BUS 300 ch. 12

Internet retailing is also called e-retailing.

False

_____ is the act of informing, persuading, and reminding the target market about a product.

Promotion

_____ is the number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks.

Reach

A distribution channel is a series of marketing entities through which goods and services pass on their way from producers to end users.

True

Agents are sales representatives for manufacturers or wholesalers and usually are hired on a commission basis.

True

Blogs provide marketers with a real-time dialogue with customers and an avenue to promote their products.

True

Salespeople typically use brainstorming to look for sales prospects, those people who are most likely to buy the seller's offerings.

True

Types of promotional goals include creating awareness, increasing the use of products, and identifying potential customers.

True

Which of the following is NOT a popular form of sales promotion?

advertising

A person who works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales is classified a(n):

agent

Which of the following is an example of an advertising medium?

all of the above

A(n) _____ are go-betweens that bring buyers and sellers together.

broker

_____ is any paid form of nonpersonal presentation by an identified sponsor.

Advertising

_____ bring buyers and sellers together, do not title to merchandise, receive commission on sales; and have little say over company sales policies.

Brokers

_____ is the efficient management of the acquisition of raw materials to the factory and the movement of products from the producer to industrial users and consumers.

Distribution

In August 2006, the manufacturer of Cross pens introduced the golden toned Verve pen as featured in the Stormbreaker film. In James Bond fashion, the Cross pen serves as one of the key gadgets in the film. The use of the Cross pen is an example of:

product placement

The _____ is the combination of advertising, personal selling, sales promotion, and public relations used to promote a product.

promotional mix

Compassion International is a nonprofit organization dedicated to releasing poor children from spiritual, economic, social and physical poverty. What would be the most likely goal for an advertising campaign for this international organization?

provide information

Any communication or activity designed to win goodwill or prestige for a company or person is called:

public relations

For most corporations, physical-distribution activities are usually the responsibility of the marketing department.

true

What is the salesperson doing when, after his presentation is over, he asks, "May I call the company and place your order for 20 cases of Ecco brand golfing shoes?"

closing the sale

The _____ is a series of marketing entities through which goods and services pass on their way from producers to end-users

distribution channel

Manufacturers' representatives usually:

do all of the above

What is the final step in the selling process?

following up on sales

When Canada Dry first introduced Wink soda in the 1960s, it used the slogan, "Join the cola dropouts." The purpose of this advertising campaign was most likely to:

get customers to try the new product

Which of the following is an example of nonstore retailing?

home shopping network

In the newspaper comics, Cathy is often seen talking to a department store clerk who is trying to persuade her that she needs to buy a new wardrobe. The clerk is engaged in:

personal selling

A manufacturers' representative is sometimes called a(n):

manufacturer' agent

A(n) _____ is a retail store that sells at prices 25 percent or more below traditional department store prices in spartan environments.

off-price retailer