Marketing Management 5504 Quiz 15-28
When Not-for-Profit organizations make a sale, it must be at a loss.
False
Which of the following describe the type(s) of the John Deere brand? (2 things)
Family & manufacturer's
What is the starting point (the bottom of the pyramid) when developing priorities for positioning?
Functional
Based on the lecture, having an additional warehouse near a customer:
Increases sales from customers near the additional warehouse regardless of where their items are shipped from
What best describes the channel where producers sell to re-sellers?
Indirect
Which is true about Push and Pull?
A trade promotion is "Push"
What best describes the Trial Close?
Asking for the sale to get objections that can then be resolved
In-kind donations refers to donation of tangible goods, it does NOT refer to donations of money or services.
False
T or F: A Private Brand can be owned or controlled by a manufacturer as long as the names are different.
False
T or F: A brand mark is the same as a brand name.
False
T or F: A manufacturer's brand is a brand that must have the same name as the manufacturer.
False
T or F: A market made up of federal, state, or local government entities is an Institutional Market.
False
Personal Selling is:
One-on-one communication
Which of the following is true about promotions?
Promotions can include advertising and Public Relations
Sales Management is responsible for which of the following:
Supervising and managing compensation plans for salespeople Developing and assigning territories and accounts Recruiting salespeople Training and developing salespeople
Who controls Decoding?
The receiver
What are some challenges for customers to accept new products?
There may not be an infrastructure for them & They may require learning
Why are services perishable?
They cannot be stored
Why might it be a challenge to take product salespeople and assign them to territories instead?
They tend to sell mainly their old product and not cross-sell
T or F: New to the organizations product are sometimes created to support intermediaries.
True
Exchanging information is best defined as:
communication
Which one of the following categories of advertising is used mainly in the maturity phase?
comparitive
Which term fits "local or specialized intermediary knowledge with access to customers"
contact efficiency
Which word best describes games of skill?
contests
Which has the lowest degree of short-term risk exposure?
contract manufacturing
Which of the following is advertising paid for by manufacturers to reimburse retailers?
cooperative adertising
Which of the following is a means for establishing service quality? (Check all that apply)
credence & experience
Accounts are assigned to sales teams, customers are assigned to individual salespeople.
false
Assigning Home Office accounts is a good way to resolve issues with territory management.
false
Loyalty programs generally succeed by giving discounts to best customers.
false
Salespeople are always willing to work harder if they can earn more commission.
fasle
Which step of the personal selling process most likely involves seeking referrals?
follow up
Sales Force Objectives should fit with which of the following goals:
marketing, HR, financial
What is the term for "All of the elements included in a promotion"?
promotional mix
A "Market" has needs and/or wants, ability, and willingness to buy. Which of the steps in the personal selling process has a definition most similar ti the definition for a market?
qualification
Which step in the personal selling process determines what a salesperson should demonstrate to a potential customer?
qualification
Intermediaries functioning efficiently in the supply chain to provide a limited set of services is called:
specialization
Which of the following fits with "Copy"? Check all that apply.
specialized Skill Set fits into a limited space
Customers that buy through more than one channel:
spend more than customers who buy through only one channel
Which of the two choices is more highly regulated?
sweepstakes
Which is the one best way to deploy salespeople for a company that sells 3 product lines in 13 Midwestern states?
there is no one best way
Which of the following elements of the promotional mix are "Premiums"?
toys
Salespeople sometimes take several years to become fully proficient.
true
Selling is fun, and good salespeople have a passion for selling their products.
true
Technical salespeople are typically be part of the engineering process for the products they sell.
true
Technical salespeople often have high level degrees, such as engineering degrees and advanced degrees.
true
The "Adoption Process is a 6-step process that includes "Adoption" as the 5th step.
true
Trade agreements have to make following regulations manageable.
true
Which of the following is generally the focus of a Not-for-Profit organization's mission?
user
Which of the following would give employers the least control over how salespeople spend their time?
100% commission
Perceptual mapping is away to map how products compare. Which best describes it?
2-dimensional
Which of the following is an example of an intense marketing effort to raise significant donations in a specific period of time? (Check all that apply)
Capital Fund campaign Annual Fund campaign Endowment campaign Event campaign
Products are produced by a different owner than the final consumer, at a different time than it will be used, and generally in large quantities of the same item. Consumers normally want several different things in smaller quantities, such as when you buy meat and a few vegetables to make stew. Resolving all these challenges is BEST defined by which one term of the following four terms?
Channel Utilities
Which of the following may be part of a promotion?
Consumer awareness goals Discounts Sales goals Budgeting
What are the key areas mentioned in the segment that impact the new product development process? (3 things)
Financial management, Technical or artistic ability, Management culture
Which answer best describes Product Differentiation?
Making a product more attractive by contrasting unique qualities in a favorable way
What is the best explanation or example for how services are heterogeneous?
The quality of the plumbing job depends on who the plumber is and how they feel that day
T or F: New to the world products can make other products the organization sells more attractive
True
T or F: New-to-the-World products may require an organization develop new marketing channels to sell them.
True
Sales force training generally covers which of the following:
Understanding the products they are selling Understanding the competition Understanding needs specific to the market
A manufacturer's branch office is an example of:
Vertical integration
A group of advertisements that is a coordinated set is called a:
campaign
Which of the following describe logistics? (check all that apply)
physical distribution, moving, storing, storing
What is the term for allowing another organization to use the intellectual property of a brand?
Brand licensing
Which of the following are true about a Product Manager?
Could have multiple target audiences, Could have many items, Could use multiple marketing channels
Which of the following takes the most effort and time?
New Purchase
NAICS stands for:
North American Industrial Classification System
Which of the following are covered by at least some trade agreements?
Outlawing forced labor Protecting intellectual property Limiting child labor Allowing workers to organize and form unions
Which of one the following sources generally has the best information about people at the functional title level?
Trade Associations
A country may not allow 100% foreign ownership of an organization and thus require joint ventures with foreign and local companies.
True
Repositioning is when an organization works to change where consumers hold a brand or product in their mind versus competitors.
True
T or F: A Brand does work for the customer
True
T or F: Chocolate Milk is an example of a product that has been re-positioned.
True
T or F: Communication with intermediaries is impacted by the commercialization process.
True
T or F: Functional Title is NOT the same as Job Title.
True
T or F: Future sales from people who are not yet customers can be part of Brand Equity.
True
Dumping is defined by:
US law
When a new item is added to an existing product line, it is called:
an extension
A person who donates their time to be a part of a formal management role of a Not-for-Profit is best described in which of the following ways?
board member
What sort of problems are new products designed to solve? (2 things)
existing problems & foreseen problems
Who determines credence quality?
experts
Advertising objectives must include profitability in order for a campaign to succeed.
false
Distribution is for tangible goods, it does not apply to services.
false
Feedback causes noise in the communication process.
false
Interest must come before awareness.
false
International marketing is risky, and avoiding international marketing avoids risk.
false
Manufacturers like Indigo Wild that sell through agents, wholesalers, retailers and a direct channel always offer the lowest prices through the direct channel.
false
Publicity is driven by Public Relations, it is NOT driven by advertising, as defined in this class.
false
Supply Chain is simply the term used in logistics to describe the marketing channel.
false
Warehousing is primarily storage, shipping and receiving is logistics but not storage.
false
Which of the following were listed as offering grants in the segment material? (Check all that apply)
foundations and government
Which budgeting philosophy could be based on political power?
intuituive
Which media schedule is generally most common and most effective?
pulsed
Which of the following media generally have the most noise?
radio
Which of the following is a tax on incoming goods?
tariff
Advertising is paid communication, Public Relations is unpaid communication.
true
Alumni generally have a long-term interest in the organization and are considered a constituency.
true
How many factors can marketers compare when using perceptual mapping as explained in lecture?
2
Which of the following is the core service for a Route 66 style motel that is pet-friendly?
A place to sleep
Which of the following is a Product Manager in charge of? (4 things)
Product line execution of strategies, Product line planning, Product line execution of tactics, Product line analysis
Which of the following are impacted by the 5-Step Communication Process?
Reach of communication Media choices Frequency (repetition) of communication Scheduling of communication
A business is trying to tie together all the contacts and locations among the various offices and factories of one of their customer corporations. This is called a:
Roll-up
What is the only global international organization dealing with the rules of trade between nations?
WTO
Committing to purchase or use of a product is:
adoption
Receivers ignore or interpret the message based on their own understanding, feelings, attitudes, emotions, and situation. This is an example of:
decoding
Which of the following allows the marketer to have the most control?
direct investment
Which of the following categories of advertising is sometimes called an "Advertorial"?
editorial
When is "Positioning" used?
generic products, all products, brand-name products
Based on simply being in one of the following groups, which is generally considered to be in the "Major Donor" category? (Check all that apply)
government & foundations
Basing pricing on per-task completion is called:
performance
Which of the following is a means for establishing service pricing? (Check all that apply)
performance, time, demand
Which category of advertising is most used at the product launch stage?
pioneering
Both customer and employee satisfaction are important in services marketing.
true
Licensing is riskier than exporting, according to lecture
true
Which is the best definition for "Screening" in the new product development process?
Determining which new products ideas are workable and fit the organization
Which of the following fits how B-to-B is defined? (3 things)
Expertise specific to an industry, Most of the people and budget in marketing, Understanding of personal Selling
Being in the community somewhere in proximity to a charity does not qualify as a type of constituency.
False
T or F: B-to-B includes selling to re-sellers, it does not include selling for direct use.
False
T or F: Brand Differentiation can by definition include making a product exactly like a competitor with no distinguishing characteristics.
False
T or F: Business to Consumer is based more on personal relationships that Business to Business.
False
T or F: Communication with intermediaries is not impacted by the commercialization process.
False
T or F: Once a trade name is trademarked, the owner cannot lose the rights by not using the trade name, they can keep it over time like a copyright.
False
T or F: Positioning has to do with where marketers hold a product in their minds relative to consumers.
False
What is the term for using a brand name in a different product category?
brand extension
Sales contests are for sales people and do not include intermediaries.
false
Trade salespeople often have high level degrees, such as engineering degrees and advanced degrees.
false
When relationship selling is used in B-to-B, customers often stay with the same company when their old salesperson changes jobs and works for a company that used to be their competition. They'd rather have a new salesperson than lose their relationship with the company.
false
Major donors generally are made aware of an upcoming campaign during the silent phase, but individual donors are not.
true
Services can be supplemented with tangible goods to increase value or satisfaction.
true
The adoption process varies by age
true