Marketing 350 Exam 4 Review

According to the text what location does Coke consider a promising long term growth opportunity? a. Russia b. Brazil c. China d. Africa

Africa

In the ______, each salesperson is assigned to a geographic area and sells all the products/services a. territorial sales force structure b. digital marketing system c. product sales force structure d. geographical operations systems

territorial sales force structure

From a market point of view, Universal Pictures film studio might see its competition as _________ a. Paramount Pictures b. Warner Bros. Pictures c. 20th Century Fox d. Broadway

Broadway

Which of the following is one of the social costs associated with cars? a. traffic congestion b. water pollution c. new highways d. new automobile models

traffic congestion

True/False In product sales force structure, product specialization is required by salespeople

true

A long-standing charge against intermediaries is that they mark up prices beyond the _______ a. value of their services b. delivery charges c. going market price d. promotion cost

value of their services

Which of the following helps companies in setting sales force size? a. workload approach b. pull strategy c. push strategy d. top-down approach

workload approach

Which of the following was designed to help foster trade between nations? a. tariffs b. GATT c. exchange controls d. quotas

GATT

Gaining _________ requires delivering more value and satisfaction to consumers than competitors do a. competitive advantages b. first mover advantage c. economies of scale d. comparative advantage

competitive advantages

Benchmarking has become a powerful tool for increasing a company's _______ a. product mix b. employee training services c. distribution channels d. competitiveness

competitiveness

______ involves identifying and assessing competitors and then selecting which to attack or avoid a. competitor analysis b. self-competition c. blue ocean strategy d. quantitative analysis

competitor analysis

______ describes citizens and gov't improving the rights and power of buyers in relation to sellers a. environmentalism b. protectionism c. liberalism d. consumerism

consumerism

Which term best describes sites such as the New York Time on the web and ESPN.com? a. search engine b. content site c. online social network d. transaction site

content site

The high failure rate of new products shows that companies are not able to ______ a. control demand b. advertise enough c. understand international laws d. find outlets

control demand

In the _______, separate sales forces are set up for different industries a. territorial sales force structure b. digital marketing system c. customer sales force structure d. geographical operations systems

customer sales force structure

Which of the following is the fastest growing form of direct marketing? a. ambush marketing b. digital marketing c. direct-mail marketing d. kiosk marketing

digital marketing

Amazon.com and GEICO approach customers via web sites or mobile apps. This is an example of _____ a. mass b. niche c. multi-level d. direct

direct

Which of the following is NOT a reason that companies use social media? a. cost effectiveness b. engagement and social sharing capabilities c. ease of creating content d. interactiveness

ease of creating content

True/False Continuous innovation is a weak response by a company trying to protect is market share

false

True/False Direct and digital marketing involve targeting broad segments of customers

false

True/False Markets drive traffic to the company website by online using other online and digital marketing tools

false

All of the following are problems associated with the poor selection of salespeople EXCEPT a. lower sales b. costly turnover c. less productivity d. fewer training expenses

fewer training expenses

Economic communities are also known as ________ a. global firms b. free trade zones c. production communities d. open channels

free trade zones

Which of the following is a risk associated with international trade? a. technological obsolescence b. highly unstable governments c. market monopolization d. lack of trade barriers

highly unstable governments

Immediately after deciding which markets to enter, the company should determine _______ a. how to price its product in different markets b. the global marketing organization c. the global marketing program d. how to enter the market

how to enter the market

Which of the following is an advantage of using a sales force automation system? a. lowers sales team training costs b. eliminates the need for an inside sales force c. eliminates employee attrition d. improves customer service

improves customer service

Companies can identify their competitors from both ______ points of view a. industry and market b. product and customer c. customer and location d. location and product

industry and market

The purpose of a salesperson training program is to reach them about all the following EXCEPT a. customer buying habits b. customer buying motives c. competitor strategies d. industry history

industry history

In advertising "puffery" is a term that refers to ________ a. a straightforward promotional message b. innocent exaggeration for effect c. hidden advertising message to consumers d. subliminal appeals to consumers

innocent exaggeration for effect

Environmentalists assert that the marketing system's goal should be to maximize ______ a. sales and profits b. consumer satisfaction c. life quality d. consumer choice

life quality

All of the following are benefits of online direct marketing for buyers EXCEPT a. access to numerous products b. access to product reviews c. live product demonstrations d. convenience

live product demonstrations

_______ are those runner-up firms that are working to increase their market share in an industry a. market leaders b. market challenges c. market followers d. market mavens

market challenges

Firms that serve small segments not being pursued by other firms are called ______ a. market followers b. market mavens c. market challengers d. market nichefs

market mavens

______ companies use both offline and online marketing channels a. start-up b. click-only c. multichannel marketing d. brick-and-mortar

multichannel marketing

Marketers can expand markets by discovering and promoting _______ a. subliminal points of interest b. the deficiencies of competitors c. subtle advantages of the product d. new uses of the product

new uses of the product

Bias against bids made by American companies is an example of a(n) _________ a. quota b. tariff c. boycott d. nontariff trade barrier

nontariff trade barrier

A competitive intelligence system continuously collects information from the field through _______ a. government publications b. online monitoring c. speeches d. online databases

online monitoring

Deceptive practices fall into three groups: pricing, promotion, and _______ a. product b. placement c. packaging d. publicity

packaging

All of the following are forms of traditional direct marketing except a. personal selling b. point-of-purchase promotion c. telemarketing d. direct-mail marketing

point-of-purchase promotion

Coffee, tea, cotton, and tobacco are the main exports of Uganda so it has a(n) _______ economy a. subsistence b. marketing c. merchandise exporting d. raw material exporting

raw material exporting

Online ads that incorporate animation, video, sound, and interactivity are called _______ a. search-related ads b. content-based ads c. digital catalogs d. rich media ads

rich media ads

______ is defined as analyzing, planning, implementing, and controlling sales force activities a. benchmarking b. sales force management c. business intelligence d. sales force automation

sales force management

All the following are basic types of compensation plans for salespeople EXCEPT a. straight commission b. straight salary c. salary plus commission d. sales plus company shares

sales plus company shares

The _______ concept is specifically focused on the future welfare of consumers a. strategic planning b. direct marketing c. societal marketing d. consumer business

societal marketing

A(n) ________ is an unsolicited, unwanted commercial e-mail message that clogs up e-mail boxes a. catalog b. podcast c. spam d. blog

spam

In an audio equipment industry, Philips and Song belong to the same _______ a. target group b. strategic group c. experimental group d. control group

strategic group

The _______ concept is specifically focused on future company needs a. societal marketing b. strategic planning c. direct marketing d. telemarketing

strategic planning

______ concept describes a company's marketing that supports the best long-run performance a. corporate social responsibility b. direct marketing c. sustainable marketing d. free enterprise system

sustainable marketing

Which of the terms refers to a tax levied by a foreign government against certain imported products? a. embargo b. tariff c. excise d. exchange control

tariff