Marketing Final

In which stage of the selling process does a salesperson attempt to get the customer to agree to make a purchase?

Closing the sale

In which stage of the new-product planning process is the consumer presented with a description or picture of a proposed product and then asked to evaluate his/her purchase intentions or to express his/her attitudes?

Concept testing

A set business format, the use of an established name, strict operating controls, and motivated owner-operators are major characteristics of which form of retail institution?

Franchise

Which of the following is a major distribution planning function?

Inventory management

Which of these bests illustrates a major innovation?

Items not previously sold by any firm

A manufacturer changes its marketing strategy to offer a three-year warranty (while the rest of the industry offers a one-year warranty) in an attempt to create an important differential advantage in a very competitive market with stable sales. The product is in which product life-cycle stage?

Maturity

Which of these reflects the major consumer appeal of a conventional supermarket?

One-stop grocery shopping

When a firm seeks to ship out 95 percent of its orders within five hours of receipt, it is involved with...

a distribution standard

Exterior, general interior, store layout, and interior displays are the basic components of a store's...

atmosphere.

No independent intermediaries are used in which type of distribution channel?

direct

In a just-in-time inventory system,...

firms order frequently and in lower quantities.

A firm can reduce interfunctional area conflict through...

forming multifunctional task forces, committees, and management development programs.

Compared with advertising, personal selling is less effective in...

generating customer awareness.

The canned sales presentation works best with...

heavily advertised, routine items.

The best example of a good quantitative marketing objective is to...

increase awareness of the firm by 25 percent on the basis of an accepted measure of awareness

Channel length refers to the...

levels of independent members along a distribution channel.

The broad range of activities concerned with efficiently delivering raw materials, parts, semi-finished items, and finished products to designated places, at designated times, and in proper condition constitute...

logistics

Organizational mission refers to a firm's...

long-term commitment to a type of business and a place in the market.

A new product is expected to have an average repurchase rate of 4 months. A test market is scheduled for 2 months. A problem with this test market situation may be that...

only initial purchase rates and not repurchase rates can be studied.

A major difference between direct marketing and direct selling is that direct selling involves...

personal contact with consumers.

The integrated combination of hours, location, assortment, service, advertising, prices, and other factors retailers employ is referred to as the...

retail store strategy mix.

The information flow in top-down planning comes from...

senior managers

Vertical integration (such as a manufacturer's undertaking retail responsibilities through ownership) enables a firm to...

shorten its distribution channel.

The sales technique that adapts a sales presentation to each customer based on his/her characteristics and wants is known as...

the need-satisfaction approach

A company generates ideas, evaluates them, weeds out poor ones, gets consumer feedback, devises the product, tests it, and brings it to the market in...

the new-product planning process.