MKT

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.

​transaction-oriented

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​ ________.

service retailers

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions?

Manufacturing and assembly

Which of the following is a reason that producers use marketing channels and channel​ intermediaries?

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

Which of the following types of wholesalers are Independently owned businesses that take title to all merchandise​ handled?

Merchant wholesalers

Which of the following makes up the retail marketing​ mix?

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

Which of the following statements about retailer marketing decisions is​ correct?

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

​_______________________ entails managing upstream and downstream​ value-added flows of​ materials, final​ goods, and related information among​ suppliers, the​ company, resellers, and final consumers.

Supply chain management

What characteristics are possessed by the best​ salespeople?

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

Which of the following statements about sales promotions is​ correct?

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

Which of the following indicates the length of a​ channel?

The number of intermediary levels in the channel

Which of the following is TRUE regarding​ omni-channel buyers?

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

Progressive wholesalers recognize that their only reason for existing is to​ ____________________.

add value

​_______________________ is an example of horizontal channel conflict.

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

The four elements of a compensation plan for salespeople are​ __________.

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

The primary purpose of​ _________ websites is to do more than just sell products or move them closer to a direct purchase.

brand community

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​ _______________.

category killers

After segmenting and defining their target​ markets, retailers must then​ ____________________.

decide how they will differentiate and position themselves

The first decision a manager must make in sales force management is​ _______________.

designing sales force strategy and structure

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______.

handle objections

Social media are ideal for participating in customer conversations and listening to customer feedback because they are​ _____________.

interactive

Personal selling can be more effective than advertising in complex selling situations because it is​ ______________________________.

interpersonal

Marketing logistics addresses not only outbound logistics but also inbound logistics and reverse​ logistics, which means it​ ____________________________.

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.

kiosk

​Geico's website is designed to quickly turn an inquiry into a sale. Geico has designed​ a(n) ______ website.

marketing

The massive shift in how and where people buy calls for​ __________________________.

massive shifts in how store retailers operate

Which of the following is used to engage customers​ anywhere, anytime during the buying and​ relationship-building processes?

mobile marketing

A blog is​ a(n) ______.

online forum

​Websites, online​ advertising, email, online​ video, and blogs are all forms of​ ______.

online marketing

One consumer promotion tool is​ _______, which are goods offered either free or at low cost as an incentive to buy a product.

premiums

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.

product

By performing the channel function of​ ________, wholesalers' sales forces help manufacturers reach many small customers at a low cost.

selling and promoting

Focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale is known as​ ______________________.

shopper marketing

As companies become more​ market-centered, a​ customer-focused sales force​ __________________.

works to produce both customer satisfaction and company profit

​________ involves sending an​ offer, announcement,​ reminder, or other item to a person at a particular address.

​Direct-mail marketing

Which of the following are common trade promotion​ tools?

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

What is the final step in the​ seven-step personal selling​ process?

​Follow-up

Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the Internet are known as​ _______.

​e-tailers

The benefits of direct and digital marketing for buyers are that they are​ _________.

​easy, convenient, and private

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?

Adaptability criteria

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this​ represent?

Administered VMS

​________________________ is the first step in marketing channel design.

Analyzing consumer needs

At which step in the personal selling process does a salesperson meet the customer for the first​ time?

Approach

Which of the following statements about blogs is​ correct?

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?

Business promotions

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?

Channel levels

Which of the following represents the four major classifications of retail​ organizations?

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

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​ _________________.

DRTV marketing

What is the overall goal when retailers choose their product​ assortment?

Differentiate the retailer while matching target​ shoppers' expectations

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?

Direct and digital marketing

​____________________ is perhaps the biggest advantage of social media.

Engagement and social sharing capabilities

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy?

Exclusive

​_____________________ is a retailing technique of carefully orchestrating the​ store's layout and​ displays, background​ music, colors, and smells.

Experiential retailing

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common?

Franchise organizations

​_________________________ are the objectives of trade promotions.

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

Which of the following recognizes that improved logistics mandates teamwork across the company and the entire supply​ chain?

Integrated supply chain management

​____________ is perhaps the toughest public policy issue now confronting the direct marketing industry.

Invasion of privacy

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?

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?

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

Which of the following is a form of traditional direct​ marketing?

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?

Lower margins and higher sales volume

Which of the following is correct regarding the forms of direct and digital​ marketing?

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

Which of the following represent the newer tools of digital direct​ marketing?

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

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?

Outsourcing logistics functions

​_____________________ software systems enable companies to coordinate their​ whole-channel marketing efforts.

Partner relationship management

Retailers must decide on which three major product​ variables?

Product​ assortment, services​ mix, and store atmosphere

What does the phrase​ "omni-channel buying calls for​ omni-channel retailing" imply for​ retailers?

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

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?

Retailing

Which of the following statements about personal selling is​ correct?

Salespeople are often the only direct contact with a customer.

Which of the following is described as​ "always on" and is a large component of the digital advertising​ mix?

Search advertising

​Macy's, Kohl's, and JCPenney practice a retailing pricing strategy called​ "high-low pricing." Which of the following correctly describes​ high-low pricing?

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

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management?

Training salespeople

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers?

Value delivery network

​Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) _________.

corporate VMS

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​ ______.

phishing

One of the primary advantages of marketing logistics is​ __________________.

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.

practice value selling

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​ __________________.

the responsibilities of channel members

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?

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

Companies today see channel members as​ ______________ and practice strong partner relationship management.

​first-line partners

​______ means sending email pitches only to customers who​ "opt in."

​permission-based email marketing

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet?

Rebates

Which of the following retail trends is making differentiation more​ difficult?

Retail convergence

Which of the following statements is correct regarding sellers and their use of direct and digital​ marketing?

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

Successful retailers of the future must adopt which type of buying experience that is both seamless and integrates multiple types of​ media?

Social shopping retailing

Which of the following does NOT represent one of the major trends and developments in​ retailing?

Social​ e-tailing

Which of the following statements about wholesaling is​ true?

Wholesalers must make decisions regarding their marketing mix.

What event or circumstance has made mobile marketing a must for most​ brands?

Widespread adoption of mobile devices

One challenge of social media marketing is​ _____________________

social networks are largely​ user-controlled

The​ fastest-growing sales trend today is​ ______________.

social selling

More than a​ territory, compensation, and​ training, new salespeople need​ ________________.

supervision and motivation

When setting marketing channel​ objectives, companies should state the objective in terms of​ ______.

targeted levels of customer service

During the presentation step in the personal selling​ process, the salesperson​ ______________.

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.

territorial

​A(n) _____ consists of​ producers, wholesalers, and retailers acting as a unified system.

vertical marketing system

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​ _______.

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.

workload

​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?

​Point-of-purchase