MARKETING 9, 11, 8,12,13
technology that should have made salespeople obsolete have in fact transformed more people into sellers
according to author Daniel Pink, which of the following can be said of personal selling in the digital era
so that customer service won't suffer from lack of product in any given location
according to your text, the primary reason firms rely on inventory management is
helping to develop the sales forecast
according to your text, what is perhaps the most central sales management role
rebates
allow consumers to recoup a specified amount of money after making a single purchase
mobile internet
as outlined in your book, think about the percentage of global advertising delivered by each major medium. which advertising medium is projected to double in its use in the future
a sweepstakes
at a local county fair, ford hosted a booth and brought several models of its cars for customers to sit in and look at up close. customers were then encouraged to fill out a comment card letting ford know what their favorite model car was. at the end of the fair, one comment card would be chosen by the company and that person would win the car of their choice. this is an example of
generating positive word of mouth communication about the brand
by interacting with consumers in a fun helpful and interesting manner social media can help build a successful brand in two main ways: by allowing the firm to develop deeper relationship with customers and by
communicate directly with consumers and organizations in an effort to provoke a response
direct marketing refers to marketing communications that
maturity
during which stage of the product life cycle is reminder advertising most common
it allows salespeople to gain insider knowledge of competitors trade secrets
having market related knowledge helps salespeople in all of the following ways except
the customer
in order to achieve long-term success in professional sales, all activities must be centered on
web crawlers
in order to effectively build a search engine you must be able to design efficient ________ to categorize information across websites
through a content management system
in website design, much of the work during the development phase is managed
distribution channels
intermediaries through which the flow of products travels are called
narrowcasting
is best defined as the dissemination of information, often by television, to a fairly small, select audience that is defined by its shared values, preferences, or demographic attributes.
public relations
is defined as nonpersonal communication focused on promoting positive relations between a firm and its stakeholders
push strategy
katie owns her own store that specializes in selling sea shells. she stocks the store with seashells based on the number her sales forecast gives for that time of the year. sometimes, she has too many shells in storage. she hates to have too many shells in storage, but also likes that they are cheaper because she buys them in large quantities. which supply chain strategy is katie currently implementing
a purchase order
keegan is a purchasing manager for a large auto manufacturer. the contract with the company's steel provider is just about to expire, so Keegan is negotiating the terms and condition of new contract with his supplier. Keegan is satisfied with the negotiations, so he takes the next step of drawing up a legal obligation to buy the negotiated amount of steel at the price and delivery date agreed upon by himself and his supplier. this legal obligation is other wise known as
advertising
nonpersonal promotional communication using mass media about goods, services, or ideas that is paid for by the firm identified in the communication is referred to as
viewed as risky
personal selling is more effective when the good or service is
paid media
publicity gained through advertising such as buying a 30 second super bowl commercial or sponsoring a college bowl game is referred to as
personal selling
results in immediate feedback from the customer since a salesperson can observe the nonverbal communication of the customer
web crawlers
search engines create an index of all web content by using automated software programs called
adaptive
selling refers to the altering of sales behavior during a customer interaction or across customer interactions based on perceived information about the selling situation
social listening
social media monitoring is also known as
the action a firm takes to coordinate the various flows within a supply chain
supply chain management refer to
receiving goods from various suppliers, storing the goods until they're ordered by a customer and consolidating orders to achieve transportation economies of scale
the distribution center function of product accumulation involves
promotion
the marketing mix element involving most of an organization's communication with the marketplace occurs is
inventory turns
the number of times a firm's entire inventory is sold and replaced is referred to as
sustainable sourcing
the process of purchasing goods and services that takes into account the long-term impact on people, profits, and planet is called
serving the needs of the customer
to achieve long term success in professional sales, all efforts must be centered on
FMOT
what acronym best describes the incredibly short window of three to five seconds after a shopper first encounters a product on a store shelf
traits that make the customer more likely to purchase
what are companies looking for when conducting lead scoring
using several types of transportation for the same shipment
what is intermodal transportation
integrated marketing communications
what is the promotional strategy that involves coordinating the various promotion mix elements to provide consumers with a clear and consistent message about a firm's products
comparing the additional cost of one new salesperson to expected additional sales revenue
what is the theory behind the incremental productivity method
geo-fencing
what location based technology uses small sensors to send messages to smartphone user who enter a nearby defined geographic area
objective and task method
which budgeting method uses a bottom-up approach by defining specific objectives determining the tasks needed to achieve these objectives and then estimating how much each task will cost
volume of mentions
which of the following social media metrics is the most common and easiest to measure
speculation
which of the following terms is not associated with a pll strategy
new business salespeople
which type of salesperson is responsible for finding new customers and securing their business, typically by convincing the prospective customer to drop one or more competitors
hunter
you have just been hired by ADP to sell payroll support services to small and medium sized business. your sales manager has mentioned that the many duty for new reps is to develop relationships with new customers rather than with existing customer. ADP is using a _________ strategy for new sales reps
klout
A company's _____ score tells marketers how many people the organization influences, how much it influences them, and the influence of its customer network across social media platforms
a white paper
A concise yet authoritative report or guide that seeks to inform readers about a complex issue and presents the issuing body's philosophy on the matter is referred to as
manufacture products before it receives any orders for those products
A firm that uses a push supply-chain strategy is most likely to
supply chain
A firm with a _____ orientation will focus on the activities and performance of other companies in addition to those of their own company
individual firms should integrate their activities to such a degree that they function as one organization
A manager with a supply-chain orientation is most likely to agree that
sales forecast
A projection of achievable revenue over an identified future period is called a
integrated marketing communications
A(n) _____ strategy involves coordinating the various promotion mix elements to provide consumers with a clear and consistent message about a firm's products.
closed loop
A(n) ______ supply chain is a supply chain that maximizes value creation by recovering value from product or material returns
it does not help a firm improve its market offerings
All of the following are true of customer advocacy except
public relations
Annual reports, speeches, blogs, and brochures are tools used in which of the following promotional strategies
accessibility
As it pertains to transportation, ______ refers to a carrier's ability to provide service from the source of the shipment to its destination.
stockout
Bots is a chain of toy stores across the United States that specializes in selling robots. The chain decides to offer a limited-period volume discount on its products for online customers. As a result, Bots sells all of its discounted products and receives orders for more products than what it has in its inventory. Which of the following does this scenario exemplify
loyalty programs
Chicago Inc., a leading retail store, has a chain of department stores across the United States. The products available at its outlets include cosmetics, jewelry, clothes, footwear, and home accessories. Chicago Inc. offers its customers a Gold Card to which points are added every time the customer's bill amount exceeds $500. These points can be accumulated and used for purchases at any of its locations. Which of the following promotion mix elements is the retail company using
the presentation
Clark is a sports equipment salesman who is meeting with a prospect for the first time. Clark is a naturally genial person, and an easy rapport between himself and the prospect has established itself. According to the personal-selling process, what should Clark prepare for next
channel sales representative
Cliff is responsible for securing new distribution channel outlets. Cliff is a(n)
Products and services move downstream from a supplier to a customer
Dave is a regular shopper at Colric Inc., an online company that sells T-shirts. He placed an order for five T-shirts, however when the order arrived, Dave discovered the T-shirts were defective. He returned the order and requested replacements from Colric. This scenario shows an exception to which aspect of a supply chain?
route salespeople
Delivery salespeople are also known as
desire
In B2B contexts, the most common sales objections fall into four categories. Which of the following is not one of those categories
It estimates the cost of each task involved in promotion
In the context of promotion mix budgeting strategies, which of the following is true of the objective-and-task approach
when customers want a short lead time
In which of the following situations should a firm pick a push strategy?
introductory
Informative advertising is especially important during the _____stage of the product life cycle as it helps to develop initial demand for a product
sustainability
Janelle is only interested in buying products from companies who commit to preserving the world's natural resources for future generations. According to your text, this describes the principle of
sales promotion
Marketers of a cosmetic company are distributing free samples of its cream, Morning Aura. The company hopes that the strategy will result in an increase in sales if the sample is a hit. Which of the following promotion mix elements is the cosmetic company using in this case
purchase order
Morrie is a middle-level manager at an apparel manufacturing company called Rota Corp. She is in charge of sourcing raw materials from suppliers. Morrie posts details of the required materials on the firm's extranet portal, and suppliers respond to this with their bids. Morrie selects the best offer and sends the supplier a confirmation for procuring the raw materials along with the expected date of delivery. What is this confirmation termed as
persuasive advertising
Mr. Thompson is a professor of marketing at the local university. In the student orientation program, he addressed the freshmen regarding the advantages of taking marketing as a major course. Which of the following types of advertising did Mr. Thompson use
It should define specific objectives, determine the tasks required, and estimate the cost of each task
Oceanus Ultra is a home water purifier. Its sales have declined by 25 percent over the past year due to an increase in competition. Oceanus Ultra must now decide about its promotional budget. According to the objective-and-task method, which of the following is the best strategy for Oceanus to follow
companies can achieve economies of scale in purchasing, while engineering flexibility into manufacturing
One of the advantages of using a push-pull strategy is that
having to deal with the high cost of sales calls
One of the biggest challenges involved with personal selling is
reducing unnecessary advertising
Policies related to sustainable sourcing include all of the following except
the Eclipse software program
Radon Enterprises is a firm that specializes in manufacturing automobile components. It uses software-controlled robots to help in the manufacturing process. Minute defects are detected by an inspection system that has infrared capabilities. The system can only be activated through a biometric login to which only permanent employees have access. In the event that the biometric system fails, employees can use their identity cards to activate the system. All the data from the manufacturing process including use of the inspection system, employees' details, and inventory details are stored and made accessible to supervisors and the management by a software program called Eclipse. In this scenario, which of the following can be best described as an enterprise resource planning system
social media
Sales 2.0 is a term used to refer to how salespeople are using ______ to sell more effectively
help salespeople more efficiently match customer needs
Sales playbooks are designed to
farmers
Salespersons that cultivate existing accounts and current customer relationships to drive revenue growth and minimize churn are referred to as
product placement
Santé is a health drink. Its manufacturer has sponsored a football match between the two most-popular local schools in Memphis. The football match will be shown on television and viewed by many. The company's logo will be shown as a banner on the TV announcers' broadcast table and the announcers will have Santé drinks in front of them. Which of the following promotion techniques will Santé use in this case
the number of people who report to a common manager
Span of control refers to
inventory a firm needs to meet average demand
The cyclical inventory of a firm refers to the
relationship selling
The process of building a trusting relationship with a customer over a long period of time is referred to as
cost-based or market-based
The two approaches organizations use to categorize the size of its sales force are
infrequently purchased
The two-way flow of communication between a buyer and a seller that is paid for by the seller and seeks to influence the buyer's purchase decision is referred to as
personal selling
The two-way flow of communication between a buyer and a seller that is paid for by the seller and seeks to influence the buyer's purchase decision is referred to as
relationship selling
The two-way flow of communication between a buyer and a seller that is paid for by the seller and seeks to influence the buyer's purchase decision is referred to as
put away
The warehouse function that refers to moving goods to their temporary or semipermanent storage location and updating inventory records is called
Respondents think that more than half of their sales force have lied on a sales call
What was the survey response of sales and marketing executives when asked if their salespeople have lied on a sales call
reach
Which marketing metric measures the percentage of the target market that has been exposed to a promotional message at least once during a specific time period
a store manager offering a volume discount on a product that cannot be produced at that price
Which of the following exemplifies a trade-off involved in a supply-chain management decision?
It reduces inventory carrying costs and allows customization of products
Which of the following is an advantage of a pull strategy
to engage customers
Which of the following is one of the goals of social selling
prospecting and qualifying
Which of the following is the first step in the personal-selling process
Logistics can be a source of competitive advantage if they are managed effectively
Which of the following is true of logistics
Information flows both upstream and downstream in a supply chain
Which of the following is true of supply chains?
Decisions in one area of the supply chain can have a negative impact on another area
Which of the following is true of supply-chain management?
coupons
Which of the following promotion tools commonly involve problems due to misredemption practices
billboard banner
Which of the following promotional tools is used in the advertising element of the promotion mix
relocation
Which of the following sales force activities is not included in sales force management
personal selling
Which promotion mix element involves prospecting, presenting, closing, and follow-up
its ability to target specific audiences
a major advantage to using magazines as an advertising medium is
frequency
a metric representing how often the audience is exposed to a promotional message during a specific time period is referred to as
the firm's overall marketing strategy
a sales force's need for generalists or specialists is guided by two factors: market considerations and
