool? a. news b. public service activities c. written materials d. corporate identity materials e. special events

corporate identity materials

Which form of marketing involves engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer​ relationships? A.advertising B.Public relations C.Personal selling D.Direct and digital marketing E.Sales promotion

direct and digital marketing

which promotional tool is best suited to deliver a personalized and immediate message to a specific customers or customer community? a. public relations b. advertising c. sales promotion d. direct marketing e. personal selling

d. direct marketing

one popular method of branded entertainment is __________, which embeds brands as props within other programming, for example, television shows and movies. a. native advertising b. advertisement c. webisodes d. product placement e. vital marketing

d. product placement

what is the goal of integrated marketing communications? a. to integrate communications via online and mobile technologies b. to have different media carry different messages about a brand c. to maximize return on investment d. to deliver clear, consistent, and compelling messages about the orgization and its brand e. to lower overall marketing expenditures

d. to deliver clear, consistent, and compelling messages about the orgization and its brand

After the presentation and demonstration step in the sales process, a salesperson should next be prepared to -----. A- approach qualified customers B- follow up with the customer C- prospect the customer D- handle objections E- Immediate close the sale

handle objections

​Macy's carries several product lines—typically ​clothing, home​ furnishings, and household goods—with each line operating as a separate department managed by specialist buyers or merchandisers.​ Macy's is best described as​ a(n) ________. A. department store B. ​off-price retailer C. superstore D. specialty store E. discount store

department store

working with donors or members of nonprofit organizations to gain financial or volunteer support represents which public relations function? a. investor relations b. public affairs c. press relations d. development e. lobbying

development

which promotional tool engages directly with carefully targeting individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships? a. personally selling b. sales promotion c. direct and digital marketing d. public relations e. advertising

direct and digital marketing

​________ involves sending an​ offer, announcement,​ reminder, or other item to a person at a particular address. A.Catalog marketing B.Telemarketing C.Direct-response television marketing D.Direct-mail marketing E.Kiosk marketing

direct mail marketing

Online marketers taking business from traditional​ brick-and-mortar retailers is an example of​ _____. A. horizontal conflict B. vertical conflict C. franchising D. an administered VMS E. disintermediation

disintermediation

Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the Internet are known as​ _______. A.content sites B.e-tailers C.online social media D.transaction sites E.search-engine portals

e-tailers

one reason integrated marketing communications is necessary is _______. a. consumers can easily distinguish brand content from different sources b. communication channels today are less fragmented than in the past c. companies have always integrated their various communication channels d. messages from companies come from a single source e. consumers don't distinguish between content sources the way marketers do

e. consumers don't distinguish between content sources the way marketers do

the _______ message execution style shows one or more "typical" people using the product in a normal setting. a. fantasy b. mood or image c. lifestyle d. scientific evidence e. slice of life

e. slice of life

The benefits of direct and digital marketing for buyers are that it is​ _________. A.easy, private and expensive B.convenient, private and hard to use C.easy, convenient and private D.easy, convenient and impersonal E.easy, convenient and public

easy, convenient and private

In​ a(n) __________economy, fast growth in manufacturing results in rapid overall economic growth. A. raw materials exporting B. emerging C. income distribution D. subsistence E. industrial

emerging

According to the​ text, _______ is perhaps the biggest advantage of social media. A.user-controlled content B.return on investment C.engagement and social sharing capabilities D.the potential for intrusiveness E.the low cost

engagement and social sharing capabilities

Carefully orchestrating the​ store's layout and​ displays, background​ music, colors, and smells is related to​ ________. A. green retailing B. online retailing C. social media retailing D. megaretailing E. experiential retailing

experiential retailing

The simplest way to enter a foreign market is through​ ________. A. direct investment B. importing C. joint venturing D. tariffs E. exporting

exporting

Many companies get involved in several international markets and ventures. They can be​ __________, with country managers who are responsible for​ salespeople, sales​ branches, distributors, and licensees in their respective countries. A. export departments B. international subsidiaries C. international divisions D. world product groups E. geographical organizations

geographical organizations

By practicing​ ______ retailing,​ today's retailers are increasingly adopting environmentally sustainable practices. A. independent​ off-price B. ​off-price C. experiential D. green E. service

green

​H&M recently ran ads that let viewers with certain Samsung smart TVs use their remotes to interact directly with the commercials. This recent form of direct response television marketing is called​ ________. A. TVsquared2 B.an infomercial C.iTV D.phishing E.TV

iTV

​Twenty-Four7, a cosmetic firm located in the United​ States, markets its products in Asian and European countries through independent distributors. In this​ case, Twenty-Four7 has entered international markets through​ ________. A. direct investment B. joint ownerships C. joint venturing D. franchising E. indirect exporting

indirect exporting

Producers of convenience products typically use​ ______ distribution. A. exclusive B. intensive C. franchise D. direct E. selective

intensive

Because social media are ​_____​, they are ideal for starting and participating in customer conversations and listening to customer feedback. A.interactive B.engaging C.immediate and timely D.cost-effective E.targeted and personal

interactive

To develop needed​ information, marketing information systems utilize​ _________. A.marketing​ intelligence, marketing​ research, and the marketing environment B.internal​ databases, marketing​ intelligence, and marketing research C.internal​ databases, marketing​ research, and marketing managers D.marketing​ managers, information​ users, and internal databases E.internal​ databases, big​ data, and market research

internal​ databases, marketing​ intelligence, and marketing research

In compels selling situations, personal selling can be more effective than advertising because it is ----- A- only used for face to face customer interactions B- Designed to reach large groups of consumers C- Nonpersonal D-less engaging than advertising E- interpersonal

interpersonal

​____________ is perhaps the toughest public policy issue now confronting the direct marketing industry. A.Invasion of privacy B.Irritation C.Junk mail D.Deceptive pricing E.Deceptive advertising

invasion of privacy

The role of a​ company's marketing information system​ (MIS) is important because​ ______________. A.it ensures that the company will have good customer service B.it allows a company to outperform its competitors in the marketplace C.it enables a company to use customer insights to improve relationships with customers D. it maintains the​ company's internal database of customers E.it increases the likelihood that a customer will buy a product

it enables a company to use customer insights to improve relationships with customers

Many consumers today rent DVDs from a vending machine called​ Redbox, which can be found in retail stores and other locations. Redbox is type of direct marketing tool called​ a(n) _________. A.website B.kiosk C.infomercial D.DRTV E.iTV

kiosk

Which of the following is a form of traditional direct​ marketing? A.Websites B.Blogs C.Kiosk marketing D.Social media marketing E.Mobile marketing

kiosk marketing

A discount store​ (for example,​ Target, Kohl's, or​ Walmart) sells standard merchandise at lower prices. To do​ this, discount stores accept which of the following two​ conditions? A. lower margins and lower sales volume B. higher sales volume and inefficient operations. C. lower margins and higher sales volume D. higher margins and lower sales volume E. operating at a loss and higher sales volume

lower margins and higher sales volume

Geico's website is designed to quickly turn an inquiry into a sale. Geico has designed​ a(n) ______ website. A.branded community B.e-mail C.marketing D.search engine E.phishing

marketing

One key function performed by channel members is​ ___________, or shaping offers to meet the​ buyer's needs, including activities such as​ manufacturing, grading,​ assembling, and packaging. A. contact B. matching C. risk taking D. promotion E. negotiating

matching

when advertisers determine the qualitative value of message exposure through a given medium, they are assessing ______. a. media impact b. impressions c. reach d. engagement e. frequency

media impact

Marketers use​ __________ to engage customers​ anywhere, anytime during the buying and​ relationship-building processes. A.online advertising B.permission-based e-mail marketing C.blogs D.mobile marketing E.branded web communities

mobile marketing

A blog is​ a(n) ______. A.text- and​ image-based ad and link that appears atop or alongside search engine results B.mobile app C.type of targeted​ e-mail D.online forum E.type of online advertising

online forum

Webites, online​ advertising, email, online​ video, and blogs are all forms of​ ______ A.telemarketing B.social media marketing C.mobile marketing D.online marketing E.traditional direct marketing

online marketing

Forms of digital and social media marketing include​ ______. A.telemarketing, face-to-face​ selling, and kiosk marketing B.telemarketing, direct-mail​ marketing, and catalog marketing C.direct-response TV​ marketing, telemarketing and​ direct-mail marketing D.online​ marketing, social media​ marketing, and mobile marketing E.kiosk​ marketing, telemarketing and​ direct-response TV marketing

online​ marketing, social media​ marketing, and mobile marketing

Companies now use​ ________ and supply chain management software to help​ recruit, train,​ organize, manage,​ motivate, and evaluate relationships with channel partners. A. partner relationship management B. customer relationship management C. channel management D. distribution E. logistics

partner relationship management

Companies today see channel members as​ first-line customers and practice strong​ ________. A. trade promotions B. discount pricing C. consumer advertising D. partner relationship management E. B2B selling

partner relationship management

To avoid being intrusive and​ annoying, most legitimate​ e-mail marketers practice​ ______, which means sending​ e-mail pitches only to customers who​ "opt in." A.permission-based e-mail marketing B.phishing C.viral marketing D.spamming E.unsolicited​ e-mail marketing

permission-based email marketing

which advertising objective is best suited to building selective demand? a. persuasive b. humorous c. attack d. reminder e. informative

persuasive

Consumers may receive an​ e-mail, supposedly from their bank or credit card​ company, saying that their​ account's security has been compromised. The sender asks consumers to log on to a provided Web address and confirm their account and other personal information and then steals this private information. This is a fraudulent practice called​ ______. A.infomercials B.mobile marketing C.spamming D.phishing E.telemarketing

phishing

the public relations function of _______ is used to build and maintain national or local community relationships. a. public affairs b. development c. lobbying d. press relations e. investor relations

public affairs

specific promotional tools used in __________ include press releases, sponsorships, events, and web pages a. public relations b. sales promotion c. personal selling d. advertising e. direct and digital marketing

public relations

Competitive marketing intelligence uses​ _________ data sources A. publicly available B. private C. expensive D. internal E. competitor's internal

publicly available

companies who primarily direct their promotional activities to channel members are using a(n) _____ strategy. a. push b. integrated c. product d. pull e. sales force

push

_________ advertising is utilized most often by mature, well-known brands. a. reminder b. informative c. persuasive d. comparative e. attack

reminder

​Increasingly, different types of retailers now sell the same products at the same prices to the same consumers. This trend is called​ ___________. A. retail blending B. megaretailing C. green retailing D. social media retailing E. retail convergence

retail convergence

_________ is a short-term incentive to encourage the purchase or sale of a produce or service. a. public relations b. direct and digital marketing c. sales promotion d. advertising e. personal selling

sales promotion

By performing the channel function of​ ________, wholesalers' sales forces help manufacturers reach many small customers at a low cost. A. financing B. buying and assortment building C. risk bearing D. selling and promoting E. ​bulk-breaking

selling and promoting

Hotels and​ motels, banks,​ airlines, restaurants,​ colleges, hospitals, movie​ theaters, tennis​ clubs, bowling​ alleys, repair​ services, hair​ salons, and dry cleaners are all examples of​ ________. A. service retailers B. specialty stores C. franchises D. wholesalers E. ​non-retailers

service retailers

The practice of coming into retail stores to check out merchandise and prices but making purchases online using a computer or mobile device is called​ _______. A. ​off-price retailing B. showrooming C. shopper retailing D. experiential retailing E. mobile retailing

showrooming

One challenge of social media marketing is that​ ___________. A.it is used for​ real-time marketing B.social networks are largely​ user-controlled C.it is​ cost-effective D.it has not spread globally E.very few companies use it

social networks are largely user-controlled

In​ a(n) ________​ economy, the vast majority of people engage in simple agriculture. A. subsistence B. raw material exporting C. industrializing D. industrial E. emerging

subsistence

Helping sales people to "work smart" by doing the right things in the right ways is the goal of which area of sales force management? A- recruitment B- motivation C- supervision D-Trainign programs E-compensation plans

supervision

When setting channel​ objectives, companies should state the objectives in terms of​ ______. A. expected profitability B. ​competitor's objectives C. exclusive distribution arrangements D. targeted levels of customer service E. the length of the channel

targeted levels of customer service

Justin, Inc., a​ U.S.-based watch​ manufacturer, sells its products in​ China, Russia,​ France, and India. To manage sales, Justin appoints a number of sales representatives to each location. Justin has adopted a ---- sales force structure. A- product B- territorial C- Complex D- Market E- Customer

territorial

which of the following statements about public relations is correct? a. public relations is only used to promote products b. the impact of public relations on public awareness comes at a much higher cost than advertising c. the liens between advertising and public relations are becoming more and more blurred. d. trade associations do not use public relations e. public relations cannot be used to engage consumers

the liens between advertising and public relations are becoming more and more blurred.

The length of a channel is indicated by​ ___________. A. the number of wholesalers in the channel B. the number of final consumers C. the number of retailers in the channel D. the number of producers E. the number of intermediary levels

the number of intermediary levels

When the company has defined its channel​ objectives, it should next identify its major channel alternatives in terms of the types of​ intermediaries, the number of​ intermediaries, and​ __________________. A. economic criteria B. consumer needs C. the responsibilities of channel members D. whether to use intensive or exclusive distribution E. the profitability of the channel

the responsibilities of channel members

Which of the filling occurs during the presentation step in the personal selling process A - The salesperson attempts to "Razzle dazzle" the buyer B- The salesperson closes the deal C - the salesperson tells the buyer a value story D- the salesperson handles the objections E- The salesperson meets the buyer for the first time.

the salesperson tells the buyer a value story

​A(n) _______ is made up of the​ company, suppliers,​ distributors, and,​ ultimately, customers who​ "partner" with each other to improve the performance of the entire system. A. marketing channel B. contact C. channel level D. value delivery network E. supply chain

value delivery network

The digital version of​ word-of-mouth marketing that involves creating​ videos, ads, and other marketing content that is so infectious that customers will seek them out or pass them along to their friends is called​ _______. A.search engine marketing B.online marketing C.omni-channel marketing D.viral marketing E.e-mail marketing

viral marketing