MKTG Exam 4 Quiz Questions

At which step in the personal selling process does a salesperson meet the customer for the first time?

Approach

What is a true statement about personal selling?

Many customers are unable to distinguish the sales person from the company

Appliance maker Whirlpool assigns individual teams of salespeople to bug retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a _______ sales-force structure

Market???? *possibly territorial

_______ products give both high immediate satisfaction and high long-run benefits, such as easy and nutritious breakfast food

desirable

Compared to standardized global marketing, adapted global marketing ______

modifies marketing strategies to meet local needs

What are the four elements of a compensation plan for salespeople?

1) A fixed amount 2) A variable amount 3) Expenses 4) Fringe benefits

Major steps in sales force management

1.Designing strategy and structure 2.Recruiting and selecting 3.Training 4.Compensating 5.Supervising 6.Evaluating

Sales force management definition

Analyzing, planning, implementing, and controlling sales force activities

Lori Jennifer Jones, a leading fashion designer, connects with her followers through a strong online presence, promoting her brand and discussing fashion tips through articles and videos on her personal fan page. In this case, what marketing form does Lori use?

Blog

What statement about blogs is correct?

Blogs can be difficult for the company to control

What is true regarding the forms of direct and digital marketing?

Both the new digital and the more traditional forms of direct marketing must be blended into a fully integrated marketing community actions program

_______ promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople

Business

______ includes practices such as misrepresenting the product's features or performance or luring customers to the store for a bargain that is out of stock

Deceptive promotion

Spurgeons, a chain of superstores, promotes it's business by handing out printed materials which contain lists and descriptions of an assortment of it's products. In this case, the company's promotional strategy is referred to as ______

Catalog Marketing

_______ is a global communication strategy of adapting advertising messages to local markets

Communication adaption

Inside sales force

Conduct business from their offices via telephone, the internet, or visits from prospective buyers

______ includes exaggerating package contents through subtle design, using misleading labeling, or describing size in misleading terms

Deceptive packaging

______ includes practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail list price

Deceptive pricing

______ products give both high immediate satisfaction and high long-run benefits.

Desirable

What 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?

Direct and digital marketing

The biggest involvement in a foreign market comes through _____ of the development of foreign-based assembly or manufacturing facilities

Direct investment

The process in which printed catalogs, brochures, samples, and DVDs are distributed to customers using highly selective mailing lists is known as ______.

Direct-mail marketing

_______ involves sending an offer, announcement, reminder, or other item to a person at a particular address

Direct-mail marketing

Companies like Amazon and Expedia.com that sell products and services directly to final buyers over the internet are known as _______

E-tailers

Nike makes shoes out of "environmentally preferred materials." It recycles old sneakers and educates young people about conservation, reuse, and recycle. What policy has this company adopted?

Environmental sustainability

_______ is an organized movement of concerned citizens, business, and government agencies designed to protect and improve people's current and future living environment

Environmentalism

What is an objective of trade promotions?

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

Great Britain is a major exporter of manufactured goods, services, and investment funds. Great Britain also exports its goods to other types of economies for raw materials and semi-finished goods. This is an example of a(n) _____ economy

Industrial

________ ventures consist of one company collaborating with foreign investors to create a local business in which they share possession and control

Joint ownership

University Boutiques promote it's brand in new international markets by providing rights to local boutiques to use it's patented designs and brand name. In this case, University Boutiques' market-entering strategy is refers to as ______

Licensing

What is a primary disadvantage of viral marketing/

Marketers have little control over who receives a viral message

________ refers to marketing via the internet using company web sites, online advertising and promotions, e-mail marketing, online video, and blogs

Online marketing

Francesca's Fashion manufactures fashionable clothing and accessories for the tween and teen female markets. New merchandise with a very different look is rolled out each season and heavily promoted as the "must-have" style in a variety of media. What could Francesca's Fashion be easily criticized in this scenario?

Perceived obsolescence

Consumers may receive an e-mail, supposedly from their bank or credit card company, saying that their account 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 ______

Phishing

It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dip, and soft drinks. What type of sales promotion tool is this?

Point-of-Purchase

Chip's Chip has introduced a fresh jalapeño chip. Displays are set up at various retail stores int he state and customers are offered free samples as well as $2 off coupons. What promotional tool is Chip's Chips most likely using?

Point-of-purchase promotions

Wisconsin Cheddar introduced an aged jalapeño cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. What promotional tools is Wisconsin Cheddar most likely using?

Point-of-purchase promotions

Most companies today want their sales people to ____, which means demonstrating and delivering superior customer value and capturing a return not hat value that is fair for both the customer and the company

Practice value selling

Cracker Jack, an American brand snack of caramel-coated popcorn and peanuts, has been in existence since 1896. The brand became popularized due to its free prize inside every box. What promotion tool does this exemplify?

Premium

One consumer promotion tool is ____, which are goods offered free or at a low cost as an incentive to buy a product.

Premiums

GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcares are has adopted a(n) _______ sales force structure.

Product

_______ involves changing the products to meet local requirements, conditions, or wants

Product adaption

How have social media tools likely affected personal selling?

Reducing the use of person-to-person selling efforts

Customer (market) sales force structure

Salespeople specialize in selling to certain customers or industries

Territorial sales force structure

Salesperson assigned to a geographic territory and sells full line

Product sales force structure

Salesperson specializes in selling only a portion of the company's products

What is the fastest growing sales trend today?

Social Selling

The ______ concept focuses on the future welfare of consumers and future company needs

Sustainable marketing

Team selling

Teams of people from different departments used to service large, complex accounts

Justin, Inc., a U.S.-based watch manufacturer, sells it's products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representative to each location. Justin has adopted a _______ sales force structure.

Territorial

Outside sales force (field sales force)

Travels to call on customers in the field

Countries can set _____, which is a limit on the amount of foreign imports that they will accept in certain products categories

a quota

Critics charge that high advertising and promotion costs unnecessarily increase retail prices. Marketers most likely respond to this criticism by arguing that advertising _______

adds value by giving consumers product information

Coca-cola unbottled is an online forum where coke fans and company insiders can "look at what's beyond the bottle," sharing posts on everything from new products and sustainability initiatives to fun and inspiring fan stories. This is an example of a _______

blog

Conventions, trade shows, and sales contests are types of _______

business promotions

A(n) ______ is the variable amount in a salesperson's compensation

commission

Critics claim that companies in the ______ industry are more likely to introduce planned streams of new products that make older models obsolete

consumer electronics

_____ is a geographical characteristic of market potential

country size

What is the primary purpose of branded community Web sites

creating customer-product engagement

Susie James, a marketing critic, is concerned about the pervasiveness of marketing. She points to advertising messages everywhere, from Web sites and e-mails to unwanted direct mail and catalogs to television commercials and product tie-ins to billboards and store signs. From the description given, it can be concluded that Susie is concerned about ______

cultural pollution

______ products, such as bad-tasting and ineffective medicine, have neither immediate appeal nor long-run benefits

deficient

What is the best example of a salutary product

dental insurance

______ products give both high immediate satisfaction and high long-run benefits

desirable

An advantage of ______ is that they allow real-time merchandising; products and features can be added or removed as needed, and prices can be adjusted instantly to match demand

digital catalogs

The benefits of direct and digital marketing for buyers are that it is _____

easy, convent and private

What is a demographic factor indicator of market potential

education

______ means building relationships and enhancing consumer confidence in the integrity of marketing by affirming these core values: honesty, responsibility, fairness, respect, transparency, and citizenship

embrace ethical values

In a(n) _______ economy, fast growth in manufacturing results in rapid overall economic growth

emerging

A toothbrush costs ten cents to manufacture may cost a consumer $3.00 to buy. According to critics, this is an example of ______

excessive markup

The simplest way to enter a foreign market is through _______

exporting

Because of the lack of supermarkets in low-income areas, many disadvantaged consumers find themselves in ______, with little or no access to healthy, affordable fresh food

food deserts

_____ economies are major exporters of manufactured goods, services, and investment funds

industrial

A country's ______ shapes it's product and service needs, income levels, and employment levels

industrial structure

_______ is perhaps the toughest public policy issue now confronting the direct marketing industry

invasion of privacy

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 direct marketing tool called a(n) ______-

kiosk

Weaving Grain Company promotes it's brand in new international markets by providing rights to local bakeries and bistros to use it's recipes and brand name. In this case, Weaving Grain Company's market-entry strategy is referred to as ______

licensing

Geico's website is designed to quickly run an inquiry into a sale. Geico has designed a(n) ______ website

marketing

Olivia is searching for natural almond butter on SquirrelsApp, a mobile web application for nut lovers. While browsing the application, a banner appears on the mobile screen showcasing offers and discounts on jelly and jam products. The banner is best referred to as a(n) _______

online display advertisement

Forms of digital and social media marketing include ______

online marketing, social media marketing, and mobile marketing

Products that give high immediately satisfaction but may hurt consumers in the long run are called ______ products

pleasing

A country may place a limit on the volume of imported citrus fruit that is allowed. This is an example of a(n) ______

quota

A country in South America has large reserves of copper and tin. Mining forms the pillar of it's economy. A major part of it's revenue is generated from exporting these resources. This country is poor in many other ways. It is a good market for large equipment, tools, supplies, and trucks. Since there are many foreign residents in this country and a wealthy upper class, it is also a market for luxury goods. This country most likely has a(n) _____ economy

raw material exporting

Maytag's front-loading Neptune washer comes in very unappealing designs, but they are known to be the longest lasting, most energy efficient product not he market. The Neptune washer is most likely an example of a ______ product

salutary

______ products have low immediate appeal but might benefit consumers in the long run, for instance, bicycle helmets or some insurance products

salutary

A class-action lawsuit was brought against a national burger chain, charging that it's food contributed to the nationwide obesity epidemic. The suit was eventually dismissed, but critics continue to point out the health dangers of many fast food menu items. From the description, it can be concluded that these critics are concerned that the fast food industry is ______

selling harmful products

_______ marketing means that the company should define it's mission in broad social terms rather than narrow product terms

sense-of mission

One challenge of social media marketing is that ______

social networks are largely user-controlled

The ______ concept considers the future welfare of consumers

societal marketing

Awesome Cookies, a leading ginger snap cookie manufacturer, has decided to use the same marketing strategy approaches and marketing mix worldwide for all of it's brands. The only change that will be made is language translation on the various packaging. Awesome Cookies is using a(n) ______ marketing strategy

standardized global

_______ means marketing a product in a foreign market without making any changes to the product

straight product extension

In a(n) ______ economy, the vast majority of people engage in simple agriculture

subsistence

A tax on imported product designed to raise revenue or product domestic firms is referred to as a(n) _____

tariff

A company that sells only one product line to one industry with customers in many locations would typically use a _______

territorial sales-force structure

A company that sells only one product line with customers in many locations would typically use a ______

territorial sales-force structure

Critics who assert that the marketing system promotes too much interest in material possessions are most likely concerned that the result of successful marketing will be ______

unsustainable overconsumption

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 ______

viral marketing