MKTG Exam 4 Quiz Questions
At which step in the personal selling process does a salesperson meet the customer for the first time?
Approach
What is a true statement about personal selling?
Many customers are unable to distinguish the sales person from the company
Appliance maker Whirlpool assigns individual teams of salespeople to bug retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a _______ sales-force structure
Market???? *possibly territorial
_______ products give both high immediate satisfaction and high long-run benefits, such as easy and nutritious breakfast food
desirable
Compared to standardized global marketing, adapted global marketing ______
modifies marketing strategies to meet local needs
What are the four elements of a compensation plan for salespeople?
1) A fixed amount 2) A variable amount 3) Expenses 4) Fringe benefits
Major steps in sales force management
1.Designing strategy and structure 2.Recruiting and selecting 3.Training 4.Compensating 5.Supervising 6.Evaluating
Sales force management definition
Analyzing, planning, implementing, and controlling sales force activities
Lori Jennifer Jones, a leading fashion designer, connects with her followers through a strong online presence, promoting her brand and discussing fashion tips through articles and videos on her personal fan page. In this case, what marketing form does Lori use?
Blog
What statement about blogs is correct?
Blogs can be difficult for the company to control
What is true regarding the forms of direct and digital marketing?
Both the new digital and the more traditional forms of direct marketing must be blended into a fully integrated marketing community actions program
_______ promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople
Business
______ 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
Deceptive promotion
Spurgeons, a chain of superstores, promotes it's business by handing out printed materials which contain lists and descriptions of an assortment of it's products. In this case, the company's promotional strategy is referred to as ______
Catalog Marketing
_______ is a global communication strategy of adapting advertising messages to local markets
Communication adaption
Inside sales force
Conduct business from their offices via telephone, the internet, or visits from prospective buyers
______ includes exaggerating package contents through subtle design, using misleading labeling, or describing size in misleading terms
Deceptive packaging
______ includes practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail list price
Deceptive pricing
______ products give both high immediate satisfaction and high long-run benefits.
Desirable
What 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
The biggest involvement in a foreign market comes through _____ of the development of foreign-based assembly or manufacturing facilities
Direct investment
The process in which printed catalogs, brochures, samples, and DVDs are distributed to customers using highly selective mailing lists is known as ______.
Direct-mail marketing
_______ involves sending an offer, announcement, reminder, or other item to a person at a particular address
Direct-mail marketing
Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the internet are known as _______
E-tailers
Nike makes shoes out of "environmentally preferred materials." It recycles old sneakers and educates young people about conservation, reuse, and recycle. What policy has this company adopted?
Environmental sustainability
_______ is an organized movement of concerned citizens, business, and government agencies designed to protect and improve people's current and future living environment
Environmentalism
What is an objective 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
Great Britain is a major exporter of manufactured goods, services, and investment funds. Great Britain also exports its goods to other types of economies for raw materials and semi-finished goods. This is an example of a(n) _____ economy
Industrial
________ ventures consist of one company collaborating with foreign investors to create a local business in which they share possession and control
Joint ownership
University Boutiques promote it's brand in new international markets by providing rights to local boutiques to use it's patented designs and brand name. In this case, University Boutiques' market-entering strategy is refers to as ______
Licensing
What is a primary disadvantage of viral marketing/
Marketers have little control over who receives a viral message
________ refers to marketing via the internet using company web sites, online advertising and promotions, e-mail marketing, online video, and blogs
Online marketing
Francesca's Fashion manufactures fashionable clothing and accessories for the tween and teen female markets. New merchandise with a very different look is rolled out each season and heavily promoted as the "must-have" style in a variety of media. What could Francesca's Fashion be easily criticized in this scenario?
Perceived obsolescence
Consumers may receive an e-mail, supposedly from their bank or credit card company, saying that their account 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
It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dip, and soft drinks. What type of sales promotion tool is this?
Point-of-Purchase
Chip's Chip has introduced a fresh jalapeño chip. Displays are set up at various retail stores int he state and customers are offered free samples as well as $2 off coupons. What promotional tool is Chip's Chips most likely using?
Point-of-purchase promotions
Wisconsin Cheddar introduced an aged jalapeño cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. What promotional tools is Wisconsin Cheddar most likely using?
Point-of-purchase promotions
Most companies today want their sales people to ____, which means demonstrating and delivering superior customer value and capturing a return not hat value that is fair for both the customer and the company
Practice value selling
Cracker Jack, an American brand snack of caramel-coated popcorn and peanuts, has been in existence since 1896. The brand became popularized due to its free prize inside every box. What promotion tool does this exemplify?
Premium
One consumer promotion tool is ____, which are goods offered free or at a 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 Healthcares are has adopted a(n) _______ sales force structure.
Product
_______ involves changing the products to meet local requirements, conditions, or wants
Product adaption
How have social media tools likely affected personal selling?
Reducing the use of person-to-person selling efforts
Customer (market) sales force structure
Salespeople specialize in selling to certain customers or industries
Territorial sales force structure
Salesperson assigned to a geographic territory and sells full line
Product sales force structure
Salesperson specializes in selling only a portion of the company's products
What is the fastest growing sales trend today?
Social Selling
The ______ concept focuses on the future welfare of consumers and future company needs
Sustainable marketing
Team selling
Teams of people from different departments used to service large, complex accounts
Justin, Inc., a U.S.-based watch manufacturer, sells it's products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representative to each location. Justin has adopted a _______ sales force structure.
Territorial
Outside sales force (field sales force)
Travels to call on customers in the field
Countries can set _____, which is a limit on the amount of foreign imports that they will accept in certain products categories
a quota
Critics charge that high advertising and promotion costs unnecessarily increase retail prices. Marketers most likely respond to this criticism by arguing that advertising _______
adds value by giving consumers product information
Coca-cola unbottled is an online forum where coke fans and company insiders can "look at what's beyond the bottle," sharing posts on everything from new products and sustainability initiatives to fun and inspiring fan stories. This is an example of a _______
blog
Conventions, trade shows, and sales contests are types of _______
business promotions
A(n) ______ is the variable amount in a salesperson's compensation
commission
Critics claim that companies in the ______ industry are more likely to introduce planned streams of new products that make older models obsolete
consumer electronics
_____ is a geographical characteristic of market potential
country size
What is the primary purpose of branded community Web sites
creating customer-product engagement
Susie James, a marketing critic, is concerned about the pervasiveness of marketing. She points to advertising messages everywhere, from Web sites and e-mails to unwanted direct mail and catalogs to television commercials and product tie-ins to billboards and store signs. From the description given, it can be concluded that Susie is concerned about ______
cultural pollution
______ products, such as bad-tasting and ineffective medicine, have neither immediate appeal nor long-run benefits
deficient
What is the best example of a salutary product
dental insurance
______ products give both high immediate satisfaction and high long-run benefits
desirable
An advantage of ______ is that they allow real-time merchandising; products and features can be added or removed as needed, and prices can be adjusted instantly to match demand
digital catalogs
The benefits of direct and digital marketing for buyers are that it is _____
easy, convent and private
What is a demographic factor indicator of market potential
education
______ means building relationships and enhancing consumer confidence in the integrity of marketing by affirming these core values: honesty, responsibility, fairness, respect, transparency, and citizenship
embrace ethical values
In a(n) _______ economy, fast growth in manufacturing results in rapid overall economic growth
emerging
A toothbrush costs ten cents to manufacture may cost a consumer $3.00 to buy. According to critics, this is an example of ______
excessive markup
The simplest way to enter a foreign market is through _______
exporting
Because of the lack of supermarkets in low-income areas, many disadvantaged consumers find themselves in ______, with little or no access to healthy, affordable fresh food
food deserts
_____ economies are major exporters of manufactured goods, services, and investment funds
industrial
A country's ______ shapes it's product and service needs, income levels, and employment levels
industrial structure
_______ is perhaps the toughest public policy issue now confronting the direct marketing industry
invasion of privacy
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 direct marketing tool called a(n) ______-
kiosk
Weaving Grain Company promotes it's brand in new international markets by providing rights to local bakeries and bistros to use it's recipes and brand name. In this case, Weaving Grain Company's market-entry strategy is referred to as ______
licensing
Geico's website is designed to quickly run an inquiry into a sale. Geico has designed a(n) ______ website
marketing
Olivia is searching for natural almond butter on SquirrelsApp, a mobile web application for nut lovers. While browsing the application, a banner appears on the mobile screen showcasing offers and discounts on jelly and jam products. The banner is best referred to as a(n) _______
online display advertisement
Forms of digital and social media marketing include ______
online marketing, social media marketing, and mobile marketing
Products that give high immediately satisfaction but may hurt consumers in the long run are called ______ products
pleasing
A country may place a limit on the volume of imported citrus fruit that is allowed. This is an example of a(n) ______
quota
A country in South America has large reserves of copper and tin. Mining forms the pillar of it's economy. A major part of it's revenue is generated from exporting these resources. This country is poor in many other ways. It is a good market for large equipment, tools, supplies, and trucks. Since there are many foreign residents in this country and a wealthy upper class, it is also a market for luxury goods. This country most likely has a(n) _____ economy
raw material exporting
Maytag's front-loading Neptune washer comes in very unappealing designs, but they are known to be the longest lasting, most energy efficient product not he market. The Neptune washer is most likely an example of a ______ product
salutary
______ products have low immediate appeal but might benefit consumers in the long run, for instance, bicycle helmets or some insurance products
salutary
A class-action lawsuit was brought against a national burger chain, charging that it's food contributed to the nationwide obesity epidemic. The suit was eventually dismissed, but critics continue to point out the health dangers of many fast food menu items. From the description, it can be concluded that these critics are concerned that the fast food industry is ______
selling harmful products
_______ marketing means that the company should define it's mission in broad social terms rather than narrow product terms
sense-of mission
One challenge of social media marketing is that ______
social networks are largely user-controlled
The ______ concept considers the future welfare of consumers
societal marketing
Awesome Cookies, a leading ginger snap cookie manufacturer, has decided to use the same marketing strategy approaches and marketing mix worldwide for all of it's brands. The only change that will be made is language translation on the various packaging. Awesome Cookies is using a(n) ______ marketing strategy
standardized global
_______ means marketing a product in a foreign market without making any changes to the product
straight product extension
In a(n) ______ economy, the vast majority of people engage in simple agriculture
subsistence
A tax on imported product designed to raise revenue or product domestic firms is referred to as a(n) _____
tariff
A company that sells only one product line to one industry with customers in many locations would typically use a _______
territorial sales-force structure
A company that sells only one product line with customers in many locations would typically use a ______
territorial sales-force structure
Critics who assert that the marketing system promotes too much interest in material possessions are most likely concerned that the result of successful marketing will be ______
unsustainable overconsumption
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