Principles of Marketing Final-CH 10.12.15.16.17

The purpose of the ____ stage in personal selling is to determine customers' problems and Questions about using the product. prospecting approach overcoming-objections follow-up closing

Follow-up

_____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over. A scan-back allowance A merchandise allowance A buying allowance A buy-back allowance Push money

A buy-back allowance

In order to show consumers how well its blenders work and to stimulate sales, Vitamix often sets up temporary booths in stores where they have someone using the blender in a variety of ways. This is an example of point-of-purchase material a demonstration. a premium. a free sample a merchandise allowance.

A demonstration

Your friend Mary is highly critical of marketing. She claims that promotion creates needs among people so that they are unsatisfied with what they got. Since you are so knowledgeable in marketing, you tell your friend Mary that promotion doesn't _______________, but it does ____________________. Create needs; create materialism Exploit needs; satisfy needs Encourage dissatisfaction; provide satisfaction Exploit needs; makes them more important Create needs; capitalize on them

Create needs; capitalize on them

A graph of the quantity of products marketers expect to sell at various prices if other factors remain constant is a Price graph Supply curve Price/Quantity graph Marginal revenue curve Demand curve

Demand curve

Scenario 12.2 Suppose that Ray-Ban is considering a new line of sunglasses that would be sold in major department stores. The new line would be positioned as a more distinctive brand than the typical glasses sold through department stores and would be priced higher than other brands in the store, but a lower price line than the current Ray-Ban lines that are sold through more selective stores. In determining the price for this sunglass line, Ray-Ban wants to gather information about all brands sold in department stores and about customers' perceptions of those brands. Ray-Ban has decided to promote the new sunglass line as an "affordable luxury" and plans significant promotional expenditures. With these objectives, which of the following should Ray-Ban use to price its product line? Competition-based pricing Cost Plus pricing Markup pricing Demand-based pricing Differential pricing

Demand-based pricing

Jaylen, Tony's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Jaylen suggests that Tony use a(n) ____ as part of his presentation next time. video information pamphlet demonstration trial close overcoming objections approach

Demonstration

Department stores such as Kohl's and Macy's are interested in learning how much their competitors are charging for similar merchandise. Which of the following practices might these retailers utilize to identify competitors' prices? Employing comparative shoppers who systematically collect data on prices at competing stores Stealing price lists from a display at a trade show Hiring sales representatives from competitors' companies and asking them to share price information Pretending to be a buyer and soliciting pricing information from the competitor

Employing comparative shoppers who systematically collect data on prices at competing stores

_____________ identifies changes in public opinion affecting an organization. A public relations audit A financial audit A communications audit A social audit Environmental monitoring

Environmental monitoring

Aggressive pricing is typical during the ____ stage of the product life cycle. decline growth introduction plateau stabilization

Growth

Zach is developing a print advertisement for Aflac. He knows that the ______ is a critical component of the copy because _____. headline; it determines the final layout design headline; it is often the only part of the advertisement that is read artwork; it takes up the most space tagline; it links the copy to the signature slogan; it links the artwork to the signature

Headline; it is often the only part of the advertisement that is read

The manufacturers of Miracle-Gro have square boxes of the plant food that serve as a flower-pot liner. The customer just puts the box inside the flower pot, fills it with potting soil, and then adds water. The Miracle-Gro chemical is activated by the water and begins feeding the plant. This would be an example of ____ packaging. multiple secondary-use innovative category-consistent handling-improved

Innovative

Channel capacity is determined by the Most efficient component of the communication process Least efficient component of the communication process Source Receiver Meanings of the message

Least efficient component of the communication process

An advertiser that wanted to use a medium that allows for good reproduction quality, a long life to its message, demographic selectivity, and the ability to provide detailed information would likely choose Direct Mail Television Radio Outdoor advertising Magazines

Magazines

Which of the following statements is not true about recruiting and training a sales force? The source of recruits used by a manager depends on the type of salesperson required. The more expensive steps of the selection process should occur near the end. The sales manager should analyze traits of the firm's successful and ineffective salespeople. Marketers agree on a generally accepted set of traits for being an effective salesperson. Companies that want to reduce sales force turnover are likely to have a strict recruiting process.

Marketers agree on a generally accepted set of traits for being an effective salesperson

A list of the exact magazines, newspapers, and television stations in which an advertisement will appear, along with the dates and times, is a(n) advertising plan. media plan. advertising message. advertising appropriation. media platform.

Media plan

Ben is responsible for the promotions and public relations of his firm, which produces rubber tires. A recent development in technology may change the way in which the rubber for tires is produced, allowing it to be sourced from the roots of dandelion plants. Ben would like to have a story run on the evening news or in the local newspaper about this development, but he knows that this story is likely to be rejected by media personnel because the material is Too long Written at too high a reading level Submitted by an organization that the media does not like Not persuasive enough Not newsworthy

Not newsworthy

The two major types of product advertising are institutional and advocacy pioneer and competitive competitive and comparative advocacy and competitive informative and comparative

Pioneer and competitive

Signs, counter pieces, racks, and self-service cartons are all forms of in-store attention grabbers demonstrations retail media premiums point-of-purchase displays

Point-of-purchase displays

An evaluation performed before an advertising campaign begins is a consumer exam. posttest. recognition test. pretest. recall test.

Pretest

All of the following are psychological techniques except customary pricing bundle pricing reference pricing odd-number pricing price skimming

Price skimming

During the duration of an advertising campaign, Sprint ran television advertisements at a steady rate throughout the week and intensified its message with newspaper advertising in many major newspapers in the Sunday paper. Sprint used a(n)____ media schedule. flighting continuous pulsing alternating multimedia

Pulsing

A marketer is most likely to set prices according to a cash-flow objective when a Trial-and-error approach to the market is acceptable Certain market share must be maintained Quick return on investment is desired Higher price is acceptable to the firm Product is expected to have a long life cycle

Quick return on investment is desired

Newspaper ads for Blue Lagoon Pools offer discounted prices during October and discounted cleaning supplies for hot tubs in March. These are examples of which of the following uses of promotion? Retaining loyal customers Promoting new product uses Making salespeople more effective Stimulating primary demand Reducing sales fluctuations

Reducing sales fluctuations

Quizno's is conducting a contest in which customers are asked to name a new sandwich. The winner gets a free sandwich each day for one year and an appearance in one of the company's TV commercials. This contest illustrates Quizno's use of the ____ elements of the promotion mix. Advertising Personal selling Sales promotion Public relations Telemarketing

Sales promotion

During the decline stage of the product life cycle, sales rapidly decrease. market share is maintained. competition is at a peak. profits begin to fall. profits peak and then begin to decline.

Sales rapidly decrease

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a merchandise allowance count-and-recount allowance buy-back allowance. scan-back allowance. scan-count allowance.

Scan-back allowance

The Gomez are going on a vacation back to Texas. When they lived there, Gabriella Gomez loved Blue Bell Cookies. Blue Bell is sold only in Texas. She plans to buy two boxes at the first store she visits after they arrive. For Gabriella, Blue Bell represents a(n) _______ product. Convenience Shopping Specialty Unsought Durable

Speality

_____ is an example of a trade name and _____ is a brand name owned by that company The McDonald's Corporation; the Golden Arches Chevy; Silverado Ford Motor Company; Escape Nike, Inc.; "Swoosh" Kleenex; tissues

The McDonald's Corporation; the Golden Arches

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling? The difficulty in keeping customers because they are fickle New technology provides up-to-date information in the field The way in which customers gain information about a company or product Social CRM allows companies to discover and engage customers Electronic sales presentations through social media technology

The difficulty in keeping customers because they are fickle

Which of the following statements is true about salespeople? They are often the knowledge experts for their firm. They should always focus on the sale and not the relationship. They should start selling as soon as they meet a new prospect. They do not need to be experts on the benefits of their products. They should not waste time focusing on competitors' actions.

They are often the knowledge experts for their firm

____________ are reductions off the list price given by a producer to an intermediary for performing certain functions. Trade discounts Quantity discounts Cumulative discounts Non-cumulative discounts Cash discounts

Trade discounts

Raine will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates and giving out free samples. Raine is most like a trade salesperson missionary salesperson technical salesperson inside salesperson consultative salesperson

Trade salesperson

Tammy works at ITZ, a new makeup brand. Her company has decided that they want to lead the makeup industry in product quality. They have assessed the market and determined that women will associate higher-priced makeup with being higher in quality. What is the next step that Tammy's company must do? Determine the pricing objective Select a pricing strategy Determine a specific price Select a basis for pricing Evaluate competitors' prices

Evaluate competitor's prices

Pharmaceutical firms often employ _______________ to inform doctors and hospitals about new drugs and market their benefits. team salespeople inside salespeople trade salespeople technical salespeople missionary salespeople

Missionary salespeople

Generally, promotion mixes for companies with extremely limited promotional budgets tend to concentrate on Advertising Publicity Sales promotion Personal selling Distributor incentives

Personal selling

Organizations that sell products to industrial markets or a few wholesalers tend to focus their promotion efforts on Advertising Word-of-mouth communication Public relations Sales promotion Personal selling

Personal selling

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called advertising sales promotion personal selling target marketing public relations

Personal selling

A Macy's manager designs the casual clothing department such that one of Macy's private label pairs of jeans priced at $24.99, is positioned next to a national brand of jeans, such as Levis, priced at $39.99. What is the manager attempting to accomplish? Everyday low prices strategy Odd-number pricing strategy Price skimming strategy Special-event pricing strategy Reference pricing strategy

Reference pricing strategy

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time? CRM selling Missionary selling Exclusive selling Team selling Relationship selling

Relationship selling

An ad for a multivitamin that claims, "We still bring you everything you need to get through your day in one vitamin," would most likely be considered ____ advertising. reinforcement competitive comparative reminder institutional

Reminder

Which of the following is a reason why sales promotion has increased over the past 30 years? Resellers are more interested in long-term performance than short-term profitability. Heightened concerns about value have made customers more responsive to promotional offers. It is unanimously agreed that sales promotion is more effective than advertising. Sales promotion is less expensive and often makes up the entire integrated marketing strategy. Consumers and resellers have begun to place more importance on quality over value.

Heightened concerns about value have made customers more responsive to promotional offers

Recently Daniel went to a neighborhood grocery store to pick up a few items. When he looked for Old Spice Ultra deodorant, it was unavailable. Although there were a number of deodorant brands available, he did not buy any deodorant. Daniel's behavior indicates that he most likely has what level of brand loyalty toward Old Spice Ultra deodorant? Recognition Resistance Preference Insistence No brand loyalty

Insistence

Facilities, factories, and production lines with very large equipment are all classified as accessory equipment. permanents. installations. component parts. MRO facilities.

Installations

______ advertising supports organizational images ideas, and political issues while ______ advertising touts the uses, features, and benefits of goods and services. Reminder; competitive Publicity; pioneer Institutional; reminder Advocacy; product Institutional; product

Institutional; product

Scenario 10.1 Megabus is a bus line operating in the Northeast and Midwestern United States plus in Canada. It offers travelers a cheap alternative to driving and flying between large cities, keeping the fares extremely low yet offering the latest technology. Unlike the traditional Greyhound bus line, Megabus is an express service, and is equipped with Wi-Fi, video screens, headsets, and seat belts. Many buses also run on biodiesel fuel. Additionally, Megabus picks up and drops off people in the centers of cities rather than at inconveniently-located terminals. Patrons can book tickets at Megabus.com, where some fares begin at just $1. Routes are limited, and are offered out of cities such as Toronto, New York, Baltimore, Philadelphia, and Chicago. Recently, its competitor Greyhound has launched two new bus lines, BoltBus and NeOn, with similar fares and high-tech amenities. A fare on a NeOn bus from Buffalo, New York, to New York City is $50.00 round trip, while the same fare through Greyhound's traditional bus line costs $92.00. The benefit of Greyhound's traditional line is that there are more departure times and more stops in smaller towns along the way. Casey is searching the website of Megabus.com for the schedule and fares of a trip between Buffalo, New York, and New York City. Casey is most likely in which of the following stages of the product adoption process? Adoption Trial Evaluation Interest Awareness

Interest

A product is a price leader when it is sold at the highest price. its price maximizes profits. an increase or decrease in price leads to increased revenue or lower costs. it is sold at less than cost in the hope that sales of other products will increase. its price leads the industry in sales.

It is sold at less than cost in the hope that sales of other products will increase

Which of the following statements is true about public relations? Publicity is not part of public relations. The most common publicity-based tool is the press conference. Marketers cannot control whether the media choose to publish their public relations material. Publicity-based public relations do not have limitations. Event sponsorship is not an effective public relations tool.

Marketers can not control whether the media choose to publish their public relations material

The Kia Soul automobile is currently positioned as a vehicle for young adults. Kia's message to the target market is that it is exciting, youthful, and trendy. However, Max and his friends who are 20-somethings just like the music and the hamster spokescharacters. They don't care about the car itself. The message that Kia originally encoded and the meaning Max and his friends ultimately decoded Probably contain circular feedback May be different because of noise Are usually exactly the same Rarely are similar because of feedback Are collectively termed the communications channel

May be different because of noise

One of Cory's responsibilities as a marketing manager for a motorcycle parts manufacturer is to maintain market share. Cory believes that the company's products are most likely in the maturity stage of the product life cycle. In order to maintain market share Cory should suggest that the company requires Moderate to large advertising expenditures Moderate to large cuts in promotion expenditures Moderate production expenditures Moderate price increases Moderate price decreases

Moderate to large advertising expenditures

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, stages of the process should be sequenced so that the more expensive steps are near the beginning always completed before anything else near the end paid by the prospects rather than the company never reached

Near the end

Greg is responsible for the marketing promotions of a small firm of consultants. It is most likely that his firm will use ____ to create and implement its an advertising agency a group of multiskilled managers an advertising department a freelance specialist one or two individuals

One or two individuals

Nate is an operations unit manager for Morningstar Foods. So far in developing his monthly budget he has identified the following costs: overhead at $120,000; 000; packaging at $70,000; advertising at $60,000; salaries at $400,000; food production at $90,000; and distribution at $22,000. The fixed costs in this situation would be Overhead, packaging, advertising, salaries, food production, and distribution Overhead, packaging, advertising, salaries, and distribution Overhead, advertising, distribution, and salaries Overhead, advertising, and salaries Overhead

Overhead, advertising, and salaries

If Nabisco wants to quickly gain a large market share with its new line of reduced-fat snack crackers, it should use Penetration pricing Random discounting Captive pricing Price skimming Everyday low prices

Penetration pricing

____________ is setting the price lower than competing brands in order to enter a market and quickly gain a significant share of the market. Price skimming Premium pricing Penetration pricing Reference pricing Captive pricing

Penetration pricing

Olivia has been doing research for a smartphone manufacturing company. She has just been reviewing the results of several focus groups and has found that for customers value is a function of the product's price and quality attributes. price and brand name. price and durability. quality and functional attributes. quality relative to the quality of competing brands.

Price and quality attributes

If promotion does not do its job of stimulating demand, then the Price of the promoted product is likely to increase Price of the promoted product will remain reasonably stable Price of the promoted product will decrease Cost of promotion will decline Cost will remain about the same

Price of the promoted product is likely to increase

Suppose that Ray-Ban is considering a new line of sunglasses that would be sold in major department stores. The new line would be positioned as a more distinctive brand than the typical glasses sold through department stores and would be priced higher than other brands in the store, but a lower price line than the current Ray-Ban lines that are sold through more selective stores. In determining the price for this sunglass line, Ray-Ban wants to gather information about all brands sold in department stores and about customers' perceptions of those brands. Refer to Scenario 12.2. Given Ray-Ban's plan for positioning the new sunglass line they should use a ____ strategy when introducing their new product. Promotional Penetration Price-Skimming Reference Secondary-Market

Price-skimming

By promoting the fact that "orange juice is not just for breakfast anymore " the Florida Orange Growers Association attempted to stimulate primary demand secondary demand competition comparison of orange juices demand elasticity

Primary demand

Of the different types of brands the one that has experienced the steadiest growth is Manufacturer Producer Generic Private Distributor Imitator

Private Distributor

Communication through the use of brochures, annual reports, event sponsorships, and news stories is referred to as Advertising Personal selling Sales promotion Publicity Public relations

Public relations

____ is a broad set of communication efforts used to create and maintain favorable relationships between a company and its stakeholders. Stakeholder management Personal selling Integrated marketing communications Sales promotion Public relations

Public relations

Fruit of the Loom is launching a new advertising campaign. Within the first six months of the campaign, the media planners want the new advertisement's ______ to be 25% of the target market and the _______ to be four times. reach; frequency goal; multiplier exposure; repetition range; rate impact; recurrence

Reach; frequency

A major reason why Best Buy stopped using ___________ is because consumers perceived the redemption process as too complicated. It was also easy for them to forget about. Therefore, it had minimal use as a sales promotion method. cents-off offers premiums buy-back allowances rebates demonstrations

Rebates

If a product's target market consists of millions of people, marketers are most likely to focus promotional efforts on personal selling and advertising advertising and public relations personal selling and sales promotion public relations and sales promotion

Advertising and public relations

An advertising campaign is typically developed by an individual or a few persons within the firm, an advertising department within the organization, or an advertising agency. a group of media specialists. a group of multiskilled managers. a "special projects" group. freelance advertising consultants.

An advertising agency

Each communication channel has a limit on the volume of information it can handle effectively. This limit is called Transmission load Feedback Encoding Noise Channel capacity

Channel capacity

Garrison is responsible for developing the promotional campaign for Pearl Izumi's new line of bicycle clothing for teens. He will be writing advertising, campaign objectives that are aimed at making the target customers' attitudes more favorable toward Pearl Izumi which should be stated in ____ terms. communication sales demand market survey

Communication

A package of aluminum foil at HEB supermarket has only a white package with black letters stating "aluminum foil." This product is an example of a____ brand. Manufacturer's Private Distributor's No-Name Generic No-Frills

Generic

Reductions for transportation and other costs related to the physical distance between buyer and seller are known as base-point pricing. freight absorption pricing. price zoning. location pricing. geographic pricing.

Geographic pricing

Multiple packaging is Likely to decrease serving size The same as family packaging Likely to increase demand The most effective type of packaging for decreasing demand The most expensive type of packaging

Likely to increase demand

Paulina works at the large corporate headquarters of a multinational company. She is a bit of a clean freak. Every week she cleans her office including the windows. Her favorite window cleaner to use is Windex. In this case Windex Window Cleaner is which of the following types of business products? MRO Supplies Installations Accessory equipment Process materials Component parts

MRO Supplies

During a one-minute television ad for Adidas, the National Weather Service interrupts to announce a flash flood warning for surrounding counties. Such an occurrence is an example of ____ in the communication process. encoding bad luck noise deflected transmission poor implementation

Noise

When individuals' behaviors are tracked from television sets to checkout counters using equipment provided by the marketer, this is known as Family behavior recording Single-source data Individual consumer jury Advertisement exposure data Detailed market research

Single-source data

During the maturity stage, product modifications are unnecessary. there is less emphasis on changing a product's price. marketing strategies are rarely altered. some competitors are forced out. limited advertising expenditures are required to maintain market share.

Some competitors are forced out

As Brenda and Troy search for a new home, they are interested only in houses built by a particular builder. This purchase is characteristic of a(n) ____ Product Non-Durable Branded Unique Shopping Specialty

Specialty

You are a senior sales and marketing analyst for a major retailing firm in Wisconsin. The marketing manager just stopped by your office with a very frustrated look on her face. She tells you that she is confused as to why every time the company raises the sales price of its products, total revenue for the company declines. Based on this information, which of the following explanation do you give her for why this situation occurs? The demand for the company's products is inelastic, so total revenue declines when prices are raised. The demand for the company's products is elastic, so total revenue declines when prices are raised. The demand for the company's products is elastic, so unit sales increase when prices are raised. The demand for the company's products is inelastic, so unit sales increase when prices are raised. The demand for the company's products is elastic, so fixed costs increase when prices are raised.

The demand for the company's products is elastic, so total revenue declines when prices are raised

Which of the following target market characteristics are most important to consider before determining the promotion mix ingredients? The size, geographic distribution, and demographic characteristics The cultural diversity and population size The age, sex, religion, and race characteristics Existing product adoption categories Existing levels of price consciousness

The size, geographic distribution, and demographic characteristics

If the product price is $100, average variable cost $40 per unit, and the total fixed costs are $120,000, what is the breakeven point? 500 units 2,000 units 1,200 units 300 units 3,000 units

2,000 units

Marketers of seasonal products tend to emphasize Personal selling Word-of-mouth communication Public relations Sales promotion Advertising

Advertising

One of the biggest problems associated with ____ as an element of promotion is the high absolute dollar outlay often required. Personal selling Advertising Public relations Sales promotion Packaging

Advertising

Intuitiv Manufacturing's large plastics molding machine suddenly broke down during its day shift. When considering the purchase of available alternatives Intuitiv decided to rent one for the next two years instead of buying one. In this situation, the large plastics molding machine it rented would be classified as an installation. an installation accessory equipment an unsought good a process material MRO supplies

An installation

All of the following are examples of publicity-based public relations tools except press conferences feature articles news releases annual reports news stories

Annual reports

Which of the following is more likely to lead to underspending or overspending? Competition-matching approach Arbitrary approach Objective-and-task approach Percent-of-profit approach Objective-and-sales approach

Arbitrary approach

If Birds Eye wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a buying allowance count-and-recount allowance scan-back allowance buy-back allowance coupon follow-up campaign

Buy-back allowance

OES Office Systems' use of fax machines to carry its advertising messages to its business customers is which component of the communication process? Encoding process Decoding process Communication channel Sharing of meaning Noise minimization

Communication channel

Bentley is shopping for a new coat at Stein Mart and finds a North Face down jacket that he really likes. He knows that the North Face brand is considered to be high quality and that it's usually very expensive. He's pleasantly surprised to see the price—the "suggested retail price" is $199 and Stein Mart's price is $99. Bentley decides to purchase the coat even though it's a little more expensive than he originally thought he'd spend on the jacket. What type of pricing strategy is Stein Mart using to price the North Face jacket and other merchandise? Comparison discounting Price leaders Special-event pricing Odd-number pricing

Comparison discounting

If local Shell gasoline stations look at BP stations' prices as the primary method of determining its own prices, Shell is using ________ Price fixing, which considers competition to be less important than costs. Price fixing, which considers costs to be less important than competitor's prices. Market share pricing, which considers competition to be the ultimate pricing goal. Competition-Based pricing, which considers profit to be the ultimate pricing goal. Competition-Based pricing, which considers costs to be less important than competitor's prices

Competition-based pricing, which considers costs to be less important than competitor's prices

When Volvo's advertising campaign mentions the Volvo S60 has the highest safety rating of any European sedan, it is using _______ advertising. Reminder Reinforcement Competitive Defensive Institutional

Competitive

The verbal portion of an advertisement, including headlines, body, and signature, is called the Artwork Copy Storyboard Layout Script

Copy

The step in developing an advertising campaign that directly precedes campaign execution is defining advertising objectives. creating the advertising platform. evaluating advertising effectiveness. developing a media plan. creating the advertising message.

Creating the advertising message

A commercial for a weight-loss program that explains that the customer pays only one dollar for every pound he or she wants to lose but specifies in fine print that the cost of meals is extra exemplifies ____ advertising. Unfair Illegal Deceptive Push Pull

Deceptive

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal selling. Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first? Develop a database of potential customers. Develop an engaging sales presentation. Practice closing the sale. Develop a prospect follow-up checklist. Analyze information about potential customers' needs.

Develop a database of potential customers

Increasingly, inside salespersons manage ___________________ and outside salespersons are more _______________. new-business sales; focused on current customers relationships; focused on providing support digital approaches to sales; relationship oriented team selling; face-to-face oriented end-use consumer sales; focused on selling to retailers

Digital approaches to sales; relationship oriented

Chris is excited because he has obtained the price list of his company's major competitor. His supervisor, Homer, is also optimistic. However, he has much more experience in the industry than Chris and cautions him that just because they have access to their competitor's price list Doesn't mean the list has not been completely fabricated. Doesn't mean their firm will be able to match their competitor's prices. Doesn't mean that knowing competitor prices is important. Doesn't entail actually using the price list when establishing prices. Doesn't mean they reflect the actual prices at which competitive products are sold.

Doesn't mean they reflect the actual prices at which competitive products are sold

Which one of the following terms is the best description of what happens in the third stage of the product adoption process? Evaluation Awareness Trial Interest Adoption

Evaluation

A(n) ____ is a concept, philosophy, or image. product good idea service issue

Idea

Janie is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Janie knows that the ____ method is easy to administer, yields more predictable selling expenses and provides sales managers with a large degree of control over salespeople. straight commission salary plus bonus salary and commission straight commission and combination straight salary

Straight salary

A trademark signifies That the owner has exclusive use of a brand and others are prohibited from using it. That a product was manufactured by a particular company. The full and legal name of an organization. The level of quality of a product based on its legally protected rights. The inventive use of a brand name or brand mark to identify a company's products.

That the owner has exclusive use of a brand and others are prohibited from using it

In which stage of a product's life cycle is the firm focused on establishing and fortifying the product's market position by encouraging brand loyalty? The Maturity Stage The Introduction Stage The Decline Stage The Growth Stage The Rebirth Stage

The Growth Stage