Buying and Merchandising

To find out which product features and Benefits are important to a customer, a salesperson first needs to determine

How the product will be used

Before you analyze the available information to solve a problem, it is important to

Identify and check your assumptions

A display featuring complementary goods isn't attempting to attract customers attention through a display

Using related groupings

Which of the following is an open-ended question that will help a travel agent determine a clients needs and want some

What is your idea of a perfect vacation?

A shoe company has seven footwear lines. These seven different lines embody the company's product

Width

when selling a product to a customer, you look at the situation from the customer's point of view and think about why s/he should care. you are

making it personal

which of the following must coincide when using descriptive statistics in order to have normally distributed data

mean, median ,mode

self-control helps employees to deal with the business's customers because employees with self-control are

patient with other people

it is important for employees to apply written directions in the order they presented to

perform tasks properly

a realistic vision attaining ______ results

permanent

stouffer's developed its product line of entrees called Lean Cuisine to appeal to consumers who want good-tasting meals that are low in calories. this product-mix strategy is an example of

positioning

when providing legitimate responses to inquiries, it is usually best to begin by

providing an appropriate answer

james wants to borrow $2,500 to buy a car . which of the following is a financial institution that is most likely to lend james the money

retail bank

what is one source of cash flowing into a business?

sale of assets

Determine the reorder point for an item if the daily usage rate is 15 units a day, the planned lead time is 10 days, and the safety stock is 3 days.

195

The model stock plan for Bradford's menswear includes 350 shirts. If 20% of these are to be sports shirts, how many sports shirts is Bradford's planning to purchase?

70

if last year's sales records show that average markdowns in July were 5%, discounts 2%, and shortages 1%, which of the following is most likely to be the % of planned reductions for July of this year

8%

Which of the following is an example of a special order

A customer requests to tote bag with a monogram embroilered on it

Which of the following situations isn't least likely to require follow-up

Automobile Osbaldo sole by one auto dealer to another dealer

Most businesses expect their employees to show an interest in the company by being

Cooperative

Patrick emails a newsletter attachment to 255 of his clients once a month. How can Patrick reduce the need to enter each clients individual email address in the email message header every time he sends out the newsletter?

Create a distribution list

Which of the following skills is necessary when generating product ideas

Creative thinking

What does a business try to identify as a result of conducting a situational Analysis?

Threats and opportunities

Why do businesses develop marketing plans ?

To attract the target customer

Which of the following. Is one of the main reasons why businesses participate in trade shows

To exhibit their products

one of the characteristics of a positive attitude that is easy to observe is

a friendly smile

devoloping a personal budget is an effective way to

manage money

katie is feeling stressed because she is getting married next month, moving to a new city after the wedding ,and starting a new job after she moves. as a result, she is tired because she isnt sleeping well and cant focus at work. what is the source of katies stress?

multiple lifestyle changes

which of the following offers investors the advantage of securities diversification

mutual funds

in receiving a shipment of incoming goods, a receiving worker should compare the delivery receipt with the

purchase order

what is the type of receiving mistake that would cause inventory shrinkage?

recording the quantity of shipment inaccurately

which of the following is a technique you can use to demonstrate a positive attitude over the telephone

smile when you answer the telephone

every pad period, amanda places $100 from her paycheck into a savings account that earns 4.5% interest. in this situation, money functions as a

store of value

Marketers use data to determine pricing strategies such as

when to offer a discount of the product

The far left-hand rear compartment of a five-slot cash drawer is used for storing

Checks

To house it's digital business records, EFG corporation uses a remote database that employees can access anytime through the internet. EFG corporation is using ____ to store its business records

Cloud computing

What type of software program would a cruise line use in order to maintain a list of a recent passengers and their cabin preferences ?

Database

One way that many auto-parts stores use technology to expand their retail operations is by

Developing online shopping

What technology allows salespeople to develop up-to-date lists of potential customers who are interested in their specific products?

Electronic data processing

The salesperson should pause before answering a customer's objections in order to...

Get the customers full attention

Which of the following is a technique an applicant can use to effectively begin an employment interview

Give name clearly

Two business employees in different locations having the ability to turn on their computers and access the same inventory status information to see if a product is in stock for a customer is an example of an _________ application

Groupware

When workers maintain organized work areas, they help to create a good image for the business because organization gives the impression that the business

Knows what it is doing

Which of the following is an example of an intangible product that a business sells

Manicure

Which of the following is a true statement about promoting a store's special event

Select channels of communication the customers trusts

Interior display signs that provide customers with product information serve as

Silent salespeople

When a hotel hires individuals to post comment about accomandations on Twitter , Facebook and other message boards, it isn't engaging in the unethical practice of

Stealth marketing

what should you do to be prepared to answer customer questions?

find out what you need to know to do your job well

stock of items that need to be available to salespeople quickly would most often be kept in

forward stock

Which of the following types of ad copy might a local travel burea use to persuade people to call for free vacation guided to help them plan a trip to area tourist attractions ñ.

Action

Which of the following would not be scheduelednon a daily "to do" list

Activities that must be done next month

Which of the following is an example of all of the local companies in the same business being involved in the illegal activity of price fixing

Agreeing on the price of a certain product

Which of the following is an example of an external financial resources that a business is likely to use to complete a major expansion project

Bank loan

Which of the following jobs in retailing offers indivuals the opportunity to plan a store's merchandise assortment and supervise the development of in-store display

Buyer

Which of the following is one way that the employees of a business can help the business control expenses

By treating customers efficiently

Which of the following would not be likely to cause a burn ?

Hand tools

One of the reasons why it isn't important for employees to continue their education thorugout their careers is to prepared for

Jobs of the future

One reason businesses usually are unable to enter into legally binding contracts with minors is because those under the legal age

May not understand the consequences of their actions.

When accepting personal checks from customers, what do most retailers require be printed on the checks?

Name, address, phone number

What type of color add are prineted in high-quality paper ?

Newspapers inserts

what components is missing from the following formula: Planned purchase = Planned sales for the month + ________+ planned end-of-month stock - beginning-of-month stock?

Planned reductions for the month

Too-flite wanted to design a new golf ball so the company could keep up with what it's customers wanted. Management questioned a sample of golfers to find out what they were looking for in a golf ball. Because of this information, the company was able to determine what kind of ball to produce and how much to produce. This process is known as the ______ stage of production

Planning

Suggestion selling can benefit the business by increasing

Profits

Which of the following statement accurately describes promotion

Promotion can be personal or nonpersonal communication about ideas, images, goods, or services

What is one way that businesses can prevent internal computer fraud ?

Provide employees with speacialized training

Marie was asked to Pat a few to the source that had helped her find a job. Which of the following sources had Marie probably used

Prívate employment agency

The type of sale that isn't more profitable than others for a business isn't ______ sales

Repeat

A business should conduct environmental scans on a continuous basis so that it can

Respond to opportunities and threats quickly

Sharon signed a contract to purchase a vehicle from JSH auto dealer. After two days she realized the car has major problems and returned the car to the dealer. According to the federal trade commission, Sharon is protected because of JSH's

Sales and credit practices

Why do some new companies set their selling prices as low as they can?

To get Market share as fast as possible

Designing en effective marketing strategy is important

To the success of the business

How can a business package its products in an ethical way?

Use biodegradable materials

Sales personnel should be familiar with product label information in order to

Use it in selling

A barrier to effective listening is often the______________ of the listener.

attitude

some individuals are afraid that others will hurt or embarrass them if they become assertive. the reason these people have this fear is that they have

been mistreated by an aggressive person

juan rodriguez signed a promissory note for a loan. In this credit arrangement juan is the

borrower

positive communication allows people from different backgrounds to

build respect for one another

you want to be sure that the book you're using to research a science project is relevant and valid. you should confirm that the book is

by an author with appropriate credentials

a manufacturing company wants to demonstrate to potential investors that it has good working capital management, so its pay close attention to its

cash conversion cycle

The total number of members in a channel is called

channel length

several restaurant companies, including long john silvers and KFC, have successfully joined forces to increase recognition, customer loyalty, and sales for all companies involved. such arrangements between companies are examples of

co-branding

when processing marketing information, assigning numeric value to different responses or types of data is known as

coding

which of the following would not change when expanding a domestic retail chain overseas

company president

what do many businesses use to maintain an up-to-date inventory count?

computerized cash registers

The source is a national fashion store that targets women in their 20s. The source should utilize centralized buying in order to

create a unified image

learning a client's name and using it when greeting the client is a technique that promotes positive __________ relations

customer

to discourage shoplifting a depart. store has placed anti-theft tags on the cashmere sweaters. what do sales associates need to do with the tags at the point-of-sale?

deactivate or remove the tag

the increase in similarity of product performance, pricing, and customer-service strategies has caused marketers to look at _______ as a competitive tool`

distribution

pedro received a check in the amount of $432.87 from the tabor corporation, a company in which he is a stockholder. this source of income is referred to as

dividends

Thomas is not very interested in group accomplishments ; instead he likes to find his own way and receive credit for his personal achievements. thomas is likely to be from an__________ culture

individualist

which of the following can a speaker use to emphasize certain words in order to show enthusiasm

inflection

which of the following is an important type of financial record that individuals should maintain in order to manage their finances

insurance policy

which of the following information is usually provided by the business to the vendor on a return-to-vendor form

invoice number

Jennifer notices that stock prices have been steadily increasing for several months. how could this piece of data impact her marketing decisions-making?

it indicates that the economy is growing, so marketing decisions might involve expansion or growth

becasue elise paid her monthly credit card bill on april 16 instead of april 4, the credit card issuer added a $25 charge to her may billing statement. this is an example of an ________ fee.

late

emily and becca are team members at work. emily is married, lives on a farm, and likes sewing and doing puzzles. becca is single, lives in there city, and enjoys snow skiing and running in marathons. the coworkers differences are based on

lifestyle

overall, what does marketing allow us to do?

live our daily lives

employees often find that it is difficult for complaining customers to remain angry when they

thank the customer for pointing out the problem

Unsolicited calls and advice come whether we want them or not.

unsolicited opinions

A request made by an employee to a supervisor is an example of what type of communication?

upward