Marketing Ch. 12, 13, 17, 18
phishing
a type of identity theft that uses deceptive emails and fraudulent online sales
designing sales force strategy and structure
what is the first decision made in sales force management
transaction oriented
when the only goal of personal selling is to close a sale, a company is using a -- approach
direct and digital marketing
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
online marketing, social media marketing, mobile marketing
which of the following correctly identifies forms of digital direct marketing
blogs are user-controlled medium
which of the following is a potential disadvantage to using blogs for marketing
generating business leads
which of the following is an objective for business promotions
prospecting
which of the following is not an effective sales management process? a) selecting b) training c) prospecting d) compensating e) supervising
just in time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations
which of the following statements regarding just in time logistics is correct
mobile marketing
which of the following would be best suited for marketers to engage customers anywhere and at any time during the buying and relationship building processes
companies risk angering already ad-weary customers
why should companies use mobile marketing responsibly
contractual
The franchise organization is the most common type of --- VMS
the number of intermediary levels
The length of a channel is determined by
administered
Walmart has a lot of power and exerts strong influence on the suppliers they buy from. This channel power is an example of a --- vertical mkting system
business promotions
a sales contest is considered a part of
according to the text, what can be the ultimate direct marketing medium, assuming it is used correctly
inexpensive, efficient, and fast
identifies what direct and digital marketing offer sellers
interpersonal
in complex selling situations, personal selling can be very effective because it is --
pricing
in making products and services available to consumers, channel members add value. Key functions performed by the marketing channels include all of the following except ---
kiosk
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
sizing the sales force
once the company has set its structure, what is the next strategic decision it faces
are largely user controlled
one of the challenges of social media marketing is that social media ---
recruiting and selecting salespeople
one study found that the best salespersons have four traits in common: intrinsic motivation, a disciplines work style, and ability to close a sale, and ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management
direct marketing as a supplementary channel
priceline.com sells its services through
evaluating
sales reports, call reports, and expense reports are all used in the process of --- salespeople
close a specific sale
the aim of transaction-oriented marketing is to help salespeople
value delivery network
the company, suppliers, distributors and customers who partner with one another to improve the performance of the entire system make up the
online sales
the hottest growth area for the retailer Home Depot in the US market has been attributed to
viral marketing
what is the digital version of word of mouth marketing
category killers
Recently, superstores that are actually giant specialty stores, such as Petco and Home Depot, have seen tremendous growth. These types of superstores are called --.
omni-channel retailing
Retailing today requires ---, which means creating a seamless cross-channel buying experience that integrates in-store, online, and mobile shopping
direct marketing channel
A --- has no intermediary levels
lower margins and selling higher volume
A discount store (Target, Walmart) sells standard merchandise at lower prices. To do this, discount stores accept which of the following two conditions?
partner relationship management
Companies now use --- and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate channel partners
event marketing
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?
conventional distribution channels
Historically, --- have lacked leadership and power, often resulting in damaging conflict and poor performance
experiential retailing
L.L. Bean has turned its flagship store and campus in Freeport, Maine into a full-fledged outdoor adventure center. There, customers can hike, kayak, or go seal watching. This is an example of --
brand community
Many company websites are now designed to do more than just sell product. These websites, known as -- websites, attempt to build closer customer relationships and generate engagement with and between the brand and its customers
tighter consumer spending
One recent retailing trend resulting from economic conditions is ---
all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use
Which of the following best reflects the role of retailing in the distribution channel? a) all the activities involved in selling raw materials to manufacturers b) all the activities involved in breaking down large volumes of goods for resale to retailers c) all the activities involved when consumers sell to other consumers on auction websites d) all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use
the concept of salesperson-owned loyalty describes the loyalty that salespersons have toward the company
Which of the following does not reflect the role of a salespersons within a company
merchant wholesalers
-- are the largest single group of wholesalers
megaretailers
-- have shifted the balance of power between retailers and producers
prospecting
--- identifies qualified potential customers and is the first step of the personal selling process
omni-channel
--- retailing refers to the creation of a seamless cross-channel buying experience
integrated logistics management
The concept of --- recognizes that providing better customer service and trimming distribution costs require teamwork
full-service
Tiffany and Neiman Marcus are classified as -- retailers
vendor managed inventory
Using ---, the customer shares real-time data on sales and current inventory levels with the supplier. The supplier then takes full responsibility for managing inventories and deliveries
analyzing consumer needs
What does the process of designing marketing channels start with
Merchant wholesalers
Which of the following are the largest group of wholesalers, accounting for roughly 50 percent of all wholesaling
a Ford dealer complaining that another Ford dealer is advertising in their territory
Which of the following is an example of horizontal channel conflict? a) a retailer complaining about a producer's pricing b) a Ford dealer complaining that another Ford dealer is advertising in their territory c) a consumer complaining to a retailer about the service they received d) a retailer complaining about receiving damaged goods from a wholesaler
most retailers seek either high markups on lower volume or low markups on higher volume
Which of the following regarding retailer pricing decisions is correct a) high low pricing is a strategy used by wholesalers when they sell to retailers b) everyday low pricing is a strategy that has proven to be ineffective c) all retailers use some type of price promotions d)competition and economic factors do not influence retail pricing decisions e) most retailers seek either high markups on lower volume or low markups on higher volume
Many retailers identify three critical factors for retail success: location, location, location
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) stores do not need to differentiate and position themselves c) retailers do not differentiate themselves on their service mix d) many retailers identify 3 critical factors for retail success: location, location, location
Channel members create greater efficiencies than manufacturers could achieve on their own
Which of the following statements is correct regarding the functions channel members perform? a) channel members create greater efficiencies than manufacturers could achieve on their own b) channel members do not get involved in financing--in other words, the acquisition and use of funds to cover the cots of channel work c) finding and engaging customers and potential buyers is not a function performed by channel members d) channel members fulfill a variety of functions, but in doing so do not take any risks
channel alternatives should be evaluated against economic, control, and adaptability criteria
Which of the following statements regarding mkting channel design is correct?
Wholesalers must make decisions regarding their marketing mix
Which of the following statements regarding wholesaling is correct? a) wholesalers must make decisions regarding their mkting mix b) wholesalers do not need to segment their markets c) wholesalers do not need to differentiate themselves d) wholesalers do not need to define a target mkt
