MARK 3336 EXAM 4 PRACTICE QUESTIONS
__________ is entering foreign markets by developing an agreement with a licensee in the foreign market.
Licensing
Which of the following would NOT be a consideration for decision making in designing the full sales promotion program?
How to set it apart from other promotion mix elements
A cooperative venture in which a company creates a local business with investors in a foreign market firm, who share ownership and control is known as __________.
joint ownership
Follow-up is the sales step in which a salesperson __________.
checks in with the customer after the sale to ensure customer satisfaction and repeat business
Direct-mail marketing involves __________.
sending an offer, announcement, reminder, or other item directly to a person at a particular address
E-mail marketing is best defined as ________.
sending highly targeted, highly personalized, relationship-building marketing messages via e-mail
What are the two main forms of online advertising?
Display ads and search-related ads
________ is marketing via television, including infomercials and interactive television advertising.
Direct-response television marketing
Which of the following presents brand content that engages consumers and creates customer community around a brand?
A branded community website
Which of the following describes Internet fraud?
A broad category that encompasses identity theft and financial scams
Which of the following describes adapted global marketing?
A global marketing approach that adjusts the marketing strategy and mix elements to each international target market, which creates more costs but hopefully produces a larger market share and return
What happens in the presentation step of the personal selling process?
A salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems
__________ is considered a sociocultural factor.
Language
Monster.com takes the marketing approach of changing its strategy to better suit each separate target markets. Which of the following best describes the marketing strategy of Monster.com?
Adapted global marketing
Which of the following describes a salesperson?
An individual who represents a company to customers by performing the activities of prospecting, communicating, selling, servicing, information gathering, and relationship building
__________ is the sales step in which a salesperson meets the customer for the first time.
Approach
Which term refers to online forums where people and companies post their thoughts and other content, usually related to narrowly defined topics?
Blogs
__________ is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.
Business promotion
__________ is direct marketing through print, video, or digital catalogs that are mailed to select customers, made available in stores, or presented online.
Catalog marketing
Which of the following describes product adaptation?
Changing a product to meet local conditions or wants in foreign markets
__________ is a global communication strategy of fully adapting advertising messages to local markets.
Communication adaptation
Which of the following describes the whole-channel view?
Consists of designing international channels that take into account the entire global supply chain and marketing channel, forging an effective global value delivery network
__________ is a joint venture in which a company contracts with manufacturers in a foreign market to produce its product or provide its service.
Contract manufacturing
Which of the following describes omni-channel retailing?
Creating a seamless cross-channel buying experience that integrates in-store, online, and mobile shopping
Monster.com provides more of a transactional service to clients outside of the United States. Which of the following is most likely the reason it markets differently outside of the United States?
Cultural differences
What is the first decision made in sales force management?
Designing sales force strategy and structure
Monster.com offers job boards for employers and potential employees around the world. The number of available jobs fluctuates as global income distribution fluctuates. Which of the following environmental forces best describes this situation?
Economic
According to the text, what can be the ultimate direct marketing medium, assuming it is used correctly?
Which of the following describes a marketing website?
Engages consumers to move them closer to a direct purchase or other marketing outcome
Which of the following describes direct and digital marketing?
Engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships
Delta Faucet partnered with Warrior Dash, which sponsored several 5k mud run races around the country over the summer. At each event, Delta built a huge custom shower station, complete with 184 Delta showerheads, where mud-soaked competitors could meet and wash off after the race. This is an example of which type of promotion?
Event marketing
__________ is creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.
Event marketing
__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying.
Handling objections
________ is an economic factor.
Industrial infrastructure
Which of the following refers to salespeople who conduct business from their offices via telephone, online and social media interactions, or visits from prospective buyers?
Inside sales force
Which of the following describes sales force management?
Involves analyzing, planning, implementing, and controlling sales force activities
Which of the following approaches did Monster.com use to enter the Chinese market?
Joint venture
Many consumers today rent DVDs from a vending machine called Redbox that can be found in retail stores and other locations. Redbox is which type of direct marketing tool?
Kiosk
__________ is a joint venture in which the domestic firm supplies the management know-how to a foreign company that supplies the capital; the domestic firm exports management services rather than products.
Management contracting
Which of the following statements about personal selling is correct?
Many customers are unable to distinguish the salesperson from the company.
________ refers to a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines.
Product sales force structure
________ is marketing via the Internet using company websites, online ads and promotions, email, online video, and blogs.
Online marketing
Which of the following correctly identifies forms of digital direct marketing?
Online marketing, social media marketing, and mobile marketing
________ is a specific type of identity theft that uses deceptive e-mails and fraudulent online sites to fool users into divulging their personal data.
Phishing
__________ is considered a demographic characteristic.
Population size
__________ involves changing a product to meet local conditions or wants in foreign markets.
Product adaptation
Monster.com's products and services strategy around the globe is best described as which of the following?
Product adaptation
It is likely that salespeople at First Flavor try to identify potential business customers to utilize the Peel-n-Taste product in their marketing campaigns. Which of the following best describes this step of personal selling process?
Prospecting
__________ identifies qualified potential customers and is the first step of the personal selling process.
Prospecting
What is the name for direct marketing that links brands to important moments and trending events in customers' lives?
Real-time marketing
First Flavor would best be described as assisting companies in which of the marketing mix elements?
Sales promotion
What is the name for the steps that salespeople follow when selling?
Selling process
Which of the following describes sales promotion?
Short-term incentives to encourage the purchase or sales of a product or a service
Once the company has set its structure, what is the next strategic decision it faces?
Sizing the sales force
What is the name for the independent and commercial online social networks where people congregate to socialize and share messages, opinions, pictures, videos, and other content?
Social media
According to the text, what is the fastest-growing sales trend today?
Social selling
First Flavor does not use online, mobile, or social media to engage customers, indicating that First Flavor is not engaged in which of the following?
Social selling
________ refers to unsolicited, unwanted commercial e-mail messages.
Spam
__________ uses the telephone to sell directly to customers.
Telemarketing
Which of the following assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line?
Territorial sales force structure
What is meant by the term "the Internet of Things" (IoT)?
That everyone and everything may soon be connected digitally
__________ is a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers.
Trade promotion
When First Flavor promotes its products to other organizations as a marketing tool, the company may wish to showcase its product to numerous potential customers at once. Which promotional tool would you recommend to First Flavor?
Trade shows
Which of the following would best describe the marketing objective of a company utilizing First Flavor samples?
Urging short-term customer buying
________ is the digital version of word-of-mouth marketing, including videos, ads, and other marketing content that is so infectious that customers will seek it out or pass it along to friends.
Viral marketing
A global firm is ________.
a firm that, by operating in more than one country, gains R&D, production, marketing, and financial advantages in its costs and reputation that are not available to purely domestic competitors
Standardized global marketing is ________.
a global marketing strategy that basically uses the same marketing strategy and mix in all of the company's international markets
Industrial economies ________.
are major importers and exporters of manufactured goods and services
Closing is the sales step in which a salesperson __________.
asks the customer for an order
Consumer promotion is a sales promotion tool used to __________.
boost short-term customer buying and involvement or enhance long-term customer relationships.
Product invention is __________.
creating new products or services for foreign markets
Engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships is known as ________.
direct and digital marketing
The fastest growing form of marketing is __________.
direct and digital marketing
Firms that sell products and services directly to final buyers via the Internet are known as ________.
e-tailers
A(n) ________ is a group of nations organized to work toward common goals in the regulation of international trade.
economic community
A(n) ________ economy experiences rapid economic growth and industrialization.
emerging
Direct investment is __________.
entering a foreign market by developing foreign-based assembly or manufacturing facilities
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to __________.
handle objections
Customer sales force structure refers to a sales force organization ________.
in which salespeople specialize in selling only to certain customers or industries
________ economies are major importers and exporters of manufactured goods and services.
industrial
Social media is ideal for starting and participating in customer conversations and listening to customer feedback. This is because social media is __________.
interactive
In complex selling situations, personal selling can be very effective because it is __________.
interpersonal
Preapproach is the sales step in which a salesperson __________.
learns as much as possible about a prospective customer before making a sales call
One drawback to viral marketing is that __________.
marketers cannot control where users pass along the message
Straight product extension involves __________.
marketing a product in a foreign market without making any changes to the product
Marketing messages, promotions, and other content delivered to on-the-go consumers through mobile phones, smartphones, and tablets are known as __________.
mobile marketing
Consumers may receive an email, supposedly from their bank or credit card company, saying that their account's security has been compromised. The sender asks them 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 __________.
phishing
Personal selling is best defined as ________.
presentations by the firm's sales force for the purpose of engaging customers, making sales, and building customer relationships
In a(n) ________ economy, most people engage in simple agriculture.
subsistence
Team selling ________.
uses people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts
Digital and social media marketing consists of ________.
using digital marketing tools such as websites, social media, mobile apps and ads, online video, e-mail, and blogs that engage consumers anywhere, anytime via their digital devices
Which of the following correctly identifies what direct and digital marketing offer sellers?
Inexpensive, efficient, and fast
Helping salespeople to open double quote"work smartclose double quote" by doing the right things in the right ways is the goal of __________, whereas getting them to work hard is the goal of __________.
supervision; motivation