Marketing Exam 3

online forum

A blog is​ a(n) ______. A. type of online advertising B. type of targeted​ e-mail C. online forum D. ​text- and​ image-based ad and link that appears atop or alongside search engine results E. mobile app

Lower margins and higher sales volume

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. Higher margins and lower sales volume B. Higher sales volume and inefficient operations C. Operating at a loss and higher sales volume D. Lower margins and lower sales volume E. Lower margins and higher sales volume

DRTV marketing

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. telemarketing B. kiosk marketing C. interactive television marketing D. catalog marketing E. DRTV marketing

Evaluation

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. Defining reach B. Frequency C. Engagement goals D. Impact E. Evaluation

Training salespeople

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management? A. Compensating salespeople B. Supervising salespeople C. Designing sales force strategy and structure D. Evaluating salespeople E. Training salespeople

decide how they will differentiate and position themselves

After segmenting and defining their target​ markets, retailers must then​ ____________________. A. decide how they will differentiate and position themselves B. decide on the level of service they will provide C. decide on the product assortment and volume they will stock D. decide on the store atmosphere and shopping experience E. decide on pricing by product line and assortment

works to produce both customer satisfaction and company profit

As companies become more​ market-centered, a​ customer-focused sales force​ __________________. A. works to produce both customer satisfaction and company profit B. only needs to coordinate its efforts with marketing planners C. has greater incentives to produce revenue D. becomes more focused on profit and less on the customer E. is less important than the results advertising and sales promotion can reap

Approach

At which step in the personal selling process does a salesperson meet the customer for the first​ time? A. Preapproach B. Qualifying C. Prospecting D. Approach E. Presentation

first-line partners

Companies today see channel members as​ ______________ and practice strong partner relationship management. A. consumer advertising B. discount pricing C. first-line partners D. B2B selling E. trade promotions

phishing

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. telemarketing C. spamming D. infomercials E. mobile marketing

tells the buyer a​ "value story"

During the presentation step in the personal selling​ process, the salesperson​ ______________. A. tells the buyer a​ "value story" B. attempts to​ "razzle-dazzle" the buyer C. meets the buyer for the first time D. closes the deal E. handles objections

shopper marketing

Focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale is known as​ ______________________. A. shopper marketing B. retailing C. warehousing D. internal marketing E. showrooming

product

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. territorial B. product. C. complex D. customer E. market

marketing

Geico's website is designed to quickly turn an inquiry into a sale. Geico has designed​ a(n) ______ website. A. marketing B. phishing C. branded community D. search engine E. e-mail

service retailers

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. wholesalers B. service retailers C. ​non-retailers D. franchises E. specialty stores

a broad selection of more specialized and highly targeted media

In place of traditional​ media, marketers are using​ __________________________ to engage smaller customer segments with more​ personalized, interactive content. A. more integrated social media B. less social media and more traditional but targeted media C. a broad selection of more specialized and highly targeted media D. increased amounts of public​ relations, trade​ shows, special​ events, and social media E. narrow but highly targeted media

​Point-of-purchase

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. Allowance B. Sponsorship C. Point-of-purchase D. Sample E. Premium

Administered VMS

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this​ represent? A. Contractual VMS B. Administered VMS C. Manufacturer-sponsored retailer franchise system D. Corporate VMS E. Conventional distribution channel

The retailer charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions.

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. Some products are priced​ high, others are priced​ low, and still others are priced at​ bargain-basement levels. B. Retailers charge an everyday low price with no special promotions. C. The retailer does not have to run sales on selected items. D. The retailer charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions. E. Retailers do not have to use promotions.

involves the entire supply chain management

Marketing logistics addresses not only outbound logistics but also inbound logistics and reverse​ logistics, which means it​ ____________________________. A. is the solution for managing costs and customer satisfaction B. focuses on​ just-in-time inventory management C. enables​ producers, manufacturers, and distribution to maximize cost savings D. it is the centerpiece for quicker times to market and enhanced cost reductions E. involves the entire supply chain management

interactive

Social media are ideal for participating in customer conversations and listening to customer feedback because they are​ _____________. A. interactive B. targeted and personal C. cost-effective D. immediate and timely E. engaging

Social shopping retailing

Successful retailers of the future must adopt which type of buying experience that is both seamless and integrates multiple types of​ media? A. ​Omni-channel retailing B. Social shopping retailing C. ​Direct-to-consumer retailing D. Discount retailing E. Off-price retailing

social selling

The​ fastest-growing sales trend today is​ ______________. A. inside sales B. social selling C. product selling D. outside sales E. team selling

online marketing

Websites, online​ advertising, email, online​ video, and blogs are all forms of​ ______. A. social media marketing B. telemarketing C. traditional direct marketing D. online marketing E. mobile marketing

Creating advertising messages and selecting advertising media

What are the two major elements in developing advertising​ strategy? A. Determining the advertising budget and determining ROI B. Creating advertising messages and selecting advertising agencies C. Creating advertising messages and setting the advertising budget D. Determining the target audience and selecting advertising media E. Creating advertising messages and selecting advertising media

Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience.

What does the phrase​ "omni-channel buying calls for​ omni-channel retailing" imply for​ retailers? A. Retailers should attempt to attract​ omni-channel buyers to​ brick-and-mortar settings through experiential retailing. B. Retailers should plan and budget for expansion of​ brick-and-mortar shopping experiences. C. Retailers should integrate all available​ supply-chain channels into their distribution systems. D. Retailers should make certain they focus on social and digital media as their main advertising vehicles. E. Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience.

Kiosk marketing

Which of the following is a form of traditional direct​ marketing? A. Kiosk marketing B. Blogs C. Websites D. Mobile marketing E. Social media marketing

vertical marketing system

​A(n) _____ consists of​ producers, wholesalers, and retailers acting as a unified system. A. distribution center B. vertical marketing system C. administered vertical marketing system D. conventional distribution channel E. channel level

direct and digital marketing

​Catalogs, online and social​ media, and mobile marketing are some of the specific promotional tools used in​ _________________________. A. sales presentations B. personal selling C. sales promotion D. public relations E. direct and digital marketing

territorial

​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

Public affairs

​___________________is used to build and maintain national or local community relationships and is one of the functions of public relations. A. Press relations B. Investor relations C. Development D. Public affairs E. Lobbying

A push strategy

In which of the following does a producer direct marketing activities​ (primarily personal selling and trade​ promotion) toward channel​ members? A. Integrated communications B. A push strategy C. Product communications D. A pull strategy E. A personal selling strategy

Franchise organizations

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common? A. Franchise organizations B. Supplier channels C. Channel intermediaries D. Wholesalers E. Independent retailers

kiosk

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. website B. infomercial C. kiosk D. interactive TV E. DRTV

Manufacturing and assembly

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. Fulfillment of completed transactions C. Physical distribution D. Distribution of persuasive communications E. Completion of transactions

social networks are largely​ user-controlled

One challenge of social media marketing is​ _____________________ A. social media does not lend itself to targeting B. the fact that social marketing has not spread globally C. the fact that it is not​ cost-effective D. social networks are largely​ user-controlled. E. social media is not​ cost-effective

Wholesalers must make decisions regarding their marketing mix.

Which of the following statements about wholesaling is​ true? A. Wholesalers must make decisions regarding their marketing mix. B. Wholesalers do not need to differentiate themselves. C. Wholesalers do not need to segment their markets. D. Wholesalers do not make positioning decisions. E. Wholesalers do not need to define a target market.

permission-based email marketing

​______ means sending email pitches only to customers who​ "opt in." A. viral marketing B. phishing C. unsolicited email marketing D. spamming E. permission-based email marketing

Invasion of privacy

​____________ is perhaps the toughest public policy issue now confronting the direct marketing industry. A. Deceptive advertising B. Irritation C. Invasion of privacy D. Deceptive pricing E. Junk mail

Persuasive

​___________________ advertising is the type of advertising objective used when attempting to build brand preference and prompting customers to purchase now. A. Informative B. Comparative C. Reminder D. Attack E. Persuasive

Engagement and social sharing capabilities

​____________________ is perhaps the biggest advantage of social media. A. Return on investment B. User-controlled content C. The potential to grow an audience base D. the low cost E. Engagement and social sharing capabilities

consumers​ don't distinguish between content sources the way marketers do.

Marketers now have a richer mix of media and content approaches with consumers being bombarded by many brand messages. The result is that​ _________________________. A. companies do not target successfully or efficiently. B. companies fail to integrate brand messages and positioning. C. companies fail to integrate their various communication channels. D. consumers​ don't distinguish between content sources the way marketers do. E. consumers may believe similar brands are all the same.

supervision and motivation

More than a​ territory, compensation, and​ training, new salespeople need​ ________________. A. product knowledge B. reasonable sales goals C. supervision and motivation D. ongoing customer sales support E. customer relationship management skills

Outsourcing logistics functions

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. Outsourcing logistics functions B. ​Just-in-time logistics C. RFID and barcode tracking D. Vendor managed inventory E. Electronic data exchange

handle objections

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______. A. prospect the customer B. follow up with the customer C. handle objections D. approach qualified customers E. immediately close the sale

Analyzing consumer needs

​________________________ is the first step in marketing channel design. A. Identifying the types of intermediaries to use B. Identifying the number of intermediaries to use C. Setting channel objectives D. Analyzing consumer needs E. Evaluating major channel alternatives

follow up

What is the final step in the​ seven-step personal selling​ process? A. Closing B. Presentation C. Qualifying D. Follow-up E. Prospecting

Reminder

Which advertising objective is best suited to maintaining customer relationships and for more mature​ products? A. Attack B. Humorous C. Persuasive D. Reminder E. Informative

category killers

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. off-price retailers C. discount stores D. service retailers E. supermarkets

selling and promoting

By performing the channel function of​ ________, wholesalers' sales forces help manufacturers reach many small customers at a low cost. A. ​bulk-breaking B. risk bearing C. financing D. buying and assortment building E. selling and promoting

Adaptability criteria

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. Investment criteria B. Control criteria C. Adaptability criteria D. Profitability criteria E. Sales criteria

e-tailers

Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the Internet are known as​ _______. A. transaction sites B. content sites C. e-tailers D. online social media E. search-engine portals

Exclusive

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy? A. Selective B. Direct C. Intensive D. Franchise E. Exclusive

interpersonal

Personal selling can be more effective than advertising in complex selling situations because it is​ ______________________________. A. only used for​ face-to-face customer interactions B. designed to reach large groups of consumers C. less engaging than advertising D. interpersonal E. nonpersonal

Direct-mail marketing

________ involves sending an​ offer, announcement,​ reminder, or other item to a person at a particular address. A. Catalog marketing B. Telemarketing C. Kiosk marketing D. Direct-mail marketing E. Direct-response television marketing

practice value selling

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. practice value selling B. cut prices to make the sale C. close sales D. capture​ short-term business E. use a​ transaction-oriented sales approach

Differentiate the retailer while matching target​ shoppers' expectations

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 the same products as their competitors C. Only choose products that will maximize profits D. Differentiate the retailer while matching target​ shoppers' expectations E. Offer products that will appeal to as many segments as possible

Value delivery network

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers? A. Channel level B. Value delivery network C. Supply chain D. Customer relationship management E. Marketing channel

premiums

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. advertising specialties C. point-of-purchase promotions D. coupons E. premiums

potentially high cost savings and improved customer satisfaction

One of the primary advantages of marketing logistics is​ __________________. A. potentially high cost savings and improved customer satisfaction B. maximizing​ inbound, outbound, and reverse logistics C. cost savings in inventory management D. improved customer satisfaction and faster time to market E. being the solution for maximizing costs and customer satisfaction

public relations

Press​ releases, sponsorships,​ events, and web pages are promotional tools used in​ _____________. A. advertising B. sales promotion C. direct and digital marketing D. personal selling E. public relations

It may or may not be legal

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 illegal in Europe. B. It is always illegal. C.It is always legal. D. It may or may not be legal. E. It is only legal in New​ York, California, and Texas.

add value

Progressive wholesalers recognize that their only reason for existing is to​ ____________________. A. bear the risk of sales and distribution B. add value C. automate distribution D. provide selling support E. finance retailing transactions

Product​ assortment, services​ mix, and store atmosphere

Retailers must decide on which three major product​ variables? A. Product​ assortment, services​ mix, and location B. Product​ assortment, services​ mix, and store atmosphere C. Product​ assortment, price, and location D. Product​ assortment, services​ mix, and price E. Product​ assortment, store​ atmosphere, and price

It turned​ free-spending consumers into​ value-seeking ones.

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​ free-spending consumers into​ value-seeking ones. B. It created a trend away from consumer spending on​ well-known brands. C. It turned​ brick-and-mortar retailers into​ Internet-only retailers. D. It forced consumers to become​ omni-channel shoppers. E. It restricted retail expansion domestically and internationally.

easy, convenient, and private

The benefits of direct and digital marketing for buyers are that they are​ _________. A. ​easy, private, and expensive B. easy, convenient, and private C.v​easy, convenient, and impersonal D. easy, convenient, and public E. convenient, private, and hard to use

viral marketing

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. search engine marketing B. e-mail marketing C. viral marketing D. online marketing E. omni-channel marketing

designing sales force strategy and structure

The first decision a manager must make in sales force management is​ _______________. A. sales training B. evaluation of salespeople C. sales force compensation D. recruitment and selection processes for salespeople E. designing sales force strategy and structure

A fixed​ amount, a variable​ amount, expenses, and fringe benefits

The four elements of a compensation plan for salespeople are​ __________. A. A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits B. A fixed​ amount, a variable​ amount, expenses, and commission C. A fixed​ amount, a variable​ amount, expenses, and salary D. A fixed​ amount, a variable​ amount, salary, and commission E. A fixed​ amount, a variable​ amount, expenses, and fringe benefits

induce channel members to carry and promote the product

The goal of a push strategy is to​ _____________________________. A. give channel members additional media incentives to carry the product B. save money by only focusing on consumers C. build trade demand D. induce channel members to carry and promote the product E. increase sales calls to distributors

deliver a clear, consistent, and compelling message

The goal of integrated marketing communications is to​ _______. A. have different media carry different messages about a brand in an integrated way B. deliver​ clear, consistent, and compelling messages about the organization and its brands C. maximize return on investment with increased revenue across all brands D. lower overall marketing expenditures while delivering increased results E. integrate communications via online and mobile technologies at a lower cost per impression

Warehousing, inventory​ management, transportation, and logistics information management

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. Inventory​ management, transportation,​ shipping, and warehousing D. Warehousing, inventory​ management, transportation, and retailing E. Warehousing, inventory​ management, retailing, and logistics information management

massive shifts in how store retailers operate

The massive shift in how and where people buy calls for​ __________________________. A. massive shifts in how store retailers operate B. massive shifts to​ online-only environments for​ brick-and-mortar retailers C. massive spending in social media for​ brick-and-mortar retailers D. massive spending increases in advertising and sales promotion E. massive shifts in pricing strategies

brand community

The primary purpose of​ _________ websites is to do more than just sell products or move them closer to a direct purchase. A.informational B. interactive websites C. marketing D. social marketing E. brand community

​transaction-oriented

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. ​customer-oriented B. relationship-oriented C. ​transaction-oriented D. ​value-oriented E. profit-oriented

workload

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. workforce B. field C. workload D. complex E. inside

To help move consumers through the buying process

What is the goal of​ advertising? A. To define a​ product's value B. To help move consumers through the buying process C. To create consumer communities D. To create interest and consumer hype E. To provide feedback on products and services

The number of intermediary levels in the channel

Which of the following indicates the length of a​ channel? A. The number of retailers in the channel B. The number of final consumers in the channel C. The number of intermediary levels in the channel D. The number of wholesalers in the channel E. The number of producers in the channel

The best salespeople are the ones who work closely with customers for mutual gain.

What characteristics are possessed by the best​ salespeople? A. The best salespeople make a sale and then move on. B. The best salespeople are the ones who work closely with customers for mutual gain. C. The best salespeople consistently exceed their sales goals. D. The best salespeople are excellent at proposals and quotes. E. The best salespeople are highly educated.

Widespread adoption of mobile devices

What event or circumstance has made mobile marketing a must for most​ brands? A. Widespread use of mobile devices by preteens B. Heavy use of mobile devices in international markets C. Unlimited consumer data plans D. Widespread adoption of mobile devices E. The decline of traditional marketing forms

A communications hodgepodge for consumers

What potential risk do marketers incur by using richer but more fragmented media and promotional​ mixes? A. The inability to use mass and traditional media B. Mixed communications messaging and higher costs C. Greater efficiency but less control over marketing messaging D. Better targeting but at a higher cost per consumer E. A communications hodgepodge for consumers

targeted levels of customer service

When setting marketing channel​ objectives, companies should state the objective in terms of​ ______. A. targeted levels of customer service B. the length of the channel C. expected profitability D. competitors' objectives E. exclusive distribution arrangements

the responsibilities of channel members

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. whether to use intensive or exclusive distribution B. consumer needs C. economic criteria D. the profitability of the channel E. the responsibilities of channel members

Rebates

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet? A. Samples B. Rebates C. Digital coupons D. Premiums E. Contests

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? A. Advertising B. Sales promotion C. Personal selling D. Direct and digital marketing E. Public relations

Marketing mix

Which of the following accurately describes a​ company's efforts to engage​ customers, persuasively communicate customer​ value, and build customer​ relationships? A. Advertising and public relations mix B. Direct and digital marketing mix C. Promotion mix D. Marketing mix E. Personal and direct selling mix

To be​ meaningful, to be​ believable, and to be distinctive

Which of the following accurately represents the three characteristics of advertising​ appeals? A. To be​ meaningful, to be​ believable, and to be distinctive B. To be​ meaningful, to be​ believable, and to generate revenue C. To be​ believable, to be​ distinctive, and to be ethical D. To be​ meaningful, to be​ believable, and to be memorable E. To be​ meaningful, to be​ distinctive, and to use persuasive claims

Discounts, free​ goods, allowances, and free advertising specialty items

Which of the following are common trade promotion​ tools? A. ​Rebates, discounts, free​ goods, and allowances B. ​Discounts, free​ goods, coupons, and rebates C. Rebates, samples,​ coupons, and price packs D. Discounts, free​ goods, allowances, and price packs E. Discounts, free​ goods, allowances, and free advertising specialty items

Business promotions

Which of the following are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate​ salespeople? A. Business promotions B. Consumer promotions C. Trade promotions D. Clutter promotions E. Sales force promotions

Channel levels

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. Marketing channels B. Value delivery networks C. Supply chains D. Networking contacts E. Channel levels

Retailing

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. Wholesaling B. Shopper marketing C. Retailing D. Manufacturing E. Warehousing

Social​ e-tailing

Which of the following does NOT represent one of the major trends and developments in​ retailing? A. Growing importance of retail technology B. Retail convergence C. A surge in green retailing D. The rise of megaretailers E. Social​ e-tailing

They shift easily across online and​ in-store channels.

Which of the following is TRUE regarding​ omni-channel buyers? A. They prefer the online environment. B. They do not shift easily across online and​ in-store channels. C. They shift easily across online and​ in-store channels. D. They purchase online but tend to purchase more​ in-store. E. They always shop​ in-store channels, then order online.

Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. 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 decisions only require a​ short-term commitment. D. Using marketing channels allows producers to retain control over how and to whom they sell their products. E. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

New digital and the more traditional forms of direct marketing must be blended and integrated

Which of the following is correct regarding the forms of direct and digital​ marketing? A. Traditional direct marketing tools are still used but are no longer important. B. Direct and digital marketing does not include mobile marketing. C. New digital and the more traditional forms of direct marketing must be blended and integrated D. Marketers today only use direct and digital marketing. E. Online marketing is the only form of direct and digital marketing.

Search advertising

Which of the following is described as​ "always on" and is a large component of the digital advertising​ mix? A. Email marketing B. Through​ fund-raising C. Online videos D. Branded web communities E. Search advertising

mobile marketing

Which of the following is used to engage customers​ anywhere, anytime during the buying and​ relationship-building processes? A. mobile marketing B. online advertising C. permission-based e-mail marketing D. branded web communities E. blogs

Product and services​ assortment, price,​ promotion, and location

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 location C. Product and services​ assortment, prices,​ promotion, and store positioning D. Product and services​ assortment, price,​ promotion, and retail segmentation E. Product and services​ assortment, price, promotion and store differentiation

Integrated supply chain management

Which of the following recognizes that improved logistics mandates teamwork across the company and the entire supply​ chain? A. ​Just-in-time logistics management B. Logistics information management C. Electronic data exchange D. Integrated supply chain management E. Reverse logistics management

Online​ marketing, social media​ marketing, and mobile marketing

Which of the following represent the newer tools of digital direct​ marketing? A. ​Direct-response TV​ marketing, telemarketing, and​ direct-mail marketing B. Online​ marketing, social media​ marketing, and mobile marketing C. ​Telemarketing, face-to-face​ selling, and kiosk marketing D. Kiosk​ marketing, telemarketing, and​ direct-response TV marketing E. Telemarketing, direct-mail​ marketing, and catalog marketing

Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations

Which of the following represents the four major classifications of retail​ organizations? A. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and franchise organizations B. Corporate​ chains, voluntary​ chains, retailer​ cooperatives, and wholesalers C. Corporate​ chains, voluntary​ chains, wholesalers, and franchise organizations D. Discount​ stores, service​ retailers, superstores, and supermarkets E. Corporate​ chains, wholesalers,​ superstores, and franchise organizations

Retail convergence

Which of the following retail trends is making differentiation more​ difficult? A. Retail convergence B. ​Omni-channel retailing C. Value-seeking consumers D. The demise of​ brick-and-mortar retail E. Retail global expansion

Blogs can be difficult for the company to control

Which of the following statements about blogs is​ correct? A. Companies cannot gain insights from their blogs. B. Blogs can be difficult for the company to control. C. They are expensive to start and maintain. D. Blogs are a​ company-controlled medium. E. For​ consumers, they are impersonal.

Salespeople are often the only direct contact with a customer.

Which of the following statements about personal selling is​ correct? A. Salespeople represent the company to​ customers, but they do not represent customers to the company. B. Salespeople are often the only direct contact with a customer. C. Personal selling is the nonpersonal arm of the promotional mix. D. Personal selling is a fairly new profession. E. The role of personal selling is very consistent from company to company.

The lines between advertising and public relations are becoming more blurred.

Which of the following statements about public relations is​ correct? A. Public relations is only used to promote products. B. The lines between advertising and public relations are becoming more blurred. C. Trade associations do not use public relations. D. The impact of public relations on public awareness comes at a much higher cost than advertising. E. Public relations cannot be used to engage consumers

Retailers identify three critical factors for retail​ success: location,​ location, and location.

Which of the following statements about retailer marketing decisions is​ correct? A. Retailers do not differentiate themselves on their service mix. B. Retailers identify three critical factors for retail​ success: location,​ location, and location. C. Stores do not need to differentiate and position themselves. D. Retailers do not have to segment and target their markets. E. Most retailers seek either high markups on higher volume or low markups on lower volume

The heavy use of sales promotions has resulted in promotion clutter.

Which of the following statements about sales promotions is​ correct? A. The use of sales promotions has declined in recent years. B. The heavy use of sales promotions has resulted in promotion clutter. C. Companies that use sales promotions usually do not use any other promotional mix tools. D. Sales promotions offer​ long-term incentives to buy a product. E. Sales promotions are only offered to consumers

PR should be blended smoothly with promotion activities.

Which of the following statements is TRUE about public relations and a​ company's overall integrated marketing communications​ efforts? A. PR should have a separate budget from marketing communications. B. PR should be planned​ first, then advertising second. C. PR should be blended smoothly with promotion activities. D. PR has no value within a social media context. E. PR is now the more dominant media than other forms

Sellers have opportunities to engage in​ real-time marketing.

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 inflexible. C. Sellers using direct and digital marketing cannot ask questions and solicit feedback from customers. D. For​ sellers, direct and digital marketing are very inefficient. E. For​ sellers, using direct and digital marketing is expensive.

Merchant wholesalers

Which of the following types of wholesalers are Independently owned businesses that take title to all merchandise​ handled? A. Rack jobbers B. Industrial distributors C. Merchant wholesalers D. ​Manufacturers' agents E. Brokers

personal selling

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. Direct and digital marketing B. Sales promotion C. Public relations D. Personal selling E. Advertising

Media and message decisions should be closely coordinated.

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 relationship to budgeting. D. Media and message decisions have no impact on results. E. Media and message decisions are independent of each other

development

Working with donors or members of nonprofit organizations to gain financial or volunteer support represents which public relations​ function? A. Lobbying B. Press relations C. Development D. Investor relations E. Public affairs

direct and digital 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. Sales promotion B. Personal selling C. Advertising D. Public relations E. Direct and digital marketing

Supply chain management

_______________________ entails managing upstream and downstream​ value-added flows of​ materials, final​ goods, and related information among​ suppliers, the​ company, resellers, and final consumers. A. Business distribution management B. Wholesaling C. Distribution networks management D. Supply chain management E. Reseller networks

Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

_________________________ are the objectives of trade promotions. A. Boosting consumer brand involvement and​ short-term buying B. Getting more sales force support for current or new products and getting salespeople to sign up new accounts C. Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople D. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space E. Urging​ short-term customer buying and gaining customer loyalty

corporate VMS

​Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) _________. A. contractual VMS B. conventional distribution channel C. administered VMS D. corporate VMS E. vertical marketing system

A pull strategy

​_____________________ 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. Product communications B. A push strategy C. Integrated communications D. A pull strategy E. Personal selling

Experiential retailing

​_____________________ is a retailing technique of carefully orchestrating the​ store's layout and​ displays, background​ music, colors, and smells. A. Environmental retailing B. Wholesaling C. Interior design D. Omni-channel retailing E. Experiential retailing

Partner relationship management

​_____________________ software systems enable companies to coordinate their​ whole-channel marketing efforts. A. Distribution B. Channel management C. Logistics D. Partner relationship management E. Customer relationship management

A Subaru dealer complaining that another Subaru dealer is advertising in its territory

​_______________________ is an example of horizontal channel conflict. A. A Subaru dealer complaining that another Subaru dealer is advertising in its territory B. A retailer complaining about receiving damaged goods from a wholesaler C. A consumer complaining to a retailer about the service he received D. A consumer complaining to a producer about the quality of a product E. A retailer complaining about a​ producer's pricing