Marketing Ch. 12, 13, 17, 18

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phishing

a type of identity theft that uses deceptive emails and fraudulent online sales

designing sales force strategy and structure

what is the first decision made in sales force management

transaction oriented

when the only goal of personal selling is to close a sale, a company is using a -- approach

direct and digital marketing

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

online marketing, social media marketing, mobile marketing

which of the following correctly identifies forms of digital direct marketing

blogs are user-controlled medium

which of the following is a potential disadvantage to using blogs for marketing

generating business leads

which of the following is an objective for business promotions

prospecting

which of the following is not an effective sales management process? a) selecting b) training c) prospecting d) compensating e) supervising

just in time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations

which of the following statements regarding just in time logistics is correct

mobile marketing

which of the following would be best suited for marketers to engage customers anywhere and at any time during the buying and relationship building processes

companies risk angering already ad-weary customers

why should companies use mobile marketing responsibly

contractual

The franchise organization is the most common type of --- VMS

the number of intermediary levels

The length of a channel is determined by

administered

Walmart has a lot of power and exerts strong influence on the suppliers they buy from. This channel power is an example of a --- vertical mkting system

business promotions

a sales contest is considered a part of

email

according to the text, what can be the ultimate direct marketing medium, assuming it is used correctly

inexpensive, efficient, and fast

identifies what direct and digital marketing offer sellers

interpersonal

in complex selling situations, personal selling can be very effective because it is --

pricing

in making products and services available to consumers, channel members add value. Key functions performed by the marketing channels include all of the following except ---

kiosk

many consumers today rent DVDs from a vending machine called REdbox that can be found in retail stores and other locations, Redbox is which type of direct marketing tool

sizing the sales force

once the company has set its structure, what is the next strategic decision it faces

are largely user controlled

one of the challenges of social media marketing is that social media ---

recruiting and selecting salespeople

one study found that the best salespersons have four traits in common: intrinsic motivation, a disciplines work style, and ability to close a sale, and ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management

direct marketing as a supplementary channel

priceline.com sells its services through

evaluating

sales reports, call reports, and expense reports are all used in the process of --- salespeople

close a specific sale

the aim of transaction-oriented marketing is to help salespeople

value delivery network

the company, suppliers, distributors and customers who partner with one another to improve the performance of the entire system make up the

online sales

the hottest growth area for the retailer Home Depot in the US market has been attributed to

viral marketing

what is the digital version of word of mouth marketing

category killers

Recently, superstores that are actually giant specialty stores, such as Petco and Home Depot, have seen tremendous growth. These types of superstores are called --.

omni-channel retailing

Retailing today requires ---, which means creating a seamless cross-channel buying experience that integrates in-store, online, and mobile shopping

direct marketing channel

A --- has no intermediary levels

lower margins and selling higher volume

A discount store (Target, Walmart) sells standard merchandise at lower prices. To do this, discount stores accept which of the following two conditions?

partner relationship management

Companies now use --- and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate channel partners

event marketing

Delta Faucet partnered with Warrior Dash, which sponsored several 5k mud run races around the country over the summer. At each event, Delta built a huge custom shower station, complete with 184 Delta showerheads where mud-soaked competitors could meet and wash off after the race. This is an example of which type of promotion?

conventional distribution channels

Historically, --- have lacked leadership and power, often resulting in damaging conflict and poor performance

experiential retailing

L.L. Bean has turned its flagship store and campus in Freeport, Maine into a full-fledged outdoor adventure center. There, customers can hike, kayak, or go seal watching. This is an example of --

brand community

Many company websites are now designed to do more than just sell product. These websites, known as -- websites, attempt to build closer customer relationships and generate engagement with and between the brand and its customers

tighter consumer spending

One recent retailing trend resulting from economic conditions is ---

all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use

Which of the following best reflects the role of retailing in the distribution channel? a) all the activities involved in selling raw materials to manufacturers b) all the activities involved in breaking down large volumes of goods for resale to retailers c) all the activities involved when consumers sell to other consumers on auction websites d) all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use

the concept of salesperson-owned loyalty describes the loyalty that salespersons have toward the company

Which of the following does not reflect the role of a salespersons within a company

merchant wholesalers

-- are the largest single group of wholesalers

megaretailers

-- have shifted the balance of power between retailers and producers

prospecting

--- identifies qualified potential customers and is the first step of the personal selling process

omni-channel

--- retailing refers to the creation of a seamless cross-channel buying experience

integrated logistics management

The concept of --- recognizes that providing better customer service and trimming distribution costs require teamwork

full-service

Tiffany and Neiman Marcus are classified as -- retailers

vendor managed inventory

Using ---, the customer shares real-time data on sales and current inventory levels with the supplier. The supplier then takes full responsibility for managing inventories and deliveries

analyzing consumer needs

What does the process of designing marketing channels start with

Merchant wholesalers

Which of the following are the largest group of wholesalers, accounting for roughly 50 percent of all wholesaling

a Ford dealer complaining that another Ford dealer is advertising in their territory

Which of the following is an example of horizontal channel conflict? a) a retailer complaining about a producer's pricing b) a Ford dealer complaining that another Ford dealer is advertising in their territory c) a consumer complaining to a retailer about the service they received d) a retailer complaining about receiving damaged goods from a wholesaler

most retailers seek either high markups on lower volume or low markups on higher volume

Which of the following regarding retailer pricing decisions is correct a) high low pricing is a strategy used by wholesalers when they sell to retailers b) everyday low pricing is a strategy that has proven to be ineffective c) all retailers use some type of price promotions d)competition and economic factors do not influence retail pricing decisions e) most retailers seek either high markups on lower volume or low markups on higher volume

Many retailers identify three critical factors for retail success: location, location, location

Which of the following statements about retailer marketing decisions is correct? a) most retailers seek either high markups on higher volume or low markups on lower volume b) stores do not need to differentiate and position themselves c) retailers do not differentiate themselves on their service mix d) many retailers identify 3 critical factors for retail success: location, location, location

Channel members create greater efficiencies than manufacturers could achieve on their own

Which of the following statements is correct regarding the functions channel members perform? a) channel members create greater efficiencies than manufacturers could achieve on their own b) channel members do not get involved in financing--in other words, the acquisition and use of funds to cover the cots of channel work c) finding and engaging customers and potential buyers is not a function performed by channel members d) channel members fulfill a variety of functions, but in doing so do not take any risks

channel alternatives should be evaluated against economic, control, and adaptability criteria

Which of the following statements regarding mkting channel design is correct?

Wholesalers must make decisions regarding their marketing mix

Which of the following statements regarding wholesaling is correct? a) wholesalers must make decisions regarding their mkting mix b) wholesalers do not need to segment their markets c) wholesalers do not need to differentiate themselves d) wholesalers do not need to define a target mkt


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