exam 3 pt 2

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

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

Which of the statements is TRUE regarding media and message​ decisions? A. Media and message decisions are independent of each other. B. Media and message decisions have no relationship to budgeting. C. Message decisions are now more important than media decisions. D. Media and message decisions have no impact on results. E. Media and message decisions should be closely coordinated.

Media and message decisions should be closely coordinated.

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

Merchant wholesalers

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

Outsourcing logistics functions

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

Product​ assortment, services​ mix, and store atmosphere

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

Public affairs

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

Rebates

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

Reminder

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

Retail convergence

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

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

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

handle objections

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. increase sales calls to distributors E. induce channel members to carry and promote the product

induce channel members to carry and promote the product

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

interpersonal

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

involves the entire supply chain management

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. Personal and direct selling mix D. Promotion mix E. Marketing mix

marketing mix

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

massive shifts in how store retailers operate

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

potentially high cost savings and improved customer satisfaction

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

practice value selling

One consumer promotion tool is​ _______, which are goods offered either free or at low cost as an incentive to buy a product. A. advertising specialties B. premiums C. coupons D. ​point-of-purchase promotions E. rebates

premiums

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. complex C. customer D. market E. product

product

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

public relations

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

selling and promoting

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

service retailers

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

shopper marketing

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

social selling

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

supervision and motivation

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

targeted levels of customer service

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

tells the buyer a​ "value story"

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. customer C. territorial D. product E. market

territorial

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. supermarkets B. service retailers C. category killers D. discount stores E. ​off-price retailers

category killers

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

channel levels

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 their various communication channels. C. consumers may believe similar brands are all the same. D. companies fail to integrate brand messages and positioning. E. consumers​ don't distinguish between content sources the way marketers do.

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

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

PR should be blended smoothly with promotion activities.

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

Partner relationship management

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

Personal selling

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

Persuasive

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

Point-of-purchase

Which of the following makes up the retail marketing​ mix? A. Product and services​ assortment, price, promotion and store differentiation B. Product and services​ assortment, price,​ promotion, and retail segmentation C. Product and services​ assortment, prices,​ promotion, and store positioning D. Product and services​ assortment, price,​ promotion, and location E. Product and services​ assortment, price,​ promotion, and retail targeting

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

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

corporate VMS

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

the responsibilities of channel members

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

vertical marketing system

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. inside D. complex E. workload

workload

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

works to produce both customer satisfaction and company profit

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

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

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

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

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. Greater efficiency but less control over marketing messaging C. Mixed communications messaging and higher costs D. Better targeting but at a higher cost per consumer E. A communications hodgepodge for consumers

A communications hodgepodge for consumers

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, expenses, and fringe benefits E. A fixed​ amount, a variable​ amount, salary, and commission

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

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

A pull strategy

A. A pull strategy B. A push strategy C. A personal selling strategy D. Integrated communications E. Product communications

A push strategy

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

Adaptability criteria

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

Administered VMS

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

Analyzing consumer needs

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

Approach

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

Business promotions

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

Creating advertising messages and selecting advertising media

What is the overall goal when retailers choose their product​ assortment? A. Differentiate the retailer while matching target​ shoppers' expectations B. Offer the same products as their competitors C. Only choose products that will maximize profits D. Offer products that will appeal to as many segments as possible E. Offer as many products as they can fit on the shelves

Differentiate the retailer while matching target​ shoppers' expectations

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

Direct and digital marketing

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. Evaluation C. Impact D. Engagement goals E. Frequency

Evaluation

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

Exclusive

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

Experiential retailing

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

Follow up

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

Franchise organizations

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

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

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. Reverse logistics management C. Integrated supply chain management D. Logistics information management E. Electronic data exchange

Integrated supply chain management

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

It may or may not be legal.

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 forced consumers to become​ omni-channel shoppers. 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 turned​ free-spending consumers into​ value-seeking ones. E. It restricted retail expansion domestically and internationally.

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

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

Lower margins and higher sales volume

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions? A. Completion of transactions B. Physical distribution C. Distribution of persuasive communications D. Manufacturing and assembly E. Fulfillment of completed transactions

Manufacturing and assembly

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. Marketing channel decisions only require a​ short-term commitment. B. Using channel intermediaries increases the number of contacts with customers. C. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. D. Using marketing channels allows producers to retain control over how and to whom they sell their products. E. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels.

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

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

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

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

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

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

Retailing

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. The role of personal selling is very consistent from company to company. C. Salespeople are often the only direct contact with a customer. D. Personal selling is a fairly new profession. E. Personal selling is the nonpersonal arm of the promotional mix.

Salespeople are often the only direct contact with a customer.

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

Social shopping retailing

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

Social​ e-tailing

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

Supply chain management

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

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

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

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

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

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

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

The number of intermediary levels in the channel

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 charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions. D. The retailer does not have to run sales on selected items. E. Retailers do not have to use promotions.

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

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

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

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

To help move consumers through the buying process

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

Training salespeople

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

Value delivery network

Which of the following statements about wholesaling is​ true? A. Wholesalers must make decisions regarding their marketing 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 market. E. Wholesalers do not make positioning decisions.

Wholesalers must make decisions regarding their marketing mix.

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

a broad selection of more specialized and highly targeted media

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

add value

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

decide how they will differentiate and position themselves

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

deliver​ clear, consistent, and compelling messages about the organization and its brands

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

designing sales force strategy and structure

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

development

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

direct and digital marketing

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

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

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

​first-line partners

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

​transaction-oriented