Final Exam

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy? A. Intensive B. Franchise C. Selective D. Exclusive E. Direct

Exclusive

Focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale is known as​ ______________________. A. showrooming B. internal marketing C. warehousing D. shopper marketing . E. retailing

shopper marketing

A(n) _____ consists of​ producers, wholesalers, and retailers acting as a unified system. A. administered vertical marketing system B. distribution center C. vertical marketing system D. channel level E. conventional distribution channel

vertical marketing system

____ refers to striving for good faith and fair dealing so as to contribute toward the efficacy of the exchange process as well as avoiding deception in product​ design, pricing,​ communication, and delivery or distribution. A. ​"Embrace ethical​ values" B. ​"Incorporate a sense of​ mission" C. ​"Never be​ deceptive" D. ​"Foster trust in the marketing​ system" E. ​"Do no​ harm"

"Foster trust in the marketing​ system"

_____________________ is an example of horizontal channel conflict. A. A retailer complaining about a​ producer's pricing B. A consumer complaining to a producer about the quality of a product C. A retailer complaining about receiving damaged goods from a wholesaler D. A consumer complaining to a retailer about the service he received E. A Subaru dealer complaining that another Subaru dealer is advertising in its territory

A Subaru dealer complaining that another Subaru dealer is advertising in its territory

The four elements of a compensation plan for salespeople are​ __________. A. A fixed​ amount, a variable​ amount, expenses, and fringe benefits . B. A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits C. A fixed​ amount, a variable​ amount, salary, and commission D. A fixed​ amount, a variable​ amount, expenses, and salary E. A fixed​ amount, a variable​ amount, expenses, and commission

A fixed​ amount, a variable​ amount, expenses, and fringe benefits

Channels often involve​ long-term commitments, and companies have many alternatives. What type of criteria should be used if the company wants to keep the channel flexible so that it can respond to environmental​ changes? A. Adaptability criteria B. Profitability criteria C. Investment criteria D. Sales criteria E. Control criteria

Adaptability criteria

At which step in the personal selling process does a salesperson meet the customer for the first​ time? A. Presentation B. Approach C. Qualifying . D. Preapproach E. Prospecting

Approach

Which of the following describes layers of intermediaries performing some of the work to bring the product and its ownership closer to the final​ buyer? A. Value delivery networks B. Marketing channels C. Channel levels D. Networking contacts E. Supply chains

Channel levels

Criticism has been leveled at marketing for negative impact on other businesses. Of the​ following, which does NOT fall within those​ criticisms? A. Creating false wants and too much materialism B. Harming competitors through acquisitions C. Unfair competitive marketing practices D. Reducing competition through acquisitions E. Practices that create barriers to entry

Creating false wants and too much materialism

A form of television marketing which persuasively describes a product and give customers a​ toll-free number or an online site for ordering is known as​ _________________. A. catalog marketing B. kiosk marketing C. telemarketing D. interactive television marketing E. DRTV marketing

DRTV marketing

______________________ uses tools that engage directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships. A. Public relations B. Direct and digital marketing C. Personal selling D. Sales promotion . E. Advertising

Direct and digital marketing

___________ is perhaps the biggest advantage of social media. A. the low cost B. The potential to grow an audience base C. Engagement and social sharing capabilities . D. ​User-controlled content E. Return on investment

Engagement and social sharing capabilities

Which of the following describes an organized movement of concerned​ citizens, businesses, and government agencies designed to protect and improve​ people's current and future living​ environment? A. Societal marketing B. Sustainable marketing C. Conscious consumption D. Environmentalism E. Consumerism

Environmentalism

As an economic​ community, which of the following contains more than half a billion​ consumers, accounts for almost 20 percent of the​ world's imports and​ exports, and is one of the​ world's largest single​ markets? A. India B. ​Trans-Pacific Partnership C. European Union D. China E. ​Asia-Pacific Economic Cooperation

European Union

________ is a retailing technique of carefully orchestrating the​ store's layout and​ displays, background​ music, colors, and smells. A. Wholesaling B. Environmental retailing C. Experiential retailing D. ​Omni-channel retailing E. Interior design

Experiential retailing

_______ is the simplest way to enter a foreign market. A. Importing B. Tariffs C. Exporting . D. Direct investment E. Joint venturing

Exporting

Companies manage their international marketing activities in at least three different ways. Which of the following is the last step in their organizational​ activities? A. Direct investment B. Global organization C. Export department D. International division E. Joint venture

Global organization

____ economies are major exporters of manufactured​ goods, services, and investment funds. A. Subsistence B. Industrial C. ​Raw-material exporting D. Income distribution E. Emerging

Industrial

____ is perhaps the toughest public policy issue now confronting the direct marketing industry. A. Irritation B. Invasion of privacy C. Deceptive pricing D. Junk mail E. Deceptive advertising

Invasion of privacy

Marketers that wish to enter an international environment have to consider the​ political-legal environment. Of the​ following, which is NOT among the factors marketers should consider within the​ political-legal environment? A. Investment opportunities B. International buying C. Monetary regulations D. Government bureaucracy E. Political stability

Investment opportunities

Which of the following is a form of traditional direct​ marketing? A. Mobile marketing B. Kiosk marketing C. Blogs D. Social media marketing E. Websites

Kiosk marketing

A discount store​ (for example,​ Target, Kohl's, or​ Walmart) sells standard merchandise at lower prices. To do​ this, discount stores accept which of the following two​ conditions? A. Lower margins and higher sales volume This is the correct answer. B. Higher sales volume and inefficient operations C. Lower margins and lower sales volume D. Operating at a loss and higher sales volume E. Higher margins and lower sales volume

Lower margins and higher sales volume

Which of the following accurately describes a​ company's efforts to engage​ customers, persuasively communicate customer​ value, and build customer​ relationships? A. Marketing mix B. Advertising and public relations mix C. Personal and direct selling mix D. Direct and digital marketing mix E. Promotion mix

Marketing mix

_____________________ eliminated trade barriers and investment restrictions among three large global countries while establishing a single market of 487 million people who produce and consume over​ $23 trillion of goods and services annually. A. GATT B. ​CAFTA-DR C. UNASUR D. ​Trans-Pacific Partnership E. NAFTA

NAFTA

Which of the following represent the newer tools of digital direct​ marketing? A. ​Telemarketing, face-to-face​ selling, and kiosk marketing B. ​Direct-response TV​ marketing, telemarketing, and​ direct-mail marketing C. Online​ marketing, social media​ marketing, and mobile marketing D. ​Telemarketing, direct-mail​ marketing, and catalog marketing E. Kiosk​ marketing, telemarketing, and​ direct-response TV marketing

Online​ marketing, social media​ marketing, and mobile marketing

Which of the following uses promotional tools such as​ presentations, trade​ shows, and incentive programs to engage​ customers, make​ sales, and build customer​ relationships? A. Advertising B. Direct and digital marketing C. Sales promotion D. Public relations E. Personal selling

Personal selling

Of the​ following, which is true about​ pricing? A. Companies do not need to communicate reasons for price increases to customers. B. Companies have no obligation to consider broader societal pricing concerns. C. Federal law is the overriding authority on pricing. D. Price competition is a core element of our​ free-market economy. E. Companies usually are free to charge whatever prices they wish.

Price competition is a core element of our​ free-market economy.

In the​ whole-channel concept for international​ marketing, which of the following is NOT a global value delivery​ network? A. Final user or buyer B. Price escalation C. Channels within nations D. Channels between nations E. International seller

Price escalation

Amazon's Alexa speaks Hinglish long dash —a blend of Hindi and English long dash —with an unmistakable Indian accent. She knows Independence Day is August​ 15, not July​ 4, and wishes listeners​ "Happy Diwali and a Prosperous New​ Year!" What is this an example​ of? A. Promotion B. Product adaptation . C. Straight product extension D. Product invention E. Communication adaptation

Product adaptation

_________ are limits countries can set on the amount of foreign imports that they will accept in certain product categories. A. Exchange controls B. Tariffs C. Nontariff trade barriers D. Quotas E. Duties

Quotas

Which of the following retail trends is making differentiation more​ difficult? A. Retail global expansion B. The demise of​ brick-and-mortar retail C. Retail convergence D. ​Value-seeking consumers E. ​Omni-channel retailing

Retail convergence

Which of the following describes the activities that play an important role in connecting brands to consumers in the final phases of the buying​ process? A. Shopper marketing B. Warehousing C. Retailing D. Manufacturing E. Wholesaling

Retailing

A​ company's marketing should support the five sustainable marketing principles. Of the​ following, which is NOT among those​ principles? A. Customer value marketing B. ​Sense-of-mission marketing C. Innovative marketing D. Salutary marketing E. Societal marketing

Salutary marketing

Which of the following is described as​ "always on" and is a large component of the digital advertising​ mix? A. Through​ fund-raising B. Search advertising C. Online videos . D. Email marketing E. Branded web communities

Search advertising

Successful retailers of the future must adopt which type of buying experience that is both seamless and integrates multiple types of​ media? A. Social shopping retailing B. ​Direct-to-consumer retailing C. ​Omni-channel retailing D. Discount retailing E. ​Off-price retailing

Social shopping retailing

Which of the following does NOT represent one of the major trends and developments in​ retailing? A. Retail convergence B. A surge in green retailing C. The rise of megaretailers D. Growing importance of retail technology E. Social​ e-tailing

Social​ e-tailing

A variation of​ break-even pricing is​ ____________________, which uses the concept of a​ break-even chart that shows the total cost and total revenue expected at different sales volume levels. A. ​Competition-based pricing B. Everyday low pricing​ (EDLP) C. Target return pricing D. ​High-low pricing E. ​Value-added pricing

Target return pricing

What characteristics are possessed by the best​ salespeople? A. The best salespeople make a sale and then move on. B. The best salespeople consistently exceed their sales goals. C. The best salespeople are highly educated. D. The best salespeople are excellent at proposals and quotes. E. The best salespeople are the ones who work closely with customers for mutual gain.

The best salespeople are the ones who work closely with customers for mutual gain.

Which of the following statements about sales promotions is​ correct? A. Sales promotions offer​ long-term incentives to buy a product. B. The use of sales promotions has declined in recent years. C. Sales promotions are only offered to consumers. D. Companies that use sales promotions usually do not use any other promotional mix tools. E. The heavy use of sales promotions has resulted in promotion clutter.

The heavy use of sales promotions has resulted in promotion clutter.

When a company considers international​ marketing, which of the following is a fundamental issue within the global environment that it must understand thoroughly from the​ outset? A. Importing regulations B. The socioeconomic situation of target markets C. Exporting regulations D. The international trade system E. The internal trade system

The international trade system

What is the goal of​ advertising? A. To help move consumers through the buying process B. To create interest and consumer hype C. To create consumer communities D. To define a​ product's value E. To provide feedback on products and services

To help move consumers through the buying process

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management? A. Evaluating salespeople B. Supervising salespeople C. Compensating salespeople D. Designing sales force strategy and structure E. Training salespeople

Training salespeople

In place of traditional​ media, marketers are using​ __________________________ to engage smaller customer segments with more​ personalized, interactive content. A. a broad selection of more specialized and highly targeted media B. increased amounts of public​ relations, trade​ shows, special​ events, and social media Your answer is not correct. C. more integrated social media D. less social media and more traditional but targeted media E. narrow but highly targeted media

a broad selection of more specialized and highly targeted media

Through sustainable​ marketing, both businesses and consumers​ ___________________. A. are both called to more responsible actions B. are asked to​ "do no​ harm" C. display trust in the marketing system D. create a code of conduct E. embrace ethical values

are both called to more responsible actions

The primary purpose of​ _________ websites is to do more than just sell products or move them closer to a direct purchase. A. informational B. marketing C. social marketing D. interactive websites E. brand community

brand community

The first decision a manager must make in sales force management is​ _______________. A. recruitment and selection processes for salespeople B. sales training C. designing sales force strategy and structure D. sales force compensation E. evaluation of salespeople

designing sales force strategy and structure

Catalogs, online and social​ media, and mobile marketing are some of the specific promotional tools used in​ _________________________. A. sales presentations B. sales promotion C. direct and digital marketing D. public relations E. personal selling

direct and digital marketing

Companies today see channel members as​ ______________ and practice strong partner relationship management. A. B2B selling B. trade promotions C. discount pricing D. ​first-line partners E. consumer advertising

first-line partners

The purpose of a tariff is to​ _______________________. A. increase the amount of foreign exchange B. force the protection of local employment C. provide competition to local industry D. force favorable trade behaviors E. increase the amount of foreign imports

force favorable trade behaviors

When a company begins doing business​ internationally, it generally starts with​ ____________________, working through independent international marketing intermediaries. A. licensing B. contract manufacturing C. joint venturing D. indirect exporting E. management contracting

indirect exporting

Personal selling can be more effective than advertising in complex selling situations because it is​ ______________________________. A. nonpersonal B. designed to reach large groups of consumers C. less engaging than advertising D. only used for​ face-to-face customer interactions E. interpersonal

interpersonal

A blog is​ a(n) ______. A. type of online advertising B. type of targeted​ e-mail C. ​text- and​ image-based ad and link that appears atop or alongside search engine results D. mobile app E. online forum

online forum

A car buyer can choose a base model at one​ price, or one with a premium sound and navigation system at a higher price. This is an example of​ _______ pricing. A. product line B. ​captive-product C. ​optional-product D. ​by-product E. product bundle

optional-product

___ means sending email pitches only to customers who​ "opt in." A. phishing B. unsolicited email marketing C. spamming D. viral marketing . E. ​permission-based email marketing

permission-based email marketing

When a retailer temporarily prices a few select items below cost to create excitement and pull consumers into the​ store, it is practicing​ ___________________ pricing. A. promotional B. psychological C. geographical D. ​optional-product E. segmented

promotional

By performing the channel function of​ ________, wholesalers' sales forces help manufacturers reach many small customers at a low cost. A. selling and promoting B. financing C. ​bulk-breaking D. buying and assortment building E. risk bearing

selling and promoting

One challenge of social media marketing is​ _____________________ A. social media does not lend itself to targeting B. the fact that it is not​ cost-effective C. social media is not​ cost-effective D. social networks are largely​ user-controlled E. the fact that social marketing has not spread globally

social networks are largely​ user-controlled

Companies embracing environmental sustainability policies develop strategies to implement them. The strategies include which of the following two​ components? A. implement renewable energy policies and protect company profits B. sustain the environment and implement renewable energy policies C. ensure sustainability and establish sustainability policies D. sustain the environment and produce profits for the company E. create recycling policies and ensure sustainability

sustain the environment and produce profits for the company

Which of the following reverses the usual process of first designing a new​ product, determining its​ cost, and then​ asking, "Can we sell it for​ that?" A. ​cost-plus pricing B. ​value-added pricing C. target costing D. EDLP . E. target return pricing

target costing

When setting marketing channel​ objectives, companies should state the objective in terms of​ ______. A. the length of the channel B. exclusive distribution arrangements C. expected profitability D. ​competitors' objectives E. targeted levels of customer service

targeted levels of customer service

UPS uses​ _________________, which charges different prices for shipping depending on an​ item's destination. The more distant the city where the package is being​ shipped, the higher the price UPS charges. A. zone pricing B. ​freight-absorption pricing C. free on board​ (FOB) origin . D. ​uniform-delivered pricing E. ​base-point pricing

zone pricing

Which of the following types of wholesalers are Independently owned businesses that take title to all merchandise​ handled? A. Merchant wholesalers B. ​Manufacturers' agents C. Rack jobbers D. Brokers E. Industrial distributors

Merchant wholesalers

Which of the following represents a new trend in logistics to save​ costs, increase​ efficiencies, and gain faster and more effective access to global​ markets? A. RFID and barcode tracking B. ​Just-in-time logistics C. Electronic data exchange D. Vendor managed inventory E. Outsourcing logistics functions

Outsourcing logistics functions

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this​ represent? A. Administered VMS B. Corporate VMS C. ​Manufacturer-sponsored retailer franchise system D. Conventional distribution channel E. Contractual VMS

Administered VMS

_____ marketing means that the company should view and organize its marketing activities from the​ consumer's point of view. A. Societal B. ​Consumer-oriented C. ​Sense-of-mission D. Customer value E. Innovative

Consumer-oriented

Which of the following represents the four major classifications of retail​ organizations? A. Discount​ stores, service​ retailers, superstores, and supermarkets B. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and wholesalers C. Corporate​ chains, wholesalers,​ superstores, and franchise organizations D. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations E. Corporate​ chains, voluntary​ chains, wholesalers, and franchise organizations

Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations

Which of the following types of marketing calls for building​ long-run consumer​ engagement, loyalty, and​ relationships? A. Societal marketing B. Innovative marketing C. ​Customer-oriented marketing D. ​Sense-of-mission marketing E. Customer value marketing

Customer value marketing

____ includes practices such as falsely advertising​ "factory" or​ "wholesale" prices or a large price reduction from a phony high retail list price. A. Excessive markups B. Deceptive promotion C. Deceptive pricing D. High advertising E. Deceptive packaging

Deceptive pricing

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? A. Sales promotion B. Advertising C. Public relations D. Direct and digital marketing E. Personal selling

Direct and digital marketing`

Which of the following is included in the American Marketing​ Association's (AMA) Code of Ethics and stresses consciously avoiding harmful actions or omissions by embodying high ethical standards and adhering to all applicable laws and regulations in the choices we​ make? A. Avoid deception and misleading marketing practices B. Incorporate a sense of mission C. Foster trust in the marketing system D. Do no harm E. Embrace ethical values

Do no harm

___________________ are the objectives of trade promotions. A. Urging​ short-term customer buying and gaining customer loyalty B. Boosting consumer brand involvement and​ short-term buying C. Getting more sales force support for current or new products and getting salespeople to sign up new accounts D. Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople E. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

Marketers operating in international environments must study and understand each​ country's economy. Which of the following are the primary economic factors that reflect a​ country's attractiveness as a​ market? A. Its industrial structure and income distribution B. Its industrial structure and technology infrastructure C. Its sociocultural environment and workforce supply D. Its income distribution and GDP E. Its GDP and technology infrastructure

Its industrial structure and income distribution

The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. B. Using channel intermediaries increases the number of contacts with customers. C. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. . D. Marketing channel decisions only require a​ short-term commitment. E. Using marketing channels allows producers to retain control over how and to whom they sell their products.

Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

______ include biases against a​ company's bids, restrictive product​ standards, or excessive​ host-country regulations or enforcement. A. Quotas B. Nontariff trade barriers C. Duties D. Exchange controls E. Tariffs

Nontariff trade barriers

__________ advertising is the type of advertising objective used when attempting to build brand preference and prompting customers to purchase now. A. Comparative B. Reminder C. Attack D. Informative E. Persuasive

Persuasive

___is used to build and maintain national or local community relationships and is one of the functions of public relations. A. Lobbying B. Investor relations C. Development D. Public affairs E. Press relations

Public affairs

Which of the following statements about public relations is​ correct? A. The lines between advertising and public relations are becoming more blurred. B. Public relations cannot be used to engage consumers. C. Public relations is only used to promote products. D. The impact of public relations on public awareness comes at a much higher cost than advertising. E. Trade associations do not use public relations.

The lines between advertising and public relations are becoming more blurred.

Marketers now have a richer mix of media and content approaches with consumers being bombarded by many brand messages. The result is that​ _________________________. A. consumers may believe similar brands are all the same. B. companies fail to integrate brand messages and positioning. C. companies fail to integrate their various communication channels. D. companies do not target successfully or efficiently. E. consumers​ don't distinguish between content sources the way marketers do.

consumers​ don't distinguish between content sources the way marketers do.

After segmenting and defining their target​ markets, retailers must then​ ____________________. A. decide on pricing by product line and assortment B. decide how they will differentiate and position themselves . C. decide on the store atmosphere and shopping experience D. decide on the product assortment and volume they will stock E. decide on the level of service they will provide

decide how they will differentiate and position themselves

The General Agreement on Tariffs and Trade​ (GATT) was​ ____________________. A. designed to promote world trade by reducing tariffs and other international trade barriers B. designed to promote agricultural trade by reducing tariffs C. created to support domestic trade D. created to promote international​ green, clean, and sustainable trade E. passed to support lower tariffs on medical devices and pharmaceuticals

designed to promote world trade by reducing tariffs and other international trade barriers

The biggest involvement in a foreign market comes through​ ________ for the development of​ foreign-based assembly or manufacturing facilities. A. contract manufacturing B. licensing C. joint venturing D. management contracting E. direct investment

direct investment

Continually adjusting prices to meet the characteristics and needs of individual customers and situations is known as​ _______________________. A. psychological pricing B. promotional pricing C. segmented pricing . D. dynamic pricing E. cash rebates

dynamic pricing

Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the Internet are known as​ _______. A. content sites B. transaction sites C. ​e-tailers D. ​search-engine portals E. online social media

e-tailers

A company has set a low price on a new product it introduced. It wants to maximize its market share and attract a large number of buyers quickly. Which new product pricing strategy should the company​ use? A. product bundle pricing B. ​captive-product pricing C. psychological pricing D. ​market-penetration pricing . E. ​market-skimming pricing

market-penetration pricing

Which of the following refers to setting prices based on​ buyers' perception of value rather than on the​ seller's cost? A. ​Good-value pricing B. ​Value-added pricing C. ​Cost-based pricing D. Customer​ value-based pricing E. ​Cost-plus pricing

Customer​ value-based pricing

If the company has selected its target market and positioning​ carefully, then its marketing mix​ strategy, including​ price, will be fairly straightforward. Of the​ following, which is NOT one of the common pricing​ objectives? A. Supporting resellers and gaining their support B. Grabbing international market share C. Avoiding government intervention D. Preventing competition E. Customer retention and building profitable customer relationships

Grabbing international market share

Why are​ U.S.-based international companies concerned when the U.S. dollar is strong compared to other​ currencies?

A strong dollar makes exports from other countries more attractive to the U.S.​ consumers, causing increased price competition for​ U.S.-based international companies.

Working with donors or members of nonprofit organizations to gain financial or volunteer support represents which public relations​ function? A. Lobbying B. Investor relations C. Public affairs D. Press relations E. Development

Development

What is the overall goal when retailers choose their product​ assortment? A. Offer as many products as they can fit on the shelves B. Offer products that will appeal to as many segments as possible C. Differentiate the retailer while matching target​ shoppers' expectations D. Only choose products that will maximize profits E. Offer the same products as their competitors

Differentiate the retailer while matching target​ shoppers' expectations

_ involves sending an​ offer, announcement,​ reminder, or other item to a person at a particular address. A. ​Direct-response television marketing B. Catalog marketing C. ​Direct-mail marketing D. Kiosk marketing . E. Telemarketing

Direct-mail marketing

Which of the following are common trade promotion​ tools? A. ​Discounts, free​ goods, coupons, and rebates B. ​Discounts, free​ goods, allowances, and free advertising specialty items C. ​Discounts, free​ goods, allowances, and price packs D. ​Rebates, samples,​ coupons, and price packs E. ​Rebates, discounts, free​ goods, and allowances

Discounts, free​ goods, allowances, and free advertising specialty items

Gillette charges a fairly low price for its razors​ (relative to​ costs) and a high price for razor blades. It is using a strategy of​ ___________ pricing. A. ​captive-product B. ​two-part C. product bundle D. ​by-product E. product line

captive-product

Best​ Buy, Home​ Depot, Petco, and Bed Bath​ & Beyond, which are actually giant specialty stores characterized by immense size and deep assortments of​ merchandise, are sometimes called​ _______________. A. category killers B. service retailers C. discount stores D. supermarkets E. ​off-price retailers

category killers

In the​ whole-channel view of​ distribution, the first​ link, ________,​ move(s) company products from points of production to the borders of countries within which they are sold. A. price B. channels within nations C. channels between nations D. promotion E. communication adaptation

channels between nations

In the​ whole-channel view of​ distribution, the second​ link, _________, moves products from their market entry points to the final consumers. A. channels between nations B. channels within nations C. final user or buyer D. global value delivery network E. communication adaptation

channels within nations

Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) _________. A. administered VMS B. corporate VMS C. conventional distribution channel D. contractual VMS E. vertical marketing system

corporate VMS

According to the principle of​ ________ marketing, the company should put most of its resources into customer​ value-building marketing investments. A. customer value B. ​sense-of-mission C. ​consumer-oriented D. innovative E. conscious consumption

customer value

Exaggerating package contents through subtle​ design, using misleading​ labeling, or describing size in misleading terms is known as​ ____________________. A. deceptive promotion B. excessive markups C. bait and switch D. deceptive packaging E. deceptive pricing

deceptive packaging

Practices such as misrepresenting the​ product's features or performance or luring customers to the store for a bargain that is out of stock are considered​ ____________________. A. deceptive packaging B. deceptive promotion . C. deceptive pricing D. baiting E. excessive markups

deceptive promotion

The goal of integrated marketing communications is to​ __________________________________. A. deliver​ clear, consistent, and compelling messages about the organization and its brands B. maximize return on investment with increased revenue across all brands C. lower overall marketing expenditures while delivering increased results D. have different media carry different messages about a brand in an integrated way E. integrate communications via online and mobile technologies at a lower cost per impression

deliver​ clear, consistent, and compelling messages about the organization and its brands

Which of the following is used to engage customers​ anywhere, anytime during the buying and​ relationship-building processes? A. ​permission-based e-mail marketing B. mobile marketing C. blogs D. branded web communities E. online advertising

mobile marketing

In which of the following does a producer direct marketing activities​ (primarily personal selling and trade​ promotion) toward channel​ members? A. A pull strategy B. A personal selling strategy C. A push strategy D. Product communications E. Integrated communications

A push strategy

What potential risk do marketers incur by using richer but more fragmented media and promotional​ mixes? A. Greater efficiency but less control over marketing messaging B. Mixed communications messaging and higher costs C. Better targeting but at a higher cost per consumer D. The inability to use mass and traditional media E. A communications hodgepodge for consumers

A communications hodgepodge for consumers

_______ direct(s) its marketing activities​ (primarily advertising, consumer​ promotion, and direct and digital​ media) toward final consumers to induce them to buy the product. A. A push strategy B. Personal selling C. A pull strategy D. Product communications E. Integrated communications

A pull strategy

________ is the first step in marketing channel design. A. Analyzing consumer needs . B. Setting channel objectives C. Identifying the types of intermediaries to use D. Identifying the number of intermediaries to use E. Evaluating major channel alternatives

Analyzing consumer needs

Which of the following statements about blogs is​ correct? A. Blogs are a​ company-controlled medium. B. For​ consumers, they are impersonal. C. Companies cannot gain insights from their blogs. D. They are expensive to start and maintain. E. Blogs can be difficult for the company to control.

Blogs can be difficult for the company to control.

Which of the following are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate​ salespeople? A. Trade promotions B. Consumer promotions C. Sales force promotions D. Business promotions E. Clutter promotions

Business promotions

What are the two major elements in developing advertising​ strategy? A. Creating advertising messages and selecting advertising agencies B. Determining the target audience and selecting advertising media C. Creating advertising messages and selecting advertising media D. Creating advertising messages and setting the advertising budget E. Determining the advertising budget and determining ROI

Creating advertising messages and selecting advertising media

___________ software systems enable companies to coordinate their​ whole-channel marketing efforts. A. Customer relationship management B. Partner relationship management C. Channel management D. Logistics E. Distribution

Partner relationship management

Which of the following means striving for building relationships and enhancing consumer confidence in the integrity of marketing by affirming these core​ values: honesty,​ responsibility, fairness,​ respect, transparency, and​ citizenship? A. Do no harm B. Incorporate a sense of mission C. Foster trust in the marketing system D. Never be deceptive E. Embrace ethical values

Embrace ethical values

Advertising decisions involve multiple steps culminating in the measurement of the sales effects of advertising or brand content. Which of the following considers return on​ investment? A. Impact B. Engagement goals C. Evaluation D. Defining reach E. Frequency

Evaluation

What is the final step in the​ seven-step personal selling​ process? A. Closing B. Presentation C. Prospecting D. ​Follow-up E. Qualifying

Follow-up

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common? A. Channel intermediaries B. Supplier channels C. Independent retailers D. Franchise organizations E. Wholesalers

Franchise organizations

Sadie's Restaurant has listened to its customers over the years and is now able to offer the right combination of quality and good service at a fair price. Which pricing strategy is​ Sadie's using? A. ​Break-even pricing B. ​Good-value pricing C. ​Cost-based pricing D. ​High-low pricing E. ​Value-added pricing

Good-value pricing

Which of the following is true regarding the​ price-demand relationship? A. If demand is​ inelastic, a small change in price will result in a large change in demand. B. If demand is​ elastic, sellers will consider lowering their prices. C. Price elasticity measures how responsive price will be to a change in demand. D. Demand and price are directly related long dash —the higher the​ price, the greater the demand. E. A demand curve shows the number of units a company will produce in a given time period at different prices that might be charged.

If demand is​ elastic, sellers will consider lowering their prices.

When, if​ ever, is price discrimination​ allowed? A. If the seller can substantiate that it is distributing​ internationally, then it is legal. B. If the seller can prove that its revenue is affected when selling to similar​ retailers, then it is legal. C. If the seller can prove that its costs are different when selling to different​ retailers, then it is legal. D. If the seller is selling via the Internet as its main​ channel, then it is legal. E. If the seller can prove that it is allowable in certain states and local retailing​ areas, then it is legal.

If the seller can prove that its costs are different when selling to different​ retailers, then it is legal.

Which of the following recognizes that improved logistics mandates teamwork across the company and the entire supply​ chain? A. Electronic data exchange B. ​Just-in-time logistics management C. Integrated supply chain management D. Logistics information management E. Reverse logistics management

Integrated supply chain management

Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of its line. This is known as​ full-line forcing. Which of the following statements is true regarding​ full-line forcing? A. It is only legal in New​ York, California, and Texas. B. It is always legal. C. It is always illegal. D. It may or may not be legal. . E. It is only illegal in Europe.

It may or may not be legal.

The Great Recession of​ 2008-2009 had a profound effect on the economy and consumers. Of the​ following, which represents one of the major consumer trends resulting from the Great​ Recession? A. It turned​ brick-and-mortar retailers into​ Internet-only retailers. B. It forced consumers to become​ omni-channel shoppers. C. It created a trend away from consumer spending on​ well-known brands. D. It restricted retail expansion domestically and internationally. E. It turned​ free-spending consumers into​ value-seeking ones.

It turned​ free-spending consumers into​ value-seeking ones.

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions? A. Manufacturing and assembly B. Physical distribution C. Fulfillment of completed transactions D. Completion of transactions E. Distribution of persuasive communications

Manufacturing and assembly

Which of the statements is TRUE regarding media and message​ decisions? A. Media and message decisions should be closely coordinated. . B. Message decisions are now more important than media decisions. C. Media and message decisions have no impact on results. D. Media and message decisions are independent of each other. E. Media and message decisions have no relationship to budgeting.

Media and message decisions should be closely coordinated.

Which of the following is correct regarding the forms of direct and digital​ marketing? A. New digital and the more traditional forms of direct marketing must be blended and integrated B. Online marketing is the only form of direct and digital marketing. C. Marketers today only use direct and digital marketing. D. Traditional direct marketing tools are still used but are no longer important. E. Direct and digital marketing does not include mobile marketing.

New digital and the more traditional forms of direct marketing must be blended and integrated

Which of the following statements is TRUE about public relations and a​ company's overall integrated marketing communications​ efforts? A. PR should be planned​ first, then advertising second. B. PR is now the more dominant media than other forms. C. PR should have a separate budget from marketing communications. D. PR should be blended smoothly with promotion activities. E. PR has no value within a social media context.

PR should be blended smoothly with promotion activities.

____ products give high immediate satisfaction but might hurt consumers in the long run. A. Deficient B. Salutary C. Pleasing D. Marketing E. Desirable

Pleasing

It's time for the Super​ Bowl, and the​ end-of-the-aisle displays at the supermarket feature​ chips, dips, and soft drinks. What type of sales promotion tool is​ this? A. ​Point-of-purchase B. Premium C. Sample D. Allowance E. Sponsorship

Point-of-purchase

___ is when a company adds the cost of​ transportation, tariffs, importer​ margin, wholesaler​ margin, and retailer margin to its​ product's factory price. A. Price escalation B. Product invention C. Straight extension D. Product adaptation E. Communication adaptation

Price escalation

Which of the following makes up the retail marketing​ mix? A. Product and services​ assortment, price,​ promotion, and retail targeting B. Product and services​ assortment, price, promotion and store differentiation C. Product and services​ assortment, price,​ promotion, and retail segmentation D. Product and services​ assortment, price,​ promotion, and location . E. Product and services​ assortment, prices,​ promotion, and store positioning

Product and services​ assortment, price,​ promotion, and location

Retailers must decide on which three major product​ variables? A. Product​ assortment, price, and location B. Product​ assortment, store​ atmosphere, and price C. Product​ assortment, services​ mix, and store atmosphere D. Product​ assortment, services​ mix, and price E. Product​ assortment, services​ mix, and location

Product​ assortment, services​ mix, and store atmosphere

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet? A. Rebates B. Samples C. Premiums D. Contests E. Digital coupons

Rebates

Which advertising objective is best suited to maintaining customer relationships and for more mature​ products? A. Reminder B. Attack C. Persuasive D. Humorous E. Informative

Reminder

Which of the following statements about retailer marketing decisions is​ correct? A. Retailers do not have to segment and target their markets. B. Retailers do not differentiate themselves on their service mix. C. Stores do not need to differentiate and position themselves. D. Most retailers seek either high markups on higher volume or low markups on lower volume. E. Retailers identify three critical factors for retail​ success: location,​ location, and location.

Retailers identify three critical factors for retail​ success: location,​ location, and location.

What does the phrase​ "omni-channel buying calls for​ omni-channel retailing" imply for​ retailers? A. Retailers should integrate all available​ supply-chain channels into their distribution systems. B. Retailers should plan and budget for expansion of​ brick-and-mortar shopping experiences. C. Retailers should make certain they focus on social and digital media as their main advertising vehicles. D. Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience. E. Retailers should attempt to attract​ omni-channel buyers to​ brick-and-mortar settings through experiential retailing.

Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience

Which of the following statements about personal selling is​ correct? A. Salespeople are often the only direct contact with a customer. B. The role of personal selling is very consistent from company to company. C. Salespeople represent the company to​ customers, but they do not represent customers to the company. D. Personal selling is a fairly new profession. E. Personal selling is the nonpersonal arm of the promotional mix.

Salespeople are often the only direct contact with a customer.

__ products have low immediate appeal but might benefit consumers in the long run long dash —for ​instance, bicycle helmets or some insurance products. A. Pleasing B. Salutary C. Desirable D. Marketing E. Deficient

Salutary

Which of the following statements is correct regarding sellers and their use of direct and digital​ marketing? A. Sellers have opportunities to engage in​ real-time marketing. B. For​ sellers, direct and digital marketing are very inefficient. C. Sellers using direct and digital marketing cannot ask questions and solicit feedback from customers. D. For​ sellers, using direct and digital marketing is expensive. E. For​ sellers, direct and digital marketing are inflexible.

Sellers have opportunities to engage in​ real-time marketing.

________marketing means that the company should define its mission in broad social terms rather than narrow product terms. A. ​Sense-of-mission B. Societal C. ​Consumer-oriented D. Innovative E. Customer value

Sense-of-mission

In which of the following does top management tell its marketing​ people, "Take the product as is and find customers for​ it"? A. Promotion B. Product invention C. Communication adaptation D. Straight product extension E. Product adaptation

Straight product extension

Sustainable marketing should be guided by five sustainable marketing principles. Of the​ following, which is NOT one of those​ principles? A. Customer value marketing B. Innovative marketing C. ​Sense-of-mission marketing D. Societal marketing E. Strategic marketing

Strategic marketing

______________ entails managing upstream and downstream​ value-added flows of​ materials, final​ goods, and related information among​ suppliers, the​ company, resellers, and final consumers. A. Distribution networks management B. Wholesaling C. Business distribution management D. Reseller networks E. Supply chain management

Supply chain management

Which of the following is a type of marketing that calls for meeting the present needs of consumers and businesses while preserving or enhancing the ability of future generations to meet their​ needs? A. Cause marketing B. Global marketing C. Societal marketing D. Strategic planning E. Sustainable marketing

Sustainable marketing

Before making a decision to operate in other​ countries, what must a company​ understand? A. The governmental regulatory market B. The internal marketing environment C. The international marketing environment . D. The sociocultural marketing environment E. The domestic marketing environment

The international marketing environment

Which of the following indicates the length of a​ channel? A. The number of retailers in the channel B. The number of wholesalers in the channel C. The number of intermediary levels in the channel D. The number of final consumers in the channel E. The number of producers in the channel

The number of intermediary levels in the channel

Macy's, Kohl's, and JCPenney practice a retailing pricing strategy called​ "high-low pricing." Which of the following correctly describes​ high-low pricing? A. The retailer does not have to run sales on selected items. B. Retailers do not have to use promotions. C. Retailers charge an everyday low price with no special promotions. D. The retailer charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions. E. Some products are priced​ high, others are priced​ low, and still others are priced at​ bargain-basement levels.

The retailer charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions.

Which of the following states that managers must look beyond what is legal and allowable and develop standards based on personal​ integrity, corporate​ conscience, and​ long-term consumer​ welfare? A. The​ consumer-oriented marketing concept B. The​ sense-of-mission marketing concept C. The societal marketing concept D. The customer value marketing concept E. The sustainable marketing concept

The sustainable marketing concept

Which of the following is TRUE regarding​ omni-channel buyers? A. They prefer the online environment. B. They purchase online but tend to purchase more​ in-store. C. They shift easily across online and​ in-store channels. D. They do not shift easily across online and​ in-store channels. E. They always shop​ in-store channels, then order online.

They shift easily across online and​ in-store channels.

Internal factors that affect pricing include​ _________________. A. The​ company's overall marketing​ strategy, objectives, and marketing mix B. The nature of the​ market, demand, and the economy C. The​ company's overall marketing​ strategy, the nature of the​ market, and demand D. The​ company's overall marketing​ strategy, objectives, and the nature of the market E. The​ company's overall marketing​ strategy, objectives, and demand

The​ company's overall marketing​ strategy, objectives, and marketing mix

Which of the following accurately represents the three characteristics of advertising​ appeals? A. To be​ meaningful, to be​ believable, and to generate revenue B. To be​ meaningful, to be​ believable, and to be memorable C. To be​ meaningful, to be​ distinctive, and to use persuasive claims D. To be​ meaningful, to be​ believable, and to be distinctive E. To be​ believable, to be​ distinctive, and to be ethical

To be​ meaningful, to be​ believable, and to be distinctive

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers? A. Marketing channel B. Customer relationship management C. Channel level D. Value delivery network E. Supply chain

Value delivery network

New, premium movie theaters offer features such as online reserved​ seating, high-backed leather executive chairs with armrests and​ footrests, the latest in digital​ sound, super-wide​ screens, and other amenities for which they charge a higher price. This is an example of which type of​ pricing? A. EDLP B. Breakeven pricing C. ​Value-added pricing D. ​Cost-plus pricing E. ​High-low pricing

Value-added pricing

Which of the following replaced GATT in​ 1995, imposes international trade​ sanctions, and mediates global trade​ disputes? A. IMF B. NAFTA C. IBRD D. CAFTA E. WTO

WTO

The goal of logistics is to provide a targeted level of service at the least or lowest possible cost. To achieve this​ goal, which of the following are logistical functional​ areas? A. ​Warehousing, inventory​ management, transportation, and logistics information management B. ​Retailing, inventory​ management, transportation, and logistics information management C. ​Warehousing, inventory​ management, retailing, and logistics information management D. ​Warehousing, inventory​ management, transportation, and retailing E. Inventory​ management, transportation,​ shipping, and warehousing

Warehousing, inventory​ management, transportation, and logistics information management

Because of deceptive acts or practices by​ companies, Congress has enacted legislation designed to protect consumers. Which of the following was enacted to protect consumers against deceptive acts or​ practices? A. Fair Credit Reporting Law B. Federal Trade Commission Act of 1914 C. ​Wheeler-Lea Act of 1938 . D. Consumer Rights Act of 2015 E. Credit Card​ Accountability, Responsibility, and Disclosure Act

Wheeler-Lea Act of 1938

Which of the following statements about wholesaling is​ true? A. Wholesalers do not make positioning decisions. B. Wholesalers do not need to define a target market. C. Wholesalers must make decisions regarding their marketing mix. . D. Wholesalers do not need to differentiate themselves. E. Wholesalers do not need to segment their markets.

Wholesalers must make decisions regarding their marketing mix.

What event or circumstance has made mobile marketing a must for most​ brands? A. Unlimited consumer data plans B. The decline of traditional marketing forms C. Widespread adoption of mobile devices D. Widespread use of mobile devices by preteens E. Heavy use of mobile devices in international markets

Widespread adoption of mobile devices

_ is one major objective associated with a​ market-penetration pricing strategy. A. Attracting buyers willing to pay a higher price B. Preventing customer dissatisfaction C. Skimming off small but profitable market segments D. Avoiding everyday low pricing E. Winning large market share

Winning large market share

Progressive wholesalers recognize that their only reason for existing is to​ ____________________. A. finance retailing transactions B. automate distribution C. add value . D. bear the risk of sales and distribution E. provide selling support

add value

Roshika has been invited to a fancy dinner party and wants to bring a good bottle of wine as a gift for the host. Since she does not know much about​ wine, she will likely use the price of the wines as​ ________. A. a type of segmented pricing B. an indicator of the cost of production C. a​ limited-time offer D. an indicator of geographic pricing E. an indicator of quality .

an indicator of quality

According to the sustainable marketing​ concept, a​ company's marketing objectives should support the​ ___________________________. A. ​company's value-based marketing objectives B. ​company's sense of mission C. ​company's long-term revenue and profit goals D. best​ long-run performance of the marketing system E. overall strategic plans and revenue goals of the organization

best​ long-run performance of the marketing system

The benefits of direct and digital marketing for buyers are that they are​ _________. A. ​easy, convenient, and private B. ​easy, convenient, and impersonal C. ​convenient, private, and hard to use D. ​easy, convenient, and public E. ​easy, private, and expensive

easy, convenient, and private

Many companies get involved in several international markets and ventures. They can be​ __________, with country managers who are responsible for​ salespeople, sales​ branches, distributors, and licensees in their respective countries. A. export departments B. international subsidiaries C. world product groups D. international divisions E. geographical organizations

geographical organizations

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______. A. approach qualified customers B. immediately close the sale C. follow up with the customer D. prospect the customer E. handle objections

handle objections

FancyFace, a cosmetics firm located in the United​ States, markets its products in Asian and European countries through independent distributors. In this​ case, FancyFace has entered international markets through​ ________. A. joint venturing B. franchising C. joint ownerships D. indirect exporting . E. direct investment

indirect exporting

The goal of a push strategy is to​ _____________________________. A. induce channel members to carry and promote the product . B. give channel members additional media incentives to carry the product C. increase sales calls to distributors D. build trade demand E. save money by only focusing on consumers

induce channel members to carry and promote the product

The principle of​ ________ marketing requires that a company continuously seek real product and marketing improvements. A. ​sense-of-mission B. innovative C. ​consumer-oriented D. conscious consumption E. customer value

innovative

Social media are ideal for participating in customer conversations and listening to customer feedback because they are​ _____________. A. ​cost-effective B. targeted and personal C. engaging D. immediate and timely E. interactive

interactive

Marketing logistics addresses not only outbound logistics but also inbound logistics and reverse​ logistics, which means it​ ____________________________. A. it is the centerpiece for quicker times to market and enhanced cost reductions B. involves the entire supply chain management C. focuses on​ just-in-time inventory management D. enables​ producers, manufacturers, and distribution to maximize cost savings E. is the solution for managing costs and customer satisfaction

involves the entire supply chain management

Many consumers today rent DVDs from a vending machine called​ Redbox, which can be found in retail stores and other locations. Redbox is type of​ ________ marketing. A. DRTV B. interactive TV C. infomercial D. kiosk E. website

kiosk

University Boutiques promotes its brand in new international markets by providing rights to local boutiques to use its patented designs and brand name. In this​ case, University​ Boutiques' market-entering strategy is referred to as​ ________. A. contract manufacturing B. exporting C. joint ownership D. licensing E. management contracting

licensing

When a college or university charges more for​ out-of-state students than​ in-state students, it is practicing​ ______________________. A. ​customer-segment pricing B. ​location-based pricing C. ​time-based pricing D. promotional pricing E. product form pricing

location-based pricing

Geico's website is designed to quickly turn an inquiry into a sale. Geico has designed​ a(n) ______ website. A. phishing B. marketing C. search engine D. ​e-mail E. branded community

marketing

The massive shift in how and where people buy calls for​ __________________________. A. massive spending increases in advertising and sales promotion B. massive shifts in how store retailers operate C. massive spending in social media for​ brick-and-mortar retailers D. massive shifts in pricing strategies E. massive shifts to​ online-only environments for​ brick-and-mortar retailers

massive shifts in how store retailers operate

Websites, online​ advertising, email, online​ video, and blogs are all forms of​ ______. A. telemarketing B. social media marketing C. mobile marketing D. traditional direct marketing E. online marketing

online marketing

Consumers may receive an​ e-mail, supposedly from their bank or credit card​ company, saying that their​ account's security has been compromised. The sender asks consumers 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​ ______. A. phishing B. spamming C. telemarketing D. infomercials E. mobile marketing

phishing

One of the primary advantages of marketing logistics is​ __________________. A. cost savings in inventory management B. potentially high cost savings and improved customer satisfaction . C. maximizing​ inbound, outbound, and reverse logistics D. improved customer satisfaction and faster time to market E. being the solution for maximizing costs and customer satisfaction

potentially high cost savings and improved customer satisfaction

Most companies today want their salespeople to​ _______, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company. A. capture​ short-term business B. cut prices to make the sale C. close sales D. use a​ transaction-oriented sales approach E. practice value selling

practice value selling

The illegal practice of​ ______________________ is selling below cost with the intention of punishing a competitor or gaining higher​ long-run profits by putting competitors out of business. A. predatory pricing B. ​price-fixing C. price maintenance D. deceptive pricing . E. price discrimination

predatory pricing

When Apple introduced its iPhone​ X, it priced the new product at nearly​ $1,000, considerably higher than competing smart phones. Apple was pursuing a​ ___________________ new product pricing​ strategy. A. ​optional-product B. ​by-product C. ​captive-product D. premium pricing E. ​market-penetration

premium pricing

One consumer promotion tool is​ _______, which are goods offered either free or at low cost as an incentive to buy a product. A. rebates B. ​point-of-purchase promotions C. premiums D. advertising specialties E. coupons

premiums

The​ Robinson-Patman Act seeks to ensure that sellers offer the same price terms to customers at a given level of trade to prevent​ ______________________. A. predatory pricing B. deceptive pricing C. price discrimination D. ​price-fixing E. retail price maintenance

price discrimination

When sellers set prices in conjunction or collaboration with one​ another, this illegal practice is known as​ _______________. A. predatory pricing B. deceptive pricing C. ​price-fixing D. retail price maintenance E. price discrimination

price-fixing

GE Healthcare employs different sales forces for diagnostic​ imaging, life​ sciences, and integrated IT products and services. GE Healthcare has adopted a​ ______ sales force structure. A. product B. customer C. market D. territorial E. complex

product

Bath​ & Body Works uses​ _____________ pricing when the company offers​ "three-fer" deals on its products​ (such as​ soaps, lotions, and​ moisturizers). A. ​captive-product B. product line C. ​two-part D. product bundle E. ​by-product

product bundle

The Ford Mustang is offered in several different models. Ford uses​ __________ pricing to determine the price steps between the different models. A. product bundle B. ​two-part C. ​captive-product D. ​optional-product E. product line

product line

Press​ releases, sponsorships,​ events, and web pages are promotional tools used in​ _____________. A. personal selling B. advertising C. public relations D. direct and digital marketing E. sales promotion

public relations

The difference between the marketing concept and the sustainable marketing concept is that the marketing concept​ ___________________________. A. understands that companies need​ long-term planning B. recognizes that companies thrive and grow by having​ long-term revenue goals C. teaches that there are major controllable factors of any marketing mix D. embraces the principles of customer relationship management E. recognizes that companies thrive by fulfilling the​ day-to-day needs of customers

recognizes that companies thrive by fulfilling the​ day-to-day needs of customers

Hotels and​ motels, banks,​ airlines, restaurants,​ colleges, hospitals, movie​ theaters, tennis​ clubs, bowling​ alleys, repair​ services, hair​ salons, and dry cleaners are all examples of​ ________. A. ​non-retailers B. service retailers C. franchises D. specialty stores E. wholesalers

service retailers

The​ fastest-growing sales trend today is​ ______________. A. social selling . B. product selling C. team selling D. outside sales E. inside sales

social selling

More than a​ territory, compensation, and​ training, new salespeople need​ ________________. A. ongoing customer sales support B. product knowledge C. reasonable sales goals D. customer relationship management skills E. supervision and motivation

supervision and motivation

During the presentation step in the personal selling​ process, the salesperson​ ______________. A. attempts to​ "razzle-dazzle" the buyer B. meets the buyer for the first time C. handles objections D. tells the buyer a​ "value story" E. closes the deal

tells the buyer a​ "value story"

Justin, Inc., a​ U.S.-based watch​ manufacturer, sells its products in​ China, Russia,​ France, and India. To manage​ sales, Justin appoints a number of sales representatives to each location. Justin has adopted a​ ________ sales force structure. A. complex B. territorial C. customer D. market E. product

territorial

When the company has defined its channel​ objectives, it should next identify its major channel alternatives in terms of the types of​ intermediaries, the number of​ intermediaries, and​ __________________. A. economic criteria B. consumer needs C. the responsibilities of channel members D. whether to use intensive or exclusive distribution E. the profitability of the channel

the responsibilities of channel members

The​ seven-step selling process takes a​ __________ approach to selling. In other​ words, its aim is to help salespeople close a specific sale with a customer. A. ​relationship-oriented B. ​profit-oriented C. ​value-oriented D. ​customer-oriented E. ​transaction-oriented

transaction-oriented

The digital version of​ word-of-mouth marketing that involves creating​ videos, ads, and other marketing content that is so infectious that customers will seek them out or pass them along to their friends is called​ _______. A. online marketing B. viral marketing C. ​omni-channel marketing D. ​e-mail marketing E. search engine marketing

viral marketing

To set its sales force​ size, a company can first group accounts into different classes according to​ size, account​ status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the​ ______ approach. A. workload B. inside C. workforce D. complex E. field

workload

As companies become more​ market-centered, a​ customer-focused sales force​ __________________. A. works to produce both customer satisfaction and company profit B. becomes more focused on profit and less on the customer C. is less important than the results advertising and sales promotion can reap D. has greater incentives to produce revenue E. only needs to coordinate its efforts with marketing planners

works to produce both customer satisfaction and company profit