Marketing 300 ch 14-17
A difference between manufacturers' agents and selling agents is that
. selling agents do not have the territorial restrictions that manufacturers' agents do.
Which of the following was developed in 1927 to supply milk, eggs, and other products for customers replenishing their ice boxes?
Convenience stores
Which of the following may include special attractions such as amusement parks or skating rinks?
Superregional shopping centers
__ provide businesses with copywriters, artists, production coordinators, media experts, researchers, and other highly skilled specialists.
advertising agencies
The marketing of products to ultimate consumers through face-to-face sales presentations either at home or the workplace is called
direct selling
If a restaurant, known for its delicious food and fun entertainment, does not serve alcohol, it is displaying advocacy advertising.
false
Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.
false
Institutional advertising and promotional advertising are the two basic categories of advertising.
false
Specialty retailers carry a broad product mix with deep product lines.
false
The signature is not part of the verbal portion of an advertisement.
false
Independent intermediaries that represent two or more sellers and usually offer customers complete product lines in a restricted territory are called
manufacturers' agents.
Tupperware, Sarah Coventry, Amway, and Avon sell products outside the confines of retail facilities. They are ____ retailers.
non-store
Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called
personal selling
Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to
preapproach
Toyota's sponsorship of a major Professional Golf Association tournament would be an example of a(n) ____ tool.
public relations
Lexus has designed its commercials to appeal to more affluent car drivers as its
target audience
If a company has very limited promotional resources, it is most likely to use mainly personal selling.
true
Limited-service wholesalers provide only some marketing services and specialize in a few functions.
true
Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.
true
The phrase, purchase products, includes the acceptance of ideas and issues
true
The price of a product influences the promotion mix to be used by the producer.
true
The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.
true
Warehouse clubs are able to offer a broad range of merchandise because their product lines are shallow and their sales volumes high.
true
Retail facilities located in big, low-cost buildings with large on-premise inventories and minimal services are called
warehouse showrooms
Personal selling goals include finding prospects, convincing prospects to buy, and
keeping customers satisfied.
Signs, counter pieces, racks, and self-service cartons are all forms of
point-of-purchase displays.
The overall role of promotion is to ________________and to build and enhance relationships with current and potential customers.
stimulate product demand
After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is
there is a lack of coupons for what consumers want to buy.
Steve is aware of the growth in digital media advertising, particularly to certain target markets. The use of advertising on digital devices can alienate young consumers. Steve has uncovered recent research stating that young consumers are more likely to be receptive to advertising appearing on their digital devices if the source is _____; _____ has been given, and the messages are ______.
trusted; permission; relevant or entertaining
