MKTG 3313 Final question practice

A business' Presidents Day sales are an example of _____. a. periodic discounting b. penetration pricing c. price skimming d. negotiated pricing e. secondary-market pricing

A

A product modification differs from a line extension in that __________________. a. the original product does not remain in the line b. the original product remains in the line c. it changes the product's dependability and durability d. the new product is in a different product category e. it changes the sensory appeal of a product by altering its taste, texture, sound, smell, or appearance

A

A(n) ______ is a specific version of a product, while a(n) ______ is a group of closely related products that are considered to be a group because of marketing, technical, or end-use considerations. a. product item; product line b. product item; product mix c. product mix width; product mix depth d. brand; product mix e. product mix; product line

A

ACME Corp. has decided that all of its products' packages should be similar. ACME is using which of the following? a. family packaging b. family branding c. co-branding d. brand extension e. private distributor packaging

A

ACME has a pricing objective to increase its primary product's sales relative to total industry sales. This is best describe as a(n) _____. a. market share objective b. return-on-investment objective c. cash flow objective d. status quo objective e. product quality objective

A

All of the following are general-merchandise retailers EXCEPT ______________. a. category killers b. extreme-value stores c. warehouse clubs d. department stores e. hypermarkets

A

Assume a retailer purchases a can of premium dog food at $2.25 and adds 75 cents to the cost, making the price $3. What is the markup as a percentage of selling price? a. 25% b. 100% c. 33% d. 50% e. 5%

A

Buyers recognize the existence of a new product during which of the following stages of the product adoption process? a. awareness b. interest c. adoption d. evaluation e. trial

A

Consumers can experience free samples in which of the following stages? a. trial b. interest c. awareness d. adoption e. evaluation

A

During which phase of the new product development process is a new product idea turned into a prototype or working model? a. product development b. test marketing c. business analysis d. concept testing e. screening

A

During which step in the personal selling process is listening especially important? a. making the presentation b. prospecting c. approach d. overcoming objectives e. following up

A

In any one large metropolitan area, there is usually just one Ferrari luxury sports car dealer. This best illustrates ______________. a. exclusive distribution b. intensive distribution c. multichannel distribution d. digital distribution e. selective distribution

A

Josh, who has an engineering degree, gives practical assistance to ACME Corp.'s current customers, advising them on product characteristics and applications, system designs, and installation procedures. Josh is best described as a(n) _____. a. technical salesperson b. inside salesperson c. support person d. missionary salesperson e. trade salesperson

A

Some types of promotion—such as free samples, coupons, test drives, or limited free-use offers, contests, and games—are employed to _____. a. encourage product trial b. stimulate demand c. identify prospects d. facilitate reseller support e. create awareness

A`

A business's rental of production space is an example of a _____. a. marginal cost b. total cost c. fixed cost d. variable cost e. break-even point

C

During which of the product life cycle stages do sales rise rapidly? a. deletion b. maturity c. growth d. decline e. introduction

C

Which of the following is appropriate for stimulating primary demand? a. personal selling b. viral marketing c. comparative promotion d. new introductory promotion e. reinforcement promotion

D

Kara Thrace operates a service business that engages in systematically collecting data on brands and prices at competitors' stores. For which stage of the price establishment process would this service be most appropriate? a. evaluating competitors' prices b. selecting a basis for pricing c. assessing the target market's evaluation of price d. developing pricing objectives e. selecting a pricing strategy

A

Leonard is a salesperson for ACME Motors. He always tries to shake hands with potential new customers and to "seal the deal" when they sign a sales contract. In personal selling, handshaking is an example of _____. a. tactile communication b. proxemic communication c. kinesic communication d. sales communication e. pioneer communication

A

Relationship selling differs from traditional personal selling due to its adoption of a _____. a. long-term perspective b. recovery behavior c. automation technology d. team approach e. short-term perspective

A

The decisions and activities intended to create and maintain a certain concept of the firm's product, relative to competitive brands, in customers' minds are best described as _______________. a. positioning b. disruptive innovation c. perceptual mapping d. screening e. repositioning

A

The use of a variety of marketing channels to ensure maximum distribution is best called _____________. a. multichannel distribution b. logistics c. supply chain alliances d. digital distribution e. channel integration

A

To balance the supply and demand of perishable services, marketers may use ______________. a. demand-based pricing b. client-based pricing c. supply-based pricing d. high-contact pricing e. peak pricing

A

Toastie's restaurant is developing a frequent-user program that asks customers to input their phone number each time they order and then rewards them with free drinks or chips after they have spent $50 at the restaurant. This best illustrates the promotional objective of _____. a. retain loyal customers b. identify prospects c. encourage product trial d. reduce sales fluctuations e. combat competitive promotional efforts

A

Traveler's Insurance uses an umbrella in its name to symbolize protection. Such symbols provide cues to overcome which aspect of a service? a. intangibility b. perishability c. client-based relationships d. heterogeneity e. inseparability

A

When retailers use multiple distribution channels to complement their stores with catalogs, apps, or websites, they are using _______________. a. multichannel retailing b. retail discounting c. multichannel distribution d. scrambled merchandising e. digital retailing

A

Which of the following appropriation techniques is most logical? a. objective-and-task approach b. percent-of-sales approach c. status quo approach d. arbitrary approach e. competition-matching approach

A

Which of the following has become important due to the increasing fragmentation of television viewers who have ever-expanding viewing options and technology that can screen advertisements? a. product placement b. public relations c. sales promotion d. personal selling e. advertising

A

Which of the following involves identifying an unserved or underserved market segment and reaching it through a strategy that distinguishes the retailer from others in the minds of customers in the market segment? a. retail positioning b. atmospherics c. multichannel retailing d. category management e. disruptive innovation

A

Which of the following is NOT one of the developers of an advertising campaign? a. an accounting firm b. an advertising agency c. a single individual d. the firm's advertising department e. a few people within the firm

A

Which of the following is characterized by intense competition? a. maturity b. introduction c. decline d. test marketing e. growth

A

Which of the following is often used by producers of relatively homogeneous products, especially when the target market considers price to be an important purchase consideration? a. competition-based pricing b. markup pricing c. demand-based pricing d. cost-based pricing e. cost-plus pricing

A

Which of the following levels of market coverage is desirable when a special effort, such as customer service from a channel member, is important to customers? a. selective distribution b. exclusive distribution c. digital distribution d. intensive distribution e. multichannel distribution

A

Which of the following product elements derives from customers' involvement with the product, which may convey additional value to many products (and brands) for buyers? a. symbolic or experiential benefits b. supplemental features c. brand equity d. the core product e. brand loyalty

A

Which of the following should be accomplished after developing pricing objectives? a. assessing the target market's evaluation of price b. selecting a basis for pricing c. determining a specific price d. evaluating competitors' prices e. selecting a pricing strategy

A

Which of the following support personnel or take orders, follow up on deliveries, and provide technical information? a. inside salespeople b. technical salespeople c. missionary salespeople d. support personnel e. trade salespeople

A

Which personal selling process step may involve calling on customers without prior consent? a. approach b. preapproach c. making the presentation d. overcoming objections e. prospecting

A

ACME Corp. offers a price discount to encourage prompt payment. Which of the following is it likely to use? a. trade discount b. cash discount c. quantity discount d. allowance e. seasonal discount

B

Any product making a nutritional claim must have ________________. a. package licensing b. standardized nutrition labeling c. promotional nutrition labeling d. whatever information the manufacturer thinks is important e. standardized packaging

B

Hallmark is using a strategy of running advertisements for set periods of time, alternating with periods in which no ads run. This is best described as _____. a. layout b. flighting c. recall d. pulsing e. continuous

B

Huy Fong is buying peppers and vinegar to make its iconic Sriracha sauce. For Huy Fong, these are best described as _______________. a. component parts b. process materials c. accessory equipment d. raw materials e. installations

B

If promotion is used to successfully stimulate demand, the producer should be able to produce and market products in larger quantities and thus reduce per-unit production research and development, overhead, and marketing costs, which can result in _____. a. higher prices b. lower prices c. greater need d. deceptive advertising e. materialism

B

In the case that a preferred brand is not available, which of the following consumer product types will a shopper be most likely to choose as a substitute? a. installations b. convenience c. shopping d. specialty e. MRO supplies

B

Quality, the overall characteristics of a product that allow it to perform as expected, has two components: _____ and _____. a. services; consistency b. level; consistency c. level; function d. appearance; consistency e. function; appearance

B

Sales promotion can increase sales by providing _____. a. greater social media exposure b. extra purchasing incentives c. a reduced price d. opportunities to win more products e. sales deterrents

B

Spacely Inc.'s sprockets have inelastic demand. If Spacely raises the price of sprockets, what will be the result? a. a decrease in product inventory b. an increase in total revenue c. a decrease in market share d. a decrease in total revenue e. an increase in market share

B

Supply-chain management should begin with a focus on ____________. a. the seller b. the customer c. the producer d. the marketing channel e. the government regulator

B

The Double-A of American Airlines, the peacock of NBC, and the apple with a missing bite of Apple are examples of a _______________. a. trademark b. brand mark c. brand equity d. brand name e. trade name

B

The most critical copy in an advertisement is the _____. a. layout b. headline c. signature d. body copy e. subheadline

B

The most popular type of vertical marketing system is the _____________. a. corporate VMS b. contractual VMS c. administered VMS d. vertical VMS e. horizontal VMS

B

The process of creating and designing products so that customers perceive them as different from competing products is best described as _______________. a. disruptive innovation b. product differentiation c. product positioning d. concept testing e. product modification

B

Urban Outfitters is coordinating promotion and other marketing efforts to ensure maximum informational and persuasive impact on customers. This is best described as _____. a. integrated marketing connection b. integrated marketing communications c. integrated business communications d. intelligent promotion communications e. intelligent marketing communications

B

When Malcolm Reynolds walks into his local American Eagle store, he gets a message on his smartphone announcing that T-shirts in the store are 25% off today. This illustrates the use of ____________. a. websites b. beacons c. smart mirrors d. self-checkout e. virtual fit

B

When you buy a new backpack from LLBean.com, which of the following consumer marketing channels are you using? a. producer to retailer to consumer b. producer to consumer c. producer to industrial distribution to consumer d. producer to wholesaler to retailer to consumer e. producer to agent to wholesaler to retailer to consumer

B

Which of the following are purchased when a sudden problem must be solved, products of which customers are unaware of until they see them in a store or online, and products that people do not plan on purchasing? a. convenience products b. unsought products c. shopping products d. specialty products e. accessory products

B

Which of the following does not take possession of the merchandise? a. mail-order wholesalers b. drop shippers c. cash-and-carry wholesalers d. rack jobbers e. truck wholesalers/jobbers

B

Which of the following generally does NOT have a conventional department store anchor? a. superregional shopping center b. power shopping center c. regional shopping center d. lifestyle shopping center e. community shopping center

B

Which of the following identifies old technologies that can be exploited in new ways or develops new business models to give customers more than they've come to expect from current products in a specific market? a. product modification b. disruptive innovation c. brand extension d. line extension e. idea generation

B

Which of the following is NOT a form of direct marketing? a. nonstore retailing b. direct selling c. telemarketing d. catalog marketing e. direct-response marketing

B

Which of the following is NOT a means of repositioning a product? a. physically changing the product b. maintaining the product's marketing mix c. distributing the product through a different distribution channel d. aiming the product at a different target market e. changing the product's image through promotional efforts

B

Which of the following is NOT an advantage of franchising? a. Franchises generally have lower failure rates than independent retail establishments. b. Franchisees must pay to use the franchisor's name, products, and assistance. c. Franchisors gain distribution without the high cost of constructing and operating their own outlets. d. Franchisees can benefit from the business experience of others. e. Franchisees may be able to start a business with limited capital.

B

Which of the following is NOT one of the criticisms of promotion cited in your text? a. Promotion is deceptive. b. Promotion lowers prices. c. Promotion fosters materialism. d. Promotion increases prices. e. Promotion creates needs.

B

Which of the following is closely related to packaging and is used to identify, promote, inform, and address legal requirements? a. brand licensing b. labeling c. brand mark d. packaging e. branding

B

Which of the following is often favored by intermediaries? a. tying agreements b. restricted sales territories c. exclusive dealing d. refusal to deal e. full-line forcing

B

Which of the following is the most expensive sales promotion method? a. coupons b. free samples c. point-of-purchase materials d. consumer contests e. premiums

B

Which of the following is the point at which the costs of producing a product equals the revenue made from selling the product? a. marginal revenue b. break-even point c. marginal cost d. demand curve e. fixed cost

B

Which of the following objectives is likely to be more expensive for a firm as the cost of materials and research and development may be greater? a. market share b. product quality c. status quo d. cash flow e. profit

B

Which of the following provides time utility by enabling firms to compensate for dissimilar production and consumption rates? a. transportation b. warehousing c. order processing d. materials handling e. inventory management

B

Which of the following trade sales promotion methods is best suited to high-volume, high-profit, easily handled products? a. dealer loader b. merchandise allowance c. buy-back allowance d. cooperative advertising e. scan-back allowance

B

Which pricing strategy provides the most flexible introductory base price? a. captive pricing b. price skimming c. premium pricing d. penetration pricing e. periodic discounting

B

Word-of-mouth communication is most effective for ____ and _____. a. long-time products; expensive products b. new-to-market products; expensive products c. new-to-market products; inexpensive products d. new-to-market products; convenience products. e. declining products; expensive products

B

A major reason why the final price may be different than what may result from the remaining steps in the price setting process is a. customers would not pay a price resulting from a pricing strategy because that price is too high. b. the price resulting from the other steps in the pricing process is too low. c. the final price has to be adjusted to be consistent with industry practices. d. competitors' prices are higher and thus the final price must be raised. e. competitors' prices are higher and therefore the final price has to be lowered.

C

ACME Corp. is evaluating the effectiveness of a recent campaign by showing selected consumers the actual advertisement and asking whether they recognize it. ACME is probably using which method to evaluate its campaign? a. pretest b. unaided recall test c. recognition test d. consumer jury e. aided recall test

C

Anjali Ravi and Sofia Samilpa are starting a business where they own and stock display racks in supermarkets, discount, and drugstores with current magazines. Ravi and Samilpa's business would best be described as ____________. a. general-merchandise wholesalers b. drop shippers c. rack jobbers d. specialty-line wholesalers e. truck jobbers

C

Digital advertising that matches the appearance and purpose of the content in which it is embedded is called _____. a. product advertising b. reinforcement advertising c. native advertising d. competitive advertising e. institutional advertising

C

Hulu enables consumers to watch select TV shows whenever they want instead of when they are broadcast. This illustrates _______________. a. form utility b. technological utility c. time utility d. place utility e. possession utility

C

In the communication process, the _____ is the individual, group, or organization that decodes a coded message. a. feedback b. source c. receiver d. noise e. communications channel

C

Phydeaux & Friends is an independent retailer that carries deep product lines of pet supplies. This small, locally owned store is best classified as a(n) ____________. a. off-price retailer b. warehouse showroom c. traditional specialty retailer d. category killer e. department store

C

Sales fall rapidly during which of the following? a. product development b. maturity stage c. decline stage d. growth stage e. introduction stage

C

Sales force objectives for the entire force are normally stated in terms of all of the following EXCEPT _____. a. profit b. dollar sales volume c. sales territory d. unit sales volume e. market share

C

Suppliers may use ________ to get rid of slow-moving inventory, while a franchiser may use them to maintain quality control and protect the franchiser's reputation a. exclusive dealing b. restricted sales territories c. tying agreements d. warehousing e. refusal to deal

C

The key to success in retailing is to have a strong ________ with a retail strategy that provides the level of service, product quality, and innovation that consumers desire. a. online presence b. location c. customer focus d. category management e. shareholder focus

C

When a producer, wholesaler, or retailer has the ability to influence another channel member's goal achievement, it ____________. a. is horizontally integrated b. is multichannel distribution c. has channel power d. is vertically integrated e. is a channel captain

C

When a product's target market consists of millions of customers, organizations tend to rely on ______ and ______. a. personal selling; public relations b. public relations; sales promotion. c. advertising; sales promotion. d. advertising; personal selling e. advertising; public relations

C

Whenever ACME Corp. introduces a new product, it sends out a single page with typewritten copy containing fewer than 300 words and describing a company event or product called a(n) _____ and a photograph with a brief description explaining its contents, called a(n)_______. a. press release; TV commercial. b. press release; even sponsorship. c. press release; captioned photograph. d. event sponsorship; captioned photograph. e. feature article; captioned photograph.

C

Which of the following business marketing channels is most likely to be used? a. producer to agent to industrial distributor to customer b. producer to manufacturer's agent to customer c. producer to customer d. producer to industrial distributor to customer e. producer to industrial distributor to retailer to customer

C

Which of the following is NOT a factor affecting the routing and scheduling of sales calls? a. sales call frequency b. number of customers in the territory c. compensation method d. sales call duration e. sales territory size and shape

C

Which of the following is NOT one of the four elements of the promotion mix? a. personal selling b. advertising c. pioneer promotion d. sales promotion e. public relations

C

Which of the following is a fraction of the size of conventional discount stores and typically offer very low prices on smaller size name-brand nonperishable household items? a. hypermarkets b. discount stores c. extreme-value stores d. warehouse clubs e. warehouse showrooms

C

Which of the following is calculated by dividing the variable costs by the number of units produced? a. average total cost b. break-even point. c. average variable cost d. marginal cost e. average fixed cost

C

Which of the following is owned by the producer? a. manufacturers' agents b. commission merchants c. sales offices d. brokers e. selling agents

C

Which of the following is the strongest and most desired by marketers? a. brand loyalty b. brand recognition c. brand insistence d. brand preference e. brand equity

C

Which of the following is used by retailers or wholesalers to develop more efficient promotion, generate higher gross margins, and change store image? a. generic brands b. equity brands c. private distributor brands d. manufacturer brands e. consumer brands

C

Which of the following is used to assess an organization's image among the public or to evaluate the effect of a specific public relations program? a. environmental scanning b. social audit c. public relations audit d. communications audit e. environmental monitoring

C

Which of the following levels of market coverage is most appropriate for products that have a high replacement rate, require almost no service, and are bought based on price cues? a. physical distribution b. digital distribution c. intensive distribution d. exclusive distribution e. selective distribution

C

Which of the following pass on to a business customer the cost savings gained through lower per-unit selling costs of larger orders? a. cash discounts b. trade discounts c. quantity discounts d. allowances e. seasonal discounts

C

Which of the following perform the widest range of wholesaling functions? a. agents b. sales branches c. full-service wholesalers d. drop shippers e. limited-service wholesalers

C

Which of the following pricing objectives can reduce a firm's risks by helping to stabilize demand for its products? a. profit b. cash flow c. status quo d. market share e. product quality

C

Which of the following shows the quantity of products a firm expects to sell at various prices if other factors remain constant? a. break-even point b. reference price c. demand curve d. demand line e. marginal analysis

C

Which of the following trade sales promotion methods is appropriate when personal selling is an important part of the marketing effort? a. dealer loader b. free merchandise c. push money d. buy-back allowance e. merchandise allowance

C

Which of the following uses tools such as annual reports, brochures, event sponsorship, and sponsorship of socially responsible programs? a. proxemic communication b. advertising c. public relations d. sales promotion e. personal selling

C

A major goal of integrated marketing communications is to send a consistent message to _____. a. ad agencies b. managers c. shareholders d. customers e. employees

D

ACME Corp. is running a sales promotion in which it offers to give retailers $1 for each case of widgets purchased during the promotion. This best describes _____. a. dealer listing b. free merchandise c. cooperative advertising d. buying allowance e. dealer loader

D

ACME Corp.'s widgets have elastic demand. If ACME raises the price of widgets, what will be the result? a. an increase in market share b. a decrease in market share c. an increase in total revenue d. a decrease in total revenue e. a decrease in product inventory

D

Although heterogeneity results in variability in service quality, which makes it difficult to standardize services, it does offer a significant advantage: __________________. a. the ability to distribute services through multiple channels b. the ability to store unused products for a later date c. lower costs d. the ability to customize e. lower prices

D

Delivery and installation, financing arrangements, customer training, warranties and guarantees, repairs, layaway plans, convenient hours of operation, adequate parking, and information through toll-free numbers and websites are examples of ________________. a. product differentiation b. customer positioning c. product design d. customer services e. product features

D

If PetSmart began to acquire very successful local pet stores, this would be an example of ______________. a. channel power b. vertical integration c. digital integration d. horizontal integration e. multichannel integration

D

If a company's promotional budget is extremely limited, the firm is likely to rely on _____. a. public relations b. advertising c. kinesic promotion d. personal selling e. sales promotion

D

Procter & Gamble is in the process of eliminating products from the product mix because they no longer satisfy a sufficient number of customers. This is best described as _________________. a. product adoption b. product positioning c. commercialization d. product deletion e. disruptive innovation

D

Salespeople from ACME Corp. are searching for potential customers from company sales records, trade shows, commercial databases, newspaper announcements, public records, telephone directories, trade association directories, and many other sources. This is best described as _____. a. approaching b. following up c. presenting d. prospecting e. closing the sale

D

The Federal Trade Commission has established guidelines for _______: If the higher price against which the comparison is made is the price formerly charged for the product, the seller must have made the previous price available to customers for a reasonable time period. a. reference pricing b. bait pricing c. price leaders d. comparison discounting e. special-event pricing

D

The Red Cross raises money to help people survive natural and manmade disasters. Red Cross can best be described as a(n) ______________. a. specialty product b. good c. unsought product d. idea e. service

D

The group of people at whom advertisements are aimed is called the _____. a. client public b. target public c. target market d. target audience e. market segment

D

The limit on the volume of information a communications channel can handle effectively is known as __________. a. receiver b. channel logistics c. noise d. channel capacity e. feedback

D

When a product's packaging can be reused for an additional purpose, this is best described as _________________. a. family packaging b. category-consistent packaging c. handling-improved packaging d. secondary-use packaging e. family branding

D

Which of the following alters a product's versatility, effectiveness, convenience, or safety? a. aesthetic modification b. package modification c. quality modification d. functional modification e. ingredient modification

D

Which of the following are likely to restock shelves, obtain more shelf space, set up displays, provide in-store demonstrations, and distribute samples to store customers? a. missionary salespeople b. inside salespeople c. technical salespeople d. trade salespeople e. support personnel

D

Which of the following contrasts the promoted brand with one or more identified competing brands on the basis of one or more product characteristics? a. competitive advertising b. institutional advertising c. product advertising d. comparative advertising e. pioneer advertising

D

Which of the following deletion strategies makes no attempt to give a declining product a new life? a. flash sale b. run-out c. lingering drop d. phase-out e. immediate drop

D

Which of the following focuses on a product category rather than a specific brand? a. product advertising b. advocacy advertising c. competitive advertising d. pioneer advertising e. comparative advertising

D

Which of the following have special expertise in core physical distribution activities such as warehousing, transportation, inventory management, and information technology and can often perform these activities more efficiently? a. channel captains b. freight forwarders c. megacarriers d. third-party logistics firms e. corporate VMS

D

Which of the following is NOT a typical function of packaging? a. to prevent tampering and shoplifting b. to protect the product and maintain its form c. to promote a product d. to prevent efficient handling of the product e. to offer convenience to consumers

D

Which of the following is a broad set of communication efforts used to create and maintain favorable relationships between an organization and its stakeholders? a. advertising campaign b. personal selling c. sales promotion d. public relations e. advertising

D

Which of the following is responsible for all aspects of developing a product: research and development, production and engineering, finance and accounting, and marketing? a. brand manager b. product manager c. brand developer d. venture team e. market manager

D

Which of the following is the most expensive form of retailing? a. nonstore retailing b. online retailing c. automatic vending d. direct selling e. direct-response marketing

D

Which of the following is the most important with business-to-business transactions involving the purchase of expensive products? a. publicity b. public relations c. sales promotion d. personal selling e. advertising

D

Which of the following is the most widely used sales promotion technique? a. premiums b. samples c. rebates d. coupons e. incentives

D

Which of the following price bases is mostly likely to be used for commercial construction projects or custom made equipment? a. markup pricing b. yield management c. demand-based pricing d. cost-plus pricing e. competition-based pricing

D

Which of the promotion methods is the most precise? a. publicity b. sales promotion c. public relations d. personal selling e. advertising

D

ACME Corp. has a promotion strategy that involves promoting its widgets through personal selling and sales promotion to the wholesalers that handle its products. Which channel promotion policy is ACME using? a. pull policy b. tying policy c. category management d. exclusive policy e. push policy

E

ACME Corp. is going through the new product development process and is selecting ideas with the greatest potential for development for further review. ACME is in which phase of the new product development process? a. business analysis b. test marketing c. concept testing d. product development e. screening

E

At ACME Corp., managers are using a strategy of trying to get consumers to share the firm's message via a quirky online YouTube video in a way that spreads dramatically and quickly. This is best described as _____. a. word-of-mouth communication b. sales promotion c. personal selling d. buzz marketing e. viral marketing

E

Dell Computer and Harley Davidson are well known for their use of the JIT approach. To which of the following physical distribution activities does the JIT approach belong? a. order processing b. transportation c. warehousing d. materials handling e. inventory management

E

Firefly Space Shuttles is using a strategy of maximizing revenues by making numerous price changes in response to demand, competitors' prices, or environmental conditions. This is best described as _____. a. markup pricing b. cost-based pricing c. cost-plus pricing d. competition-based pricing e. yield management

E

Kaylee Frye has entered into an arrangement in which she can sell branded products, benefit from a national promotion program, and obtain equipment, buildings, management know-how, and marketing assistance in exchange for a percentage of her sales. This is best described as _______________. a. nonstore retailing b. direct marketing c. direct selling d. online retailing e. franchising

E

Maria receives a fixed salary plus a commission based on sales volume after she sells $20,000 worth of merchandise for her company. Which of the following best describes her compensation? a. salary plus compensation plan b. salary benefits compensation plan c. straight salary compensation plan d. straight commission compensation plan e. combination compensation plan

E

Personal, informal exchanges of communication that customers share with one another about products, brands, and companies are best described as _____. a. proxemic communication b. sales promotion c. kinesic communication d. personal selling e. word-of-mouth communication

E

Small, standardized, routinely purchased items are best suited for distribution through ___________. a. television home shopping b. telemarketing c. direct-response marketing d. direct selling e. automatic vending

E

The development of a product that is closely related to one or more products in the existing product line, but designed specifically to meet somewhat different customer needs is best described as _______________. a. brand extension b. aesthetic modification c. quality modification d. product modification e. line extension

E

To boost sales, ACME Corp. launched a sales promotion effort that required individuals to compete for a free iPad by collecting stickers on the inside of packaging of ACME widgets. This best describes a _____. a. sweepstakes b. rebate c. consumer contest d. coupon e. consumer game

E

When a company offers many product lines, it can be said to have a ________________. a. shallow product mix b. narrow product mix c. brand product mix d. deep product mix e. wide product mix

E

When a product's performance characteristics are at least equal to those of competitive brands and it is priced lower, which of the following is appropriate? a. positioning to avoid competition b. positioning to highlight style c. repositioning d. positioning to emphasize ingredients e. head-to-head positioning

E

Which of the following are viewed as "in the know" by many product adopters? a. laggards b. late majority c. innovators d. early majority e. early adopters

E

Which of the following charges the same price to all customers regardless of geographic location, and the price is based on average shipping costs for all customers? a. zone pricing b. freight absorption pricing c. F.O.B. destination pricing d. base-point pricing e. uniform geographic pricing

E

Which of the following integrates the functions of operations management, logistics management, supply management, and marketing channel management so that products are produced and distributed in the right quantities, to the right locations, and at the right times? a. 3rd party logistics b. multichannel distribution c. channel integration d. physical distribution e. supply-chain management

E

Which of the following involves planning, implementing, and controlling the efficient and effective flow and storage of products and information from the point of origin to consumption to meet customers' needs and wants? a. supply-chain management b. physical distribution c. operations management d. supply management e. logistics management

E

Which of the following involves the salesperson joining with people from the firm's financial, engineering, and other functional areas? a. sales force management b. traditional selling c. relationship selling d. missionary selling e. team selling

E

Which of the following is NOT a public relations tool? a. executive speech b. managed social media account c. event sponsorship d. news release e. TV commercial

E

Which of the following is responsible for a product, a product line, or several distinct products that make up an interrelated group within a multiproduct organization? a. product mix manager b. brand manager c. venture team d. market manager e. product manager

E

Which of the following is the total group of products that an organization makes available to customers? a. brand mix b. promotion mix c. product mix width d. marketing mix e. product mix

E

Which of the following pricing strategies sets the basic product in a product line low, but the price on the items required to operate or enhance it are higher? a. price lining b. reference pricing c. bait pricing d. premium pricing e. captive pricing

E

Which of the following product-line pricing strategies is NOT generally used for business products? a. captive pricing b. negotiated pricing c. price lining d. premium pricing e. psychological pricing

E

Which of the following publicity-based public relations tool is most common? a. captioned photograph b. feature article c. press conference d. letters to the editor e. news release

E

Which of the following types is NOT an example of noise in the communication channel? a. when the source has laryngitis b. when a source uses words or an emoji that are unfamiliar to the receiver c. when the Wi-Fi signal is slow and thus the Internet connection is poor d. when broadcast television is interrupted due to breaking news e. when a source uses an emoji that are understood by the receiver

E