Final Exam
Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution strategy? A. Intensive B. Franchise C. Selective D. Exclusive E. Direct
Exclusive
Focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale is known as ______________________. A. showrooming B. internal marketing C. warehousing D. shopper marketing . E. retailing
shopper marketing
A(n) _____ consists of producers, wholesalers, and retailers acting as a unified system. A. administered vertical marketing system B. distribution center C. vertical marketing system D. channel level E. conventional distribution channel
vertical marketing system
____ refers to striving for good faith and fair dealing so as to contribute toward the efficacy of the exchange process as well as avoiding deception in product design, pricing, communication, and delivery or distribution. A. "Embrace ethical values" B. "Incorporate a sense of mission" C. "Never be deceptive" D. "Foster trust in the marketing system" E. "Do no harm"
"Foster trust in the marketing system"
_____________________ is an example of horizontal channel conflict. A. A retailer complaining about a producer's pricing B. A consumer complaining to a producer about the quality of a product C. A retailer complaining about receiving damaged goods from a wholesaler D. A consumer complaining to a retailer about the service he received E. A Subaru dealer complaining that another Subaru dealer is advertising in its territory
A Subaru dealer complaining that another Subaru dealer is advertising in its territory
The four elements of a compensation plan for salespeople are __________. A. A fixed amount, a variable amount, expenses, and fringe benefits . B. A fixed amount, a variable amount, stock ownership, and fringe benefits C. A fixed amount, a variable amount, salary, and commission D. A fixed amount, a variable amount, expenses, and salary E. A fixed amount, a variable amount, expenses, and commission
A fixed amount, a variable amount, expenses, and fringe benefits
Channels often involve long-term commitments, and companies have many alternatives. What type of criteria should be used if the company wants to keep the channel flexible so that it can respond to environmental changes? A. Adaptability criteria B. Profitability criteria C. Investment criteria D. Sales criteria E. Control criteria
Adaptability criteria
At which step in the personal selling process does a salesperson meet the customer for the first time? A. Presentation B. Approach C. Qualifying . D. Preapproach E. Prospecting
Approach
Which of the following describes layers of intermediaries performing some of the work to bring the product and its ownership closer to the final buyer? A. Value delivery networks B. Marketing channels C. Channel levels D. Networking contacts E. Supply chains
Channel levels
Criticism has been leveled at marketing for negative impact on other businesses. Of the following, which does NOT fall within those criticisms? A. Creating false wants and too much materialism B. Harming competitors through acquisitions C. Unfair competitive marketing practices D. Reducing competition through acquisitions E. Practices that create barriers to entry
Creating false wants and too much materialism
A form of television marketing which persuasively describes a product and give customers a toll-free number or an online site for ordering is known as _________________. A. catalog marketing B. kiosk marketing C. telemarketing D. interactive television marketing E. DRTV marketing
DRTV marketing
______________________ uses tools that engage directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships. A. Public relations B. Direct and digital marketing C. Personal selling D. Sales promotion . E. Advertising
Direct and digital marketing
___________ is perhaps the biggest advantage of social media. A. the low cost B. The potential to grow an audience base C. Engagement and social sharing capabilities . D. User-controlled content E. Return on investment
Engagement and social sharing capabilities
Which of the following describes an organized movement of concerned citizens, businesses, and government agencies designed to protect and improve people's current and future living environment? A. Societal marketing B. Sustainable marketing C. Conscious consumption D. Environmentalism E. Consumerism
Environmentalism
As an economic community, which of the following contains more than half a billion consumers, accounts for almost 20 percent of the world's imports and exports, and is one of the world's largest single markets? A. India B. Trans-Pacific Partnership C. European Union D. China E. Asia-Pacific Economic Cooperation
European Union
________ is a retailing technique of carefully orchestrating the store's layout and displays, background music, colors, and smells. A. Wholesaling B. Environmental retailing C. Experiential retailing D. Omni-channel retailing E. Interior design
Experiential retailing
_______ is the simplest way to enter a foreign market. A. Importing B. Tariffs C. Exporting . D. Direct investment E. Joint venturing
Exporting
Companies manage their international marketing activities in at least three different ways. Which of the following is the last step in their organizational activities? A. Direct investment B. Global organization C. Export department D. International division E. Joint venture
Global organization
____ economies are major exporters of manufactured goods, services, and investment funds. A. Subsistence B. Industrial C. Raw-material exporting D. Income distribution E. Emerging
Industrial
____ is perhaps the toughest public policy issue now confronting the direct marketing industry. A. Irritation B. Invasion of privacy C. Deceptive pricing D. Junk mail E. Deceptive advertising
Invasion of privacy
Marketers that wish to enter an international environment have to consider the political-legal environment. Of the following, which is NOT among the factors marketers should consider within the political-legal environment? A. Investment opportunities B. International buying C. Monetary regulations D. Government bureaucracy E. Political stability
Investment opportunities
Which of the following is a form of traditional direct marketing? A. Mobile marketing B. Kiosk marketing C. Blogs D. Social media marketing E. Websites
Kiosk marketing
A discount store (for example, Target, Kohl's, or Walmart) sells standard merchandise at lower prices. To do this, discount stores accept which of the following two conditions? A. Lower margins and higher sales volume This is the correct answer. B. Higher sales volume and inefficient operations C. Lower margins and lower sales volume D. Operating at a loss and higher sales volume E. Higher margins and lower sales volume
Lower margins and higher sales volume
Which of the following accurately describes a company's efforts to engage customers, persuasively communicate customer value, and build customer relationships? A. Marketing mix B. Advertising and public relations mix C. Personal and direct selling mix D. Direct and digital marketing mix E. Promotion mix
Marketing mix
_____________________ eliminated trade barriers and investment restrictions among three large global countries while establishing a single market of 487 million people who produce and consume over $23 trillion of goods and services annually. A. GATT B. CAFTA-DR C. UNASUR D. Trans-Pacific Partnership E. NAFTA
NAFTA
Which of the following represent the newer tools of digital direct marketing? A. Telemarketing, face-to-face selling, and kiosk marketing B. Direct-response TV marketing, telemarketing, and direct-mail marketing C. Online marketing, social media marketing, and mobile marketing D. Telemarketing, direct-mail marketing, and catalog marketing E. Kiosk marketing, telemarketing, and direct-response TV marketing
Online marketing, social media marketing, and mobile marketing
Which of the following uses promotional tools such as presentations, trade shows, and incentive programs to engage customers, make sales, and build customer relationships? A. Advertising B. Direct and digital marketing C. Sales promotion D. Public relations E. Personal selling
Personal selling
Of the following, which is true about pricing? A. Companies do not need to communicate reasons for price increases to customers. B. Companies have no obligation to consider broader societal pricing concerns. C. Federal law is the overriding authority on pricing. D. Price competition is a core element of our free-market economy. E. Companies usually are free to charge whatever prices they wish.
Price competition is a core element of our free-market economy.
In the whole-channel concept for international marketing, which of the following is NOT a global value delivery network? A. Final user or buyer B. Price escalation C. Channels within nations D. Channels between nations E. International seller
Price escalation
Amazon's Alexa speaks Hinglish long dash —a blend of Hindi and English long dash —with an unmistakable Indian accent. She knows Independence Day is August 15, not July 4, and wishes listeners "Happy Diwali and a Prosperous New Year!" What is this an example of? A. Promotion B. Product adaptation . C. Straight product extension D. Product invention E. Communication adaptation
Product adaptation
_________ are limits countries can set on the amount of foreign imports that they will accept in certain product categories. A. Exchange controls B. Tariffs C. Nontariff trade barriers D. Quotas E. Duties
Quotas
Which of the following retail trends is making differentiation more difficult? A. Retail global expansion B. The demise of brick-and-mortar retail C. Retail convergence D. Value-seeking consumers E. Omni-channel retailing
Retail convergence
Which of the following describes the activities that play an important role in connecting brands to consumers in the final phases of the buying process? A. Shopper marketing B. Warehousing C. Retailing D. Manufacturing E. Wholesaling
Retailing
A company's marketing should support the five sustainable marketing principles. Of the following, which is NOT among those principles? A. Customer value marketing B. Sense-of-mission marketing C. Innovative marketing D. Salutary marketing E. Societal marketing
Salutary marketing
Which of the following is described as "always on" and is a large component of the digital advertising mix? A. Through fund-raising B. Search advertising C. Online videos . D. Email marketing E. Branded web communities
Search advertising
Successful retailers of the future must adopt which type of buying experience that is both seamless and integrates multiple types of media? A. Social shopping retailing B. Direct-to-consumer retailing C. Omni-channel retailing D. Discount retailing E. Off-price retailing
Social shopping retailing
Which of the following does NOT represent one of the major trends and developments in retailing? A. Retail convergence B. A surge in green retailing C. The rise of megaretailers D. Growing importance of retail technology E. Social e-tailing
Social e-tailing
A variation of break-even pricing is ____________________, which uses the concept of a break-even chart that shows the total cost and total revenue expected at different sales volume levels. A. Competition-based pricing B. Everyday low pricing (EDLP) C. Target return pricing D. High-low pricing E. Value-added pricing
Target return pricing
What characteristics are possessed by the best salespeople? A. The best salespeople make a sale and then move on. B. The best salespeople consistently exceed their sales goals. C. The best salespeople are highly educated. D. The best salespeople are excellent at proposals and quotes. E. The best salespeople are the ones who work closely with customers for mutual gain.
The best salespeople are the ones who work closely with customers for mutual gain.
Which of the following statements about sales promotions is correct? A. Sales promotions offer long-term incentives to buy a product. B. The use of sales promotions has declined in recent years. C. Sales promotions are only offered to consumers. D. Companies that use sales promotions usually do not use any other promotional mix tools. E. The heavy use of sales promotions has resulted in promotion clutter.
The heavy use of sales promotions has resulted in promotion clutter.
When a company considers international marketing, which of the following is a fundamental issue within the global environment that it must understand thoroughly from the outset? A. Importing regulations B. The socioeconomic situation of target markets C. Exporting regulations D. The international trade system E. The internal trade system
The international trade system
What is the goal of advertising? A. To help move consumers through the buying process B. To create interest and consumer hype C. To create consumer communities D. To define a product's value E. To provide feedback on products and services
To help move consumers through the buying process
After recruiting and selecting salespeople, what is the next major step in sales force management? A. Evaluating salespeople B. Supervising salespeople C. Compensating salespeople D. Designing sales force strategy and structure E. Training salespeople
Training salespeople
In place of traditional media, marketers are using __________________________ to engage smaller customer segments with more personalized, interactive content. A. a broad selection of more specialized and highly targeted media B. increased amounts of public relations, trade shows, special events, and social media Your answer is not correct. C. more integrated social media D. less social media and more traditional but targeted media E. narrow but highly targeted media
a broad selection of more specialized and highly targeted media
Through sustainable marketing, both businesses and consumers ___________________. A. are both called to more responsible actions B. are asked to "do no harm" C. display trust in the marketing system D. create a code of conduct E. embrace ethical values
are both called to more responsible actions
The primary purpose of _________ websites is to do more than just sell products or move them closer to a direct purchase. A. informational B. marketing C. social marketing D. interactive websites E. brand community
brand community
The first decision a manager must make in sales force management is _______________. A. recruitment and selection processes for salespeople B. sales training C. designing sales force strategy and structure D. sales force compensation E. evaluation of salespeople
designing sales force strategy and structure
Catalogs, online and social media, and mobile marketing are some of the specific promotional tools used in _________________________. A. sales presentations B. sales promotion C. direct and digital marketing D. public relations E. personal selling
direct and digital marketing
Companies today see channel members as ______________ and practice strong partner relationship management. A. B2B selling B. trade promotions C. discount pricing D. first-line partners E. consumer advertising
first-line partners
The purpose of a tariff is to _______________________. A. increase the amount of foreign exchange B. force the protection of local employment C. provide competition to local industry D. force favorable trade behaviors E. increase the amount of foreign imports
force favorable trade behaviors
When a company begins doing business internationally, it generally starts with ____________________, working through independent international marketing intermediaries. A. licensing B. contract manufacturing C. joint venturing D. indirect exporting E. management contracting
indirect exporting
Personal selling can be more effective than advertising in complex selling situations because it is ______________________________. A. nonpersonal B. designed to reach large groups of consumers C. less engaging than advertising D. only used for face-to-face customer interactions E. interpersonal
interpersonal
A blog is a(n) ______. A. type of online advertising B. type of targeted e-mail C. text- and image-based ad and link that appears atop or alongside search engine results D. mobile app E. online forum
online forum
A car buyer can choose a base model at one price, or one with a premium sound and navigation system at a higher price. This is an example of _______ pricing. A. product line B. captive-product C. optional-product D. by-product E. product bundle
optional-product
___ means sending email pitches only to customers who "opt in." A. phishing B. unsolicited email marketing C. spamming D. viral marketing . E. permission-based email marketing
permission-based email marketing
When a retailer temporarily prices a few select items below cost to create excitement and pull consumers into the store, it is practicing ___________________ pricing. A. promotional B. psychological C. geographical D. optional-product E. segmented
promotional
By performing the channel function of ________, wholesalers' sales forces help manufacturers reach many small customers at a low cost. A. selling and promoting B. financing C. bulk-breaking D. buying and assortment building E. risk bearing
selling and promoting
One challenge of social media marketing is _____________________ A. social media does not lend itself to targeting B. the fact that it is not cost-effective C. social media is not cost-effective D. social networks are largely user-controlled E. the fact that social marketing has not spread globally
social networks are largely user-controlled
Companies embracing environmental sustainability policies develop strategies to implement them. The strategies include which of the following two components? A. implement renewable energy policies and protect company profits B. sustain the environment and implement renewable energy policies C. ensure sustainability and establish sustainability policies D. sustain the environment and produce profits for the company E. create recycling policies and ensure sustainability
sustain the environment and produce profits for the company
Which of the following reverses the usual process of first designing a new product, determining its cost, and then asking, "Can we sell it for that?" A. cost-plus pricing B. value-added pricing C. target costing D. EDLP . E. target return pricing
target costing
When setting marketing channel objectives, companies should state the objective in terms of ______. A. the length of the channel B. exclusive distribution arrangements C. expected profitability D. competitors' objectives E. targeted levels of customer service
targeted levels of customer service
UPS uses _________________, which charges different prices for shipping depending on an item's destination. The more distant the city where the package is being shipped, the higher the price UPS charges. A. zone pricing B. freight-absorption pricing C. free on board (FOB) origin . D. uniform-delivered pricing E. base-point pricing
zone pricing
Which of the following types of wholesalers are Independently owned businesses that take title to all merchandise handled? A. Merchant wholesalers B. Manufacturers' agents C. Rack jobbers D. Brokers E. Industrial distributors
Merchant wholesalers
Which of the following represents a new trend in logistics to save costs, increase efficiencies, and gain faster and more effective access to global markets? A. RFID and barcode tracking B. Just-in-time logistics C. Electronic data exchange D. Vendor managed inventory E. Outsourcing logistics functions
Outsourcing logistics functions
Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent? A. Administered VMS B. Corporate VMS C. Manufacturer-sponsored retailer franchise system D. Conventional distribution channel E. Contractual VMS
Administered VMS
_____ marketing means that the company should view and organize its marketing activities from the consumer's point of view. A. Societal B. Consumer-oriented C. Sense-of-mission D. Customer value E. Innovative
Consumer-oriented
Which of the following represents the four major classifications of retail organizations? A. Discount stores, service retailers, superstores, and supermarkets B. Corporate chains, voluntary chains, retailer cooperatives, and wholesalers C. Corporate chains, wholesalers, superstores, and franchise organizations D. Corporate chains, voluntary chains, retailer cooperatives, and franchise organizations E. Corporate chains, voluntary chains, wholesalers, and franchise organizations
Corporate chains, voluntary chains, retailer cooperatives, and franchise organizations
Which of the following types of marketing calls for building long-run consumer engagement, loyalty, and relationships? A. Societal marketing B. Innovative marketing C. Customer-oriented marketing D. Sense-of-mission marketing E. Customer value marketing
Customer value marketing
____ includes practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail list price. A. Excessive markups B. Deceptive promotion C. Deceptive pricing D. High advertising E. Deceptive packaging
Deceptive pricing
Which 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? A. Sales promotion B. Advertising C. Public relations D. Direct and digital marketing E. Personal selling
Direct and digital marketing`
Which of the following is included in the American Marketing Association's (AMA) Code of Ethics and stresses consciously avoiding harmful actions or omissions by embodying high ethical standards and adhering to all applicable laws and regulations in the choices we make? A. Avoid deception and misleading marketing practices B. Incorporate a sense of mission C. Foster trust in the marketing system D. Do no harm E. Embrace ethical values
Do no harm
___________________ are the objectives of trade promotions. A. Urging short-term customer buying and gaining customer loyalty B. Boosting consumer brand involvement and short-term buying C. Getting more sales force support for current or new products and getting salespeople to sign up new accounts D. Generating business leads, stimulating purchases, rewarding customers, and motivating salespeople E. Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space
Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space
Marketers operating in international environments must study and understand each country's economy. Which of the following are the primary economic factors that reflect a country's attractiveness as a market? A. Its industrial structure and income distribution B. Its industrial structure and technology infrastructure C. Its sociocultural environment and workforce supply D. Its income distribution and GDP E. Its GDP and technology infrastructure
Its industrial structure and income distribution
The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. B. Using channel intermediaries increases the number of contacts with customers. C. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. . D. Marketing channel decisions only require a short-term commitment. E. Using marketing channels allows producers to retain control over how and to whom they sell their products.
Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.
______ include biases against a company's bids, restrictive product standards, or excessive host-country regulations or enforcement. A. Quotas B. Nontariff trade barriers C. Duties D. Exchange controls E. Tariffs
Nontariff trade barriers
__________ advertising is the type of advertising objective used when attempting to build brand preference and prompting customers to purchase now. A. Comparative B. Reminder C. Attack D. Informative E. Persuasive
Persuasive
___is used to build and maintain national or local community relationships and is one of the functions of public relations. A. Lobbying B. Investor relations C. Development D. Public affairs E. Press relations
Public affairs
Which of the following statements about public relations is correct? A. The lines between advertising and public relations are becoming more blurred. B. Public relations cannot be used to engage consumers. C. Public relations is only used to promote products. D. The impact of public relations on public awareness comes at a much higher cost than advertising. E. Trade associations do not use public relations.
The lines between advertising and public relations are becoming more blurred.
Marketers now have a richer mix of media and content approaches with consumers being bombarded by many brand messages. The result is that _________________________. A. consumers may believe similar brands are all the same. B. companies fail to integrate brand messages and positioning. C. companies fail to integrate their various communication channels. D. companies do not target successfully or efficiently. E. consumers don't distinguish between content sources the way marketers do.
consumers don't distinguish between content sources the way marketers do.
After segmenting and defining their target markets, retailers must then ____________________. A. decide on pricing by product line and assortment B. decide how they will differentiate and position themselves . C. decide on the store atmosphere and shopping experience D. decide on the product assortment and volume they will stock E. decide on the level of service they will provide
decide how they will differentiate and position themselves
The General Agreement on Tariffs and Trade (GATT) was ____________________. A. designed to promote world trade by reducing tariffs and other international trade barriers B. designed to promote agricultural trade by reducing tariffs C. created to support domestic trade D. created to promote international green, clean, and sustainable trade E. passed to support lower tariffs on medical devices and pharmaceuticals
designed to promote world trade by reducing tariffs and other international trade barriers
The biggest involvement in a foreign market comes through ________ for the development of foreign-based assembly or manufacturing facilities. A. contract manufacturing B. licensing C. joint venturing D. management contracting E. direct investment
direct investment
Continually adjusting prices to meet the characteristics and needs of individual customers and situations is known as _______________________. A. psychological pricing B. promotional pricing C. segmented pricing . D. dynamic pricing E. cash rebates
dynamic pricing
Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the Internet are known as _______. A. content sites B. transaction sites C. e-tailers D. search-engine portals E. online social media
e-tailers
A company has set a low price on a new product it introduced. It wants to maximize its market share and attract a large number of buyers quickly. Which new product pricing strategy should the company use? A. product bundle pricing B. captive-product pricing C. psychological pricing D. market-penetration pricing . E. market-skimming pricing
market-penetration pricing
Which of the following refers to setting prices based on buyers' perception of value rather than on the seller's cost? A. Good-value pricing B. Value-added pricing C. Cost-based pricing D. Customer value-based pricing E. Cost-plus pricing
Customer value-based pricing
If the company has selected its target market and positioning carefully, then its marketing mix strategy, including price, will be fairly straightforward. Of the following, which is NOT one of the common pricing objectives? A. Supporting resellers and gaining their support B. Grabbing international market share C. Avoiding government intervention D. Preventing competition E. Customer retention and building profitable customer relationships
Grabbing international market share
Why are U.S.-based international companies concerned when the U.S. dollar is strong compared to other currencies?
A strong dollar makes exports from other countries more attractive to the U.S. consumers, causing increased price competition for U.S.-based international companies.
Working with donors or members of nonprofit organizations to gain financial or volunteer support represents which public relations function? A. Lobbying B. Investor relations C. Public affairs D. Press relations E. Development
Development
What is the overall goal when retailers choose their product assortment? A. Offer as many products as they can fit on the shelves B. Offer products that will appeal to as many segments as possible C. Differentiate the retailer while matching target shoppers' expectations D. Only choose products that will maximize profits E. Offer the same products as their competitors
Differentiate the retailer while matching target shoppers' expectations
_ involves sending an offer, announcement, reminder, or other item to a person at a particular address. A. Direct-response television marketing B. Catalog marketing C. Direct-mail marketing D. Kiosk marketing . E. Telemarketing
Direct-mail marketing
Which of the following are common trade promotion tools? A. Discounts, free goods, coupons, and rebates B. Discounts, free goods, allowances, and free advertising specialty items C. Discounts, free goods, allowances, and price packs D. Rebates, samples, coupons, and price packs E. Rebates, discounts, free goods, and allowances
Discounts, free goods, allowances, and free advertising specialty items
Gillette charges a fairly low price for its razors (relative to costs) and a high price for razor blades. It is using a strategy of ___________ pricing. A. captive-product B. two-part C. product bundle D. by-product E. product line
captive-product
Best Buy, Home Depot, Petco, and Bed Bath & Beyond, which are actually giant specialty stores characterized by immense size and deep assortments of merchandise, are sometimes called _______________. A. category killers B. service retailers C. discount stores D. supermarkets E. off-price retailers
category killers
In the whole-channel view of distribution, the first link, ________, move(s) company products from points of production to the borders of countries within which they are sold. A. price B. channels within nations C. channels between nations D. promotion E. communication adaptation
channels between nations
In the whole-channel view of distribution, the second link, _________, moves products from their market entry points to the final consumers. A. channels between nations B. channels within nations C. final user or buyer D. global value delivery network E. communication adaptation
channels within nations
Sherwin-Williams sells its paint and other branded products exclusively through company-owned retail stores. Sherwin-Williams has established a(n) _________. A. administered VMS B. corporate VMS C. conventional distribution channel D. contractual VMS E. vertical marketing system
corporate VMS
According to the principle of ________ marketing, the company should put most of its resources into customer value-building marketing investments. A. customer value B. sense-of-mission C. consumer-oriented D. innovative E. conscious consumption
customer value
Exaggerating package contents through subtle design, using misleading labeling, or describing size in misleading terms is known as ____________________. A. deceptive promotion B. excessive markups C. bait and switch D. deceptive packaging E. deceptive pricing
deceptive packaging
Practices such as misrepresenting the product's features or performance or luring customers to the store for a bargain that is out of stock are considered ____________________. A. deceptive packaging B. deceptive promotion . C. deceptive pricing D. baiting E. excessive markups
deceptive promotion
The goal of integrated marketing communications is to __________________________________. A. deliver clear, consistent, and compelling messages about the organization and its brands B. maximize return on investment with increased revenue across all brands C. lower overall marketing expenditures while delivering increased results D. have different media carry different messages about a brand in an integrated way E. integrate communications via online and mobile technologies at a lower cost per impression
deliver clear, consistent, and compelling messages about the organization and its brands
Which of the following is used to engage customers anywhere, anytime during the buying and relationship-building processes? A. permission-based e-mail marketing B. mobile marketing C. blogs D. branded web communities E. online advertising
mobile marketing
In which of the following does a producer direct marketing activities (primarily personal selling and trade promotion) toward channel members? A. A pull strategy B. A personal selling strategy C. A push strategy D. Product communications E. Integrated communications
A push strategy
What potential risk do marketers incur by using richer but more fragmented media and promotional mixes? A. Greater efficiency but less control over marketing messaging B. Mixed communications messaging and higher costs C. Better targeting but at a higher cost per consumer D. The inability to use mass and traditional media E. A communications hodgepodge for consumers
A communications hodgepodge for consumers
_______ direct(s) its marketing activities (primarily advertising, consumer promotion, and direct and digital media) toward final consumers to induce them to buy the product. A. A push strategy B. Personal selling C. A pull strategy D. Product communications E. Integrated communications
A pull strategy
________ is the first step in marketing channel design. A. Analyzing consumer needs . B. Setting channel objectives C. Identifying the types of intermediaries to use D. Identifying the number of intermediaries to use E. Evaluating major channel alternatives
Analyzing consumer needs
Which of the following statements about blogs is correct? A. Blogs are a company-controlled medium. B. For consumers, they are impersonal. C. Companies cannot gain insights from their blogs. D. They are expensive to start and maintain. E. Blogs can be difficult for the company to control.
Blogs can be difficult for the company to control.
Which of the following are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople? A. Trade promotions B. Consumer promotions C. Sales force promotions D. Business promotions E. Clutter promotions
Business promotions
What are the two major elements in developing advertising strategy? A. Creating advertising messages and selecting advertising agencies B. Determining the target audience and selecting advertising media C. Creating advertising messages and selecting advertising media D. Creating advertising messages and setting the advertising budget E. Determining the advertising budget and determining ROI
Creating advertising messages and selecting advertising media
___________ software systems enable companies to coordinate their whole-channel marketing efforts. A. Customer relationship management B. Partner relationship management C. Channel management D. Logistics E. Distribution
Partner relationship management
Which of the following means striving for building relationships and enhancing consumer confidence in the integrity of marketing by affirming these core values: honesty, responsibility, fairness, respect, transparency, and citizenship? A. Do no harm B. Incorporate a sense of mission C. Foster trust in the marketing system D. Never be deceptive E. Embrace ethical values
Embrace ethical values
Advertising decisions involve multiple steps culminating in the measurement of the sales effects of advertising or brand content. Which of the following considers return on investment? A. Impact B. Engagement goals C. Evaluation D. Defining reach E. Frequency
Evaluation
What is the final step in the seven-step personal selling process? A. Closing B. Presentation C. Prospecting D. Follow-up E. Qualifying
Follow-up
In which of the following is vertical conflict, conflict between different levels of the same channel, common? A. Channel intermediaries B. Supplier channels C. Independent retailers D. Franchise organizations E. Wholesalers
Franchise organizations
Sadie's Restaurant has listened to its customers over the years and is now able to offer the right combination of quality and good service at a fair price. Which pricing strategy is Sadie's using? A. Break-even pricing B. Good-value pricing C. Cost-based pricing D. High-low pricing E. Value-added pricing
Good-value pricing
Which of the following is true regarding the price-demand relationship? A. If demand is inelastic, a small change in price will result in a large change in demand. B. If demand is elastic, sellers will consider lowering their prices. C. Price elasticity measures how responsive price will be to a change in demand. D. Demand and price are directly related long dash —the higher the price, the greater the demand. E. A demand curve shows the number of units a company will produce in a given time period at different prices that might be charged.
If demand is elastic, sellers will consider lowering their prices.
When, if ever, is price discrimination allowed? A. If the seller can substantiate that it is distributing internationally, then it is legal. B. If the seller can prove that its revenue is affected when selling to similar retailers, then it is legal. C. If the seller can prove that its costs are different when selling to different retailers, then it is legal. D. If the seller is selling via the Internet as its main channel, then it is legal. E. If the seller can prove that it is allowable in certain states and local retailing areas, then it is legal.
If the seller can prove that its costs are different when selling to different retailers, then it is legal.
Which of the following recognizes that improved logistics mandates teamwork across the company and the entire supply chain? A. Electronic data exchange B. Just-in-time logistics management C. Integrated supply chain management D. Logistics information management E. Reverse logistics management
Integrated supply chain management
Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of its line. This is known as full-line forcing. Which of the following statements is true regarding full-line forcing? A. It is only legal in New York, California, and Texas. B. It is always legal. C. It is always illegal. D. It may or may not be legal. . E. It is only illegal in Europe.
It may or may not be legal.
The Great Recession of 2008-2009 had a profound effect on the economy and consumers. Of the following, which represents one of the major consumer trends resulting from the Great Recession? A. It turned brick-and-mortar retailers into Internet-only retailers. B. It forced consumers to become omni-channel shoppers. C. It created a trend away from consumer spending on well-known brands. D. It restricted retail expansion domestically and internationally. E. It turned free-spending consumers into value-seeking ones.
It turned free-spending consumers into value-seeking ones.
Many vital and key functions are performed by marketing channels. Of the following, which is NOT one of those key functions? A. Manufacturing and assembly B. Physical distribution C. Fulfillment of completed transactions D. Completion of transactions E. Distribution of persuasive communications
Manufacturing and assembly
Which of the statements is TRUE regarding media and message decisions? A. Media and message decisions should be closely coordinated. . B. Message decisions are now more important than media decisions. C. Media and message decisions have no impact on results. D. Media and message decisions are independent of each other. E. Media and message decisions have no relationship to budgeting.
Media and message decisions should be closely coordinated.
Which of the following is correct regarding the forms of direct and digital marketing? A. New digital and the more traditional forms of direct marketing must be blended and integrated B. Online marketing is the only form of direct and digital marketing. C. Marketers today only use direct and digital marketing. D. Traditional direct marketing tools are still used but are no longer important. E. Direct and digital marketing does not include mobile marketing.
New digital and the more traditional forms of direct marketing must be blended and integrated
Which of the following statements is TRUE about public relations and a company's overall integrated marketing communications efforts? A. PR should be planned first, then advertising second. B. PR is now the more dominant media than other forms. C. PR should have a separate budget from marketing communications. D. PR should be blended smoothly with promotion activities. E. PR has no value within a social media context.
PR should be blended smoothly with promotion activities.
____ products give high immediate satisfaction but might hurt consumers in the long run. A. Deficient B. Salutary C. Pleasing D. Marketing E. Desirable
Pleasing
It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dips, and soft drinks. What type of sales promotion tool is this? A. Point-of-purchase B. Premium C. Sample D. Allowance E. Sponsorship
Point-of-purchase
___ is when a company adds the cost of transportation, tariffs, importer margin, wholesaler margin, and retailer margin to its product's factory price. A. Price escalation B. Product invention C. Straight extension D. Product adaptation E. Communication adaptation
Price escalation
Which of the following makes up the retail marketing mix? A. Product and services assortment, price, promotion, and retail targeting B. Product and services assortment, price, promotion and store differentiation C. Product and services assortment, price, promotion, and retail segmentation D. Product and services assortment, price, promotion, and location . E. Product and services assortment, prices, promotion, and store positioning
Product and services assortment, price, promotion, and location
Retailers must decide on which three major product variables? A. Product assortment, price, and location B. Product assortment, store atmosphere, and price C. Product assortment, services mix, and store atmosphere D. Product assortment, services mix, and price E. Product assortment, services mix, and location
Product assortment, services mix, and store atmosphere
Which consumer promotion tool is like coupons, except that the price reduction occurs after the purchase rather than at the retail outlet? A. Rebates B. Samples C. Premiums D. Contests E. Digital coupons
Rebates
Which advertising objective is best suited to maintaining customer relationships and for more mature products? A. Reminder B. Attack C. Persuasive D. Humorous E. Informative
Reminder
Which of the following statements about retailer marketing decisions is correct? A. Retailers do not have to segment and target their markets. B. Retailers do not differentiate themselves on their service mix. C. Stores do not need to differentiate and position themselves. D. Most retailers seek either high markups on higher volume or low markups on lower volume. E. Retailers identify three critical factors for retail success: location, location, and location.
Retailers identify three critical factors for retail success: location, location, and location.
What does the phrase "omni-channel buying calls for omni-channel retailing" imply for retailers? A. Retailers should integrate all available supply-chain channels into their distribution systems. B. Retailers should plan and budget for expansion of brick-and-mortar shopping experiences. C. Retailers should make certain they focus on social and digital media as their main advertising vehicles. D. Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience. E. Retailers should attempt to attract omni-channel buyers to brick-and-mortar settings through experiential retailing.
Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience
Which of the following statements about personal selling is correct? A. Salespeople are often the only direct contact with a customer. B. The role of personal selling is very consistent from company to company. C. Salespeople represent the company to customers, but they do not represent customers to the company. D. Personal selling is a fairly new profession. E. Personal selling is the nonpersonal arm of the promotional mix.
Salespeople are often the only direct contact with a customer.
__ products have low immediate appeal but might benefit consumers in the long run long dash —for instance, bicycle helmets or some insurance products. A. Pleasing B. Salutary C. Desirable D. Marketing E. Deficient
Salutary
Which of the following statements is correct regarding sellers and their use of direct and digital marketing? A. Sellers have opportunities to engage in real-time marketing. B. For sellers, direct and digital marketing are very inefficient. C. Sellers using direct and digital marketing cannot ask questions and solicit feedback from customers. D. For sellers, using direct and digital marketing is expensive. E. For sellers, direct and digital marketing are inflexible.
Sellers have opportunities to engage in real-time marketing.
________marketing means that the company should define its mission in broad social terms rather than narrow product terms. A. Sense-of-mission B. Societal C. Consumer-oriented D. Innovative E. Customer value
Sense-of-mission
In which of the following does top management tell its marketing people, "Take the product as is and find customers for it"? A. Promotion B. Product invention C. Communication adaptation D. Straight product extension E. Product adaptation
Straight product extension
Sustainable marketing should be guided by five sustainable marketing principles. Of the following, which is NOT one of those principles? A. Customer value marketing B. Innovative marketing C. Sense-of-mission marketing D. Societal marketing E. Strategic marketing
Strategic marketing
______________ entails managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers. A. Distribution networks management B. Wholesaling C. Business distribution management D. Reseller networks E. Supply chain management
Supply chain management
Which of the following is a type of marketing that calls for meeting the present needs of consumers and businesses while preserving or enhancing the ability of future generations to meet their needs? A. Cause marketing B. Global marketing C. Societal marketing D. Strategic planning E. Sustainable marketing
Sustainable marketing
Before making a decision to operate in other countries, what must a company understand? A. The governmental regulatory market B. The internal marketing environment C. The international marketing environment . D. The sociocultural marketing environment E. The domestic marketing environment
The international marketing environment
Which of the following indicates the length of a channel? A. The number of retailers in the channel B. The number of wholesalers in the channel C. The number of intermediary levels in the channel D. The number of final consumers in the channel E. The number of producers in the channel
The number of intermediary levels in the channel
Macy's, Kohl's, and JCPenney practice a retailing pricing strategy called "high-low pricing." Which of the following correctly describes high-low pricing? A. The retailer does not have to run sales on selected items. B. Retailers do not have to use promotions. C. Retailers charge an everyday low price with no special promotions. D. The retailer charges higher prices on an everyday basis, coupled with frequent sales and other price promotions. E. Some products are priced high, others are priced low, and still others are priced at bargain-basement levels.
The retailer charges higher prices on an everyday basis, coupled with frequent sales and other price promotions.
Which of the following states that managers must look beyond what is legal and allowable and develop standards based on personal integrity, corporate conscience, and long-term consumer welfare? A. The consumer-oriented marketing concept B. The sense-of-mission marketing concept C. The societal marketing concept D. The customer value marketing concept E. The sustainable marketing concept
The sustainable marketing concept
Which of the following is TRUE regarding omni-channel buyers? A. They prefer the online environment. B. They purchase online but tend to purchase more in-store. C. They shift easily across online and in-store channels. D. They do not shift easily across online and in-store channels. E. They always shop in-store channels, then order online.
They shift easily across online and in-store channels.
Internal factors that affect pricing include _________________. A. The company's overall marketing strategy, objectives, and marketing mix B. The nature of the market, demand, and the economy C. The company's overall marketing strategy, the nature of the market, and demand D. The company's overall marketing strategy, objectives, and the nature of the market E. The company's overall marketing strategy, objectives, and demand
The company's overall marketing strategy, objectives, and marketing mix
Which of the following accurately represents the three characteristics of advertising appeals? A. To be meaningful, to be believable, and to generate revenue B. To be meaningful, to be believable, and to be memorable C. To be meaningful, to be distinctive, and to use persuasive claims D. To be meaningful, to be believable, and to be distinctive E. To be believable, to be distinctive, and to be ethical
To be meaningful, to be believable, and to be distinctive
Of the following, which most closely describes the method by which companies engage and create benefits for their customers? A. Marketing channel B. Customer relationship management C. Channel level D. Value delivery network E. Supply chain
Value delivery network
New, premium movie theaters offer features such as online reserved seating, high-backed leather executive chairs with armrests and footrests, the latest in digital sound, super-wide screens, and other amenities for which they charge a higher price. This is an example of which type of pricing? A. EDLP B. Breakeven pricing C. Value-added pricing D. Cost-plus pricing E. High-low pricing
Value-added pricing
Which of the following replaced GATT in 1995, imposes international trade sanctions, and mediates global trade disputes? A. IMF B. NAFTA C. IBRD D. CAFTA E. WTO
WTO
The goal of logistics is to provide a targeted level of service at the least or lowest possible cost. To achieve this goal, which of the following are logistical functional areas? A. Warehousing, inventory management, transportation, and logistics information management B. Retailing, inventory management, transportation, and logistics information management C. Warehousing, inventory management, retailing, and logistics information management D. Warehousing, inventory management, transportation, and retailing E. Inventory management, transportation, shipping, and warehousing
Warehousing, inventory management, transportation, and logistics information management
Because of deceptive acts or practices by companies, Congress has enacted legislation designed to protect consumers. Which of the following was enacted to protect consumers against deceptive acts or practices? A. Fair Credit Reporting Law B. Federal Trade Commission Act of 1914 C. Wheeler-Lea Act of 1938 . D. Consumer Rights Act of 2015 E. Credit Card Accountability, Responsibility, and Disclosure Act
Wheeler-Lea Act of 1938
Which of the following statements about wholesaling is true? A. Wholesalers do not make positioning decisions. B. Wholesalers do not need to define a target market. C. Wholesalers must make decisions regarding their marketing mix. . D. Wholesalers do not need to differentiate themselves. E. Wholesalers do not need to segment their markets.
Wholesalers must make decisions regarding their marketing mix.
What event or circumstance has made mobile marketing a must for most brands? A. Unlimited consumer data plans B. The decline of traditional marketing forms C. Widespread adoption of mobile devices D. Widespread use of mobile devices by preteens E. Heavy use of mobile devices in international markets
Widespread adoption of mobile devices
_ is one major objective associated with a market-penetration pricing strategy. A. Attracting buyers willing to pay a higher price B. Preventing customer dissatisfaction C. Skimming off small but profitable market segments D. Avoiding everyday low pricing E. Winning large market share
Winning large market share
Progressive wholesalers recognize that their only reason for existing is to ____________________. A. finance retailing transactions B. automate distribution C. add value . D. bear the risk of sales and distribution E. provide selling support
add value
Roshika has been invited to a fancy dinner party and wants to bring a good bottle of wine as a gift for the host. Since she does not know much about wine, she will likely use the price of the wines as ________. A. a type of segmented pricing B. an indicator of the cost of production C. a limited-time offer D. an indicator of geographic pricing E. an indicator of quality .
an indicator of quality
According to the sustainable marketing concept, a company's marketing objectives should support the ___________________________. A. company's value-based marketing objectives B. company's sense of mission C. company's long-term revenue and profit goals D. best long-run performance of the marketing system E. overall strategic plans and revenue goals of the organization
best long-run performance of the marketing system
The benefits of direct and digital marketing for buyers are that they are _________. A. easy, convenient, and private B. easy, convenient, and impersonal C. convenient, private, and hard to use D. easy, convenient, and public E. easy, private, and expensive
easy, convenient, and private
Many companies get involved in several international markets and ventures. They can be __________, with country managers who are responsible for salespeople, sales branches, distributors, and licensees in their respective countries. A. export departments B. international subsidiaries C. world product groups D. international divisions E. geographical organizations
geographical organizations
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to _______. A. approach qualified customers B. immediately close the sale C. follow up with the customer D. prospect the customer E. handle objections
handle objections
FancyFace, a cosmetics firm located in the United States, markets its products in Asian and European countries through independent distributors. In this case, FancyFace has entered international markets through ________. A. joint venturing B. franchising C. joint ownerships D. indirect exporting . E. direct investment
indirect exporting
The goal of a push strategy is to _____________________________. A. induce channel members to carry and promote the product . B. give channel members additional media incentives to carry the product C. increase sales calls to distributors D. build trade demand E. save money by only focusing on consumers
induce channel members to carry and promote the product
The principle of ________ marketing requires that a company continuously seek real product and marketing improvements. A. sense-of-mission B. innovative C. consumer-oriented D. conscious consumption E. customer value
innovative
Social media are ideal for participating in customer conversations and listening to customer feedback because they are _____________. A. cost-effective B. targeted and personal C. engaging D. immediate and timely E. interactive
interactive
Marketing logistics addresses not only outbound logistics but also inbound logistics and reverse logistics, which means it ____________________________. A. it is the centerpiece for quicker times to market and enhanced cost reductions B. involves the entire supply chain management C. focuses on just-in-time inventory management D. enables producers, manufacturers, and distribution to maximize cost savings E. is the solution for managing costs and customer satisfaction
involves the entire supply chain management
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 ________ marketing. A. DRTV B. interactive TV C. infomercial D. kiosk E. website
kiosk
University Boutiques promotes its brand in new international markets by providing rights to local boutiques to use its patented designs and brand name. In this case, University Boutiques' market-entering strategy is referred to as ________. A. contract manufacturing B. exporting C. joint ownership D. licensing E. management contracting
licensing
When a college or university charges more for out-of-state students than in-state students, it is practicing ______________________. A. customer-segment pricing B. location-based pricing C. time-based pricing D. promotional pricing E. product form pricing
location-based pricing
Geico's website is designed to quickly turn an inquiry into a sale. Geico has designed a(n) ______ website. A. phishing B. marketing C. search engine D. e-mail E. branded community
marketing
The massive shift in how and where people buy calls for __________________________. A. massive spending increases in advertising and sales promotion B. massive shifts in how store retailers operate C. massive spending in social media for brick-and-mortar retailers D. massive shifts in pricing strategies E. massive shifts to online-only environments for brick-and-mortar retailers
massive shifts in how store retailers operate
Websites, online advertising, email, online video, and blogs are all forms of ______. A. telemarketing B. social media marketing C. mobile marketing D. traditional direct marketing E. online marketing
online marketing
Consumers may receive an e-mail, supposedly from their bank or credit card company, saying that their account's 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 ______. A. phishing B. spamming C. telemarketing D. infomercials E. mobile marketing
phishing
One of the primary advantages of marketing logistics is __________________. A. cost savings in inventory management B. potentially high cost savings and improved customer satisfaction . C. maximizing inbound, outbound, and reverse logistics D. improved customer satisfaction and faster time to market E. being the solution for maximizing costs and customer satisfaction
potentially high cost savings and improved customer satisfaction
Most companies today want their salespeople to _______, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company. A. capture short-term business B. cut prices to make the sale C. close sales D. use a transaction-oriented sales approach E. practice value selling
practice value selling
The illegal practice of ______________________ is selling below cost with the intention of punishing a competitor or gaining higher long-run profits by putting competitors out of business. A. predatory pricing B. price-fixing C. price maintenance D. deceptive pricing . E. price discrimination
predatory pricing
When Apple introduced its iPhone X, it priced the new product at nearly $1,000, considerably higher than competing smart phones. Apple was pursuing a ___________________ new product pricing strategy. A. optional-product B. by-product C. captive-product D. premium pricing E. market-penetration
premium pricing
One consumer promotion tool is _______, which are goods offered either free or at low cost as an incentive to buy a product. A. rebates B. point-of-purchase promotions C. premiums D. advertising specialties E. coupons
premiums
The Robinson-Patman Act seeks to ensure that sellers offer the same price terms to customers at a given level of trade to prevent ______________________. A. predatory pricing B. deceptive pricing C. price discrimination D. price-fixing E. retail price maintenance
price discrimination
When sellers set prices in conjunction or collaboration with one another, this illegal practice is known as _______________. A. predatory pricing B. deceptive pricing C. price-fixing D. retail price maintenance E. price discrimination
price-fixing
GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a ______ sales force structure. A. product B. customer C. market D. territorial E. complex
product
Bath & Body Works uses _____________ pricing when the company offers "three-fer" deals on its products (such as soaps, lotions, and moisturizers). A. captive-product B. product line C. two-part D. product bundle E. by-product
product bundle
The Ford Mustang is offered in several different models. Ford uses __________ pricing to determine the price steps between the different models. A. product bundle B. two-part C. captive-product D. optional-product E. product line
product line
Press releases, sponsorships, events, and web pages are promotional tools used in _____________. A. personal selling B. advertising C. public relations D. direct and digital marketing E. sales promotion
public relations
The difference between the marketing concept and the sustainable marketing concept is that the marketing concept ___________________________. A. understands that companies need long-term planning B. recognizes that companies thrive and grow by having long-term revenue goals C. teaches that there are major controllable factors of any marketing mix D. embraces the principles of customer relationship management E. recognizes that companies thrive by fulfilling the day-to-day needs of customers
recognizes that companies thrive by fulfilling the day-to-day needs of customers
Hotels and motels, banks, airlines, restaurants, colleges, hospitals, movie theaters, tennis clubs, bowling alleys, repair services, hair salons, and dry cleaners are all examples of ________. A. non-retailers B. service retailers C. franchises D. specialty stores E. wholesalers
service retailers
The fastest-growing sales trend today is ______________. A. social selling . B. product selling C. team selling D. outside sales E. inside sales
social selling
More than a territory, compensation, and training, new salespeople need ________________. A. ongoing customer sales support B. product knowledge C. reasonable sales goals D. customer relationship management skills E. supervision and motivation
supervision and motivation
During the presentation step in the personal selling process, the salesperson ______________. A. attempts to "razzle-dazzle" the buyer B. meets the buyer for the first time C. handles objections D. tells the buyer a "value story" E. closes the deal
tells the buyer a "value story"
Justin, Inc., a U.S.-based watch manufacturer, sells its products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representatives to each location. Justin has adopted a ________ sales force structure. A. complex B. territorial C. customer D. market E. product
territorial
When the company has defined its channel objectives, it should next identify its major channel alternatives in terms of the types of intermediaries, the number of intermediaries, and __________________. A. economic criteria B. consumer needs C. the responsibilities of channel members D. whether to use intensive or exclusive distribution E. the profitability of the channel
the responsibilities of channel members
The seven-step selling process takes a __________ approach to selling. In other words, its aim is to help salespeople close a specific sale with a customer. A. relationship-oriented B. profit-oriented C. value-oriented D. customer-oriented E. transaction-oriented
transaction-oriented
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 _______. A. online marketing B. viral marketing C. omni-channel marketing D. e-mail marketing E. search engine marketing
viral marketing
To set its sales force size, a company can first group accounts into different classes according to size, account status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the ______ approach. A. workload B. inside C. workforce D. complex E. field
workload
As companies become more market-centered, a customer-focused sales force __________________. A. works to produce both customer satisfaction and company profit B. becomes more focused on profit and less on the customer C. is less important than the results advertising and sales promotion can reap D. has greater incentives to produce revenue E. only needs to coordinate its efforts with marketing planners
works to produce both customer satisfaction and company profit