Intro to Business

Which of the following BEST describes a cybermall?

A collection of virtual storefronts representing diverse products and offering 24-hour access

Which of the following BEST defines selective distribution?

A distribution strategy by which a company uses only a limited number of wholesalers and retailers who give special attention in sales efforts to specific products

What is the definition of direct-response retailing?

A form of nonstore retailing in which firms directly interact with customers to inform them of products and to receive sales orders

Which of the following BEST describes a pull strategy?

A type of marketing strategy that encourages the consumer to ask the retailer for a product

​Joby's marketing director suggests that Joby tries to uncover the​ users' needs and provide them with a product solution that solves those needs. Based upon this​ statement, it appears that Joby is attempting to match promotional tools with which stage in the buyer decision​ process?

Advertising and publicity to make sure buyers are aware of their products

Which of the following is the BEST definition of an intermediary?

An individual or firm that helps to distribute a product

What type of retailer is known for carrying a wide variety of products at a low price?

Bargain retailer

What type of salesperson matches buyers to sellers and receives a commission for the service?

Brokers

Which of the following is an example of a sales promotion?

Coupons or free samples

What type of wholesaler will provide services such as credit, marketing advice, and merchandising arrangements?

Full-service merchant wholesalers

What are e-intermediaries?

Internet distribution channel members that assists in delivering products to customers or that collects information about various sellers to be presented to consumers, or they help deliver online products to buyers

A manufacturer wants a wholesaler to store products and allow customers to pick up orders directly from the wholesaler. What type of wholesaler should be used?

Limited-function merchant wholesaler

Which of the following BEST describes the concept of advertising?

Paid, nonpersonal communication by a sponsor to inform an audience about a product

Which of the following BEST describes creative selling?

Personal selling task in which salespeople try to persuade buyers to purchase products by providing information about their benefits

is the process of establishing an easily identifiable product image in the minds of consumers by fixing, adapting, and communicating the nature of the product.

Product positioning

Which of the following BEST describes the role of a shopping agent?

Providing an accurate comparison of products and allowing the consumer to choose the best option and complete the transaction immediately

What type of marketing strategy encourages the consumer to ask the retailer for a product?

Pull

Which of the following BEST describes syndicated selling?

Sellers who provide commissions to websites for referring customers to them

What type of agent or broker uses online tools to help consumers by gathering information from a variety of sources and then provides accurate comparisons of products, allowing the consumer to choose the best option and complete the transaction immediately?

Shopping agent

Which of the following BEST describes a merchant wholesaler?

Someone who buys products from manufacturers and sells them to other businesses

Which of the following BEST describes media mix?

The combination of advertising methods to help get the seller's message to the audience

Which of the following is the role of warehousing in the distribution process?

The storage of products before delivery for use for retailers or manufacturers

Why do various members of an industry hold trade shows?

To demonstrate products to customers who are ready to buy

Which of the following BEST describes the functions of a limited-function merchant wholesaler?

To store products and allow customers to pick up orders directly from the wholesaler

What is the role of a sales agent during the distribution process?

To understand the products of a very few producers and explain those products to customers

Which of the following BEST describes a push strategy?

Using the wholesaler and retailer to persuade the customer to purchase the product, often through the use of promotion

Some businesses sell only to other businesses. Who helps facilitate this transaction?

Wholesalers

Often one member of a marketing chain has the most power in determining the roles others play in distribution. This leader is referred to as the .

channel captain

​Currently, Joby sells its products through a network of retail partners. If a new associate came to​ you, as the marketing​ manager, with the idea of selling directly to the customer by adding an online shopping cart to the joby.com web​ site, your MOST likely response would be that this could result in​ _______.

channel conflict

Joby is likely keeping massive amounts of information on​ customers, logistics, and product​ sales, in its​ _______

data warehouse

In a(n) distribution channel, the product travels from the producer to the consumer or organizational buyer without intermediaries.

direct

By offering products online through sellers such as amazon.com and the Apple​ Store, Joby is taking advantage of​ _______.

e-intermediaries

When marketers want to reach as many channel members as possible, what type of market coverage strategy should they pursue?

intensive distribution

Joby has identified its target market as​ "creative, active​ types" who are also​ tech-savvy. Based upon this​ description, which of the following advertising media is MOST​ appropriate?

internet

In addition to trade​ shows, which type of retailing described in the chapter has Joby found especially​ effective?

online retailing

The purpose of is to make a product available to a customer wherever and whenever the customer wants it, while keeping costs low and customer satisfaction high.

physical distribution

Based on your understanding of the video and the​ chapter, what part of the communication mix does Joby utilize to send messages about its products to​ consumers?

promotion

How marketers decide to make the public aware of a product is done through , which should always center on the needs of the target audience.

promotional mix

If a car dealership receives pricing incentives on a specific type of vehicle, in the hopes of generating sales for that line, what type of marketing strategy is being used by the automotive manufacturer?

push

Marketers who sell products for personal or household use engage in .

retail selling

When a new product becomes available at a retailer, coupons or free samples might be offered as a way to generate desire for the product. These methods of consumer awareness are called .

sales promotions

Which of the following is the distribution strategy by which a company uses a limited number of wholesalers or retailers in an area who provide sales effort, display, and promotion for the products?

selective

​Joby's list of retail partners includes​ amazon.com, Best​ Buy, REI, the Apple​ Store, and a few other national and regional stores. A new associate comes to​ you, the marketing​ manager, with an idea on how to put Joby products in every department​ store, grocery​ store, and sporting goods store in the country. You would MOST likely explain that Joby prefers​ _______.

selective distribution

A is a large product-line retailer offering a variety of food and food-related items in specialized departments.

supermarket

Expedia.com compares prices from several rental car companies, allowing customers to determine the best choice for them. Once the decision is made by the consumer, expedia.com will redirect the customer to the supplier's website to complete the transaction. What type of selling does expedia.com use?

syndicated

A new associate came to​ you, as the marketing​ manager, with the idea of creating an affiliate program that would offer a commission to owners of web sites who referred customers to​ Joby's products on amazon.com via banners and​ click-through ads. This would be an example of​ _______.

syndicated selling

What type of sales promotion can be used to demonstrate products to customers who are ready to buy?

trade show

Because Joby has a limited advertising​ budget, what type of sales promotion described in the chapter does the company often​ utilize?

trade shows