MKTG 301: Exam 4

Which of the following is true of marketing through blogs? A) Blogs are an inexpensive yet personal way to connect with consumers. B) Companies should not monitor blogs if they want to reach customers effectively. C) Blogs are a form of traditional direct marketing. D) Starting and maintaining blogs is expensive E) Blogs are typically used to provide automated responses to consumer conversations.

A) Blogs are an inexpensive yet personal way to connect with consumers.

________ includes practices such as misrepresenting the product's features or performance or luring customers to the store for a bargain that is out of stock. A) Deceptive promotion B) Deceptive branding C) Deceptive packaging D) Deceptive pricing E) Deceptive distribution

A) Deceptive promotion

_________ is a method of entering a foreign market by associating with foreign companies to produce or market products or services. A) Joint venturing B) Direct exporting C) Indirect exporting D) importing E) Direct investment

A) Joint venturing

___________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products. A) Sales Quotas B) Display Allowances C) Sales Reports D) Sales Promotions E) Time - and - duty analyses

A) Sales Quotas

Camilla had a couple of hours of free time at the end of her day. She decided to randomly drop by a few businesses to see if she could get some new clients. This practice is known as __________. A) cold calling B) presentation C) closing D) qualifying E) preapproach

A) cold calling

A toothbrush that costs ten cents to manufacture may cost a consumer $3.00 to buy. According to critics, this is an example of ________. A) excessive markup B) shoddy manufacturing C) redlining D) high- pressure selling E) deceptive advertising

A) excessive markup

Which of the following is an example of nontariff trade barrier? A) host-country regulations B) excise duty C) customs duty D) import taxes E) a sales tax

A) host-country regulations

In advertising, puffery refers to ___________. A) including innocent exaggeration for effect B) providing value-added promotions C) creating emotional appeals for a brand D) broadcasting a straightforward promotional message E) creating subliminal appeals for a brand

A) including innocent exaggeration for effect

The ___________ concept focuses on meeting the company's short -term sales, growth, and profit needs by engaging customers and fulfilling their needs and wants more effectively an efficiently than by the competition. A) marketing B) cause marketing C) societal marketing D) strategic planning E) sustainable marketing

A) marketing

Which of the following is a type of identity theft that uses deceptive emails and fraudulent websites to fool consumers into revealing their personal data? A) phishing B) viral marketing C) cold calling D) crowdcasting E) crowdsourcing

A) phishing

The Presentation state of the selling process most likely involves _________. A) showing how a company's products can solve a customer's problems B) gathering information about an organization C) fixing the final meeting with a customer to close a deal D) requesting an order from the customer after handling any minor objections E) cold calling in the absence of potential leads

A) showing how a company's products can solve a customer's problems

A tax on an import product designed to raise revenue or protect domestic firms is referred to as an _________. A) tariff B) excise C) exchange D) quota E) fine

A) tariff

Jeremiah's High End Handbags pays Facebook $1.25 for every consumer who clicks on their ad. Last Year 274,600 consumers clicked on the company's ad and approximately 22% followed through with a purchase. Jeremiah receives an average of $750 for each handbag. How much in total sales revenue does Jeremiah receive from his Facebook ad? A) $55,000,000 B) $45,309,000 C) $412,000 D) $15,211,000 E) $756,000

B) $45,309,000

Jeremiah's High End Handbags pays Facebook $1.25 for every consumer who clicks on their ad. Last Year 274,600 consumers clicked on the company's ad and approximately 22% followed through with a purchase. Jeremiah receives an average of $750 for each handbag. A) 33,475 B) 60,412 C) 54,211 D) 91,117 E) 75,000

B) 60,412

___________ marketing uses technology-intensive platforms such as the internet, mobile devices, and social media to engage consumers, consumer communities, and businesses. A) External B) Digital C) Website D) Differentiated E) Mass

B) Digital

Which of these is NOT a component of the PESTLE framework? A) Technological B) Engagement C) Political D) Sociocultural E) Environment

B) Engagement

The _________ framework is a useful tool for analyzing the forces that might impact marketing decisions in various global environments. A) Bottom of the Pyramid B) PESTLE C) MENA D) BRICS E) POLITY

B) PESTLE

For most companies, the first step in conducting online marketing is to _________. A) create a social networking site B) create a website C) place search-related ads D) snd emails E) place an ad online

B) create a website

Which of the following is generally regarded as the most challenging issue with regard to public policy and ethics confronting the direct marketing industry? A) unwanted email spam B) invasion of consumer privacy C) increasing costs of browsing D) restrictions on digital offers and discounts E) customization of search results

B) invasion of consumer privacy

A company that sells only one product line to one industry with customers in many locations would typically use a _______. A) market sales force structure B) territorial sales force structure C) complex sales force structure D) product sales force structure E) customer sales force structure

B) territorial sales force structure

Clenzo is a company that provides house cleaning services in major urban and suburban areas. Marketers at Clenzo developed a short, humorous video promoting the company's services and hope that customers who see the video will be so entertained that they will pass the video on to their friends and colleagues. The marketers at Clenzo are using techniques to facilitate ________. A) display advertising B) viral marketing C) contextual advertising D) catalog marketing E) direct- mail marketing

B) viral marketing

Total digital advertising spending now makes up an estimated _______ of all U.S. advertising. A) 79 percent B) 9 percent C) 58 percent D) 15 percent E) 43 percent

C) 58 percent

______________ refers to marketing via the internet using company websites, online advertising and promotions, email marketing, online video, and blogs. A) Social media Marketing B) Direct marketing C) Online marketing D) Multimedia marketing E) Digital marketing

C) Online marketing

The consumer's use of multiple marketing channels, both digital and non-digital, to help them make a buying decision is known as _________ A) multi-modal buying B) digitizing the buying process C) consumer omni-channel navigation behavior D) navigating the blogosphere E) webcrawling

C) consumer omni-channel navigation behavior

The two major citizen action movements to keep businesses in line are _______. A) innovation and predatory pricing B) consumerism and protectionism C) consumerism and environmentalism D) liberalis and monetarism E) protectionism and materialism

C) consumerism and environmentalism

The simplest way to enter a foreign market is through ___________. A) licensing B) joint ownership C) exporting D) direct investment E) contract manufacturing

C) exporting

An emerging market economy is one which ________________. A) imports large amounts of finished textiles and automobiles B) offers few market opportunities for imported goods C) is experiencing rapid economic growth D) consumers all or most of its output E) exports major quantities of manufactured goods

C) is experiencing rapid economic growth

Salespeople need to know how to _______ leads, that is identifying good leads and screening out poor one, at the beginning of the selling process. A) manage B) generate C) qualify D) consolidate E) approach

C) qualify

Weekly or month work plans used by management to get information about salespeople ate referred to as ________. A) call objectives B) sales quota C) sales reports D) ROI plans E) call plans

C) sales reports

Which of the following is true of industrialized nations? A) Industrialized nations are more markets for large equipment and trucks. B) Industrialized nations do not have a growing middle class. C) These economies consume most of their output and barter the rest. D) Industrialized nations have low-, medium-, and high-income households. E) Industrialized nations consist mostly of low-income households.

D) Industrialized nations have low-, medium-, and high-income households.

_______________ marketing calls for socially and environmentally responsible actions that meet the present needs of consumers and businesses while also preserving or enhancing the ability of future generations to meet their needs. A) Differential B) Customer driving C) Mass D) Sustainable E) Customer-driven

D) Sustainable

Many brick - and- mortar stores use digital marketing _____________. A) solely as a mechanism to deliver promotional materials B) solely as an information source for consumers C) as a primary sales channel D) as a supplementary sales channel E) as their complete business model

D) as a supplementary sales channel

Online visitors can't buy anything at ESPN.com. Instead, the site creates a virtual experience for sports enthusiasts and fans that can be customized to meet their needs. This is most likely an example of a(n) ___________. A) direct marketing website B) promotional website C) e-tailing website D) brand community website E) interactive website

D) brand community website

Sales managers use a __________ that shows which customers and prospects to pursue and which activities to carry out. A) straight commission B) sales contest C) sales quota D) call plan E) bonus plan

D) call plan

A product or service's ________ is calculated by adding together the greenhouse gas emissions resulting from every stage of a product or service's lifetime, from raw material production, sourcing, manufacturing, packaging, transport, and wholesale and retail processes to consumer usage and end-of-life disposal. A) green score B) Sustainability index C) consumer value D) carbon footprint E) environmental impact

D) carbon footprint

In a global value delivery network, the first link, _____________, moves company products from points of production to the borders of countries within which they are sold. A) retailers B) channels within nations C) wholesalers D) channels between nations E) distribution centers

D) channels between nations

In which of the following steps of the selling process does a salesperson ask a buyer for an order? A) prospecting B) qualifying C) approach D) closing E) preapproach

D) closing

Japan is a major exporter of manufacturer goods, services, and investment funds. Japan also exports its goods to other types of economies for raw materials and semi-finished goods. This is an example of a(n) __________ economy. A) agricultural B) emerging C) subsistence D) developed E) barter

D) developed

Asiana, a fragrance manufacturer located in France, markets its products to the North American and Asian countries through independent distributors. In this case, Asiana has entered into international markets through ________. A) direct investment B) joint venturing C) franchising D) indirect exporting E) joint ownership

D) indirect exporting

A common criticism of the marketing system is that marketing channel members__________. A) are overly protective of manufacturer's interests B) undervalue their service costs C) provide only essential services D) mark up prices beyond the value of their services E) are too few in number

D) mark up prices beyond the value of their services

Walmart's decision to suspend its planned expansion into India's huge but fragmented retail market due to obstacles put in place by the host nation to protect its mom-and-pop retailers is an example of ________. A) excise duties B) tariffs C) quotas D) nontariff trade barriers E) exchange controls

D) nontariff trade barriers

Some companies intentionally manufacture their products with materials or components that will break, wear, rust or rot sooner than they should. This practice is called ____________. A) redlining B) perceived obsolescence C) puffery D) planned obsolescence E) reverse redlining

D) planned obsolescence

To overcome ______ firms selling to less-affluent consumers in developing countries may make simpler or smaller versions of their products that can be sold at lower prices. others have introduced new, more affordable brands for global markets. A) inflation B) deflation C) skimming price D) price escalation E) demand escalation

D) price escalation

How have social media tools most likely affected personal selling? A) slowing the sales force response rate to customer's problems B) increasing the costs of selling products and services C) increasing the number of product reports given to customers D) reducing the use of person-to-person selling efforts E) changing the basic fundamentals of interpersonal selling

D) reducing the use of person-to-person selling efforts

The fastest- growing sales trend is ______________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance. A) personal selling B) team selling C) videoconferencing D) social selling E) online selling

D) social selling

Chips of Joy, a leading chocolate chip cookie manufacturer, has decided to use the same marketing strategy approaches and marketing mix worldwide for all of its brands. The only change that will be made is language translation on the various packaging. Chips of Joy is using a(n) ________ marketing strategy. A) adapted global B) joint global C) collective global D) standardized global E) direct global

D) standardized global

Veggie Delight, a leading manufacturer of frozen vegetarian burgers, has recently entered the Middle East markets. Based on its research, consumers in the Middle East prefer spicer burgers than in the United States and other countries. So the company alters the ingredients in its burgers to meet the local preferences. In this scenario, Veggie Delight is using a(n) ________ strategy to market its product. A) communication adaption B) undifferentiated marketing C) straight product extension D) product adaption E) product invention

D) standardized global

One of the challenges of understanding consumer omni-channel navigation behavior is that ________. A) harvesting value at every stage of the buying process is difficult to accomplish B) consumer behaviors are easy to predict which increases competition C) many consumers never use the digital channels D) the specific pattern of channel navigation varies across consumers E) geographic data is almost impossible to capture

D) the specific pattern of channel navigation varies across consumers

Marquita was reviewing her client list and classifying her accounts by workload. Her low-numbered accounts require more customer contacts each year. Her #1 accounts demand the most attention with an average of 25 contacts per account year year. Her #2 accounts need less attention but she still needs to touch base with them about once a month. Her #3 accounts need to be called every quarter. How many contacts will marquita need to make next year if she has 32 #1 accounts, 27 #2 accounts, and 71 #3 accounts? A) 1,624 B) 1,132 C) 324 D) 608 E) 1,408

E) 1,408

Which of these sentences best describes global trade since 1990? A) Global trade makes up an insignificant percentage of worldwide GDP. B) Global trade now represents about 35% of worldwide GDP. C) Global trade has been shrinking as a percentage of GDP. D) Most countries have adopted protectionist policies. E) Global trade gas has grown from about $3.5 trillion to $25 trillion.

E) Global trade has grown from about $3.5 trillion to $25 trillion.

Critics charge that high advertising and promotion costs unnecessarily increase retail prices. Marketers most likely respond to this criticism by arguing that advertising __________ A) lowers prices by increasing competition B) applies a functional value to the product C) provides essential psychological benefits about products D) generates tax breaks for small businesses E) adds value by giving consumers product information

E) adds value by giving consumers product information

Conventions, trade shows, and sales contests are types of _______. A) premiums B) point-of-purchase promotions C) advertising specialties D) trade promotions E) business promotions

E) business promotions

The COVID-19 pandemic _________. A) resulted in increasing face- to- face contact but substantially reduced sales B) had limited impact on selling since most sales were already conducted online C) resulted in many sales functions being outsourced to other countries D) reenforced the fact that face- to- face selling is much more effective E) forced salesperson to use remote phone and video conferencing technologies

E) forced salesperson to use remote phone and video conferencing technologies

An ________ operates in more than one country and gains marketing, production, research and development, and financial advantages that are not available to purely domestic competitors. A) exporter B) importer C) segmented firm D) intentionally competitor E) global company

E) global company

Providing a host-country partner the right to use a company's manufacturing process, trademark, patent, trade secret, or other item of value is referred to as ________. A) joint ownership B) management contracting C) direct exporting D) direct investment E) licensing

E) licensing

The European Commission accused Google of abusing its Web-search dominance, harming both competitors and consumers in European Union markets. The Commission also began investigating antitrust issues related to Google's Android mobile operating system. If the accusations prove to be true, Google is practicing _____________. A) redlining B) acquisition C) excessive materialism D) planned obsolescence E) predatory practices

E) predatory practices

Lakeland Inc. employees get 40 hours paid leave each year to pursue volunteer projects. The company runs a service day that hosts projects in 25 countries, and it supports a nonprofit that brings young people into public service for a year. Lakeland could be most accurately described as practicing __________ marketing. A) differentiated B) innovative C) affiliate D) undifferentiated E) sense - of - mission

E) sense - of - mission

Which of the following is a traditional right of sellers? A) the right to expect a product to perform as claimed B) the right to consume now in a way that will preserve and sustain the world for future C) the right to expect a product to be safe D) the right to be well informed about important aspects of a product E) the right to introduce any product in any size and style, provided it is not hazardous to personal health or safety

E) the right to introduce any product in any size and style, provided it is not hazardous to personal health or safety

Salespeople often serve two groups - buyers and sellers

True

T/F A recent survey shows that 77% of U.S. consumers are very concerned about data privacy.

True