MKT 3013 Exam 3 Quizzes

Which of the following statements is correct regarding sellers and their use of direct and digital​ marketing? For​ sellers, direct and digital marketing are inflexible. For​ sellers, direct and digital marketing are very inefficient. Sellers using direct and digital marketing cannot ask questions and solicit feedback from customers. For​ sellers, using direct and digital marketing is expensive. Sellers have opportunities to engage in​ real-time marketing.

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

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

. Social​ e-tailing

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

A communications hodgepodge for consumers

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

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. Product communications Integrated communications A push strategy A pull strategy Personal selling

A pull strategy

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

A push strategy

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

Administered VMS

first step in marketing channel design. setting channel objectives evaluating major channel alternatives identifying the number of intermediaries to use analyzing consumer needs identifying the types of intermediaries to use

Analyzing consumer needs

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

Blogs can be difficult for the company to control.

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

Business promotions

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? marketing channels channel levels networking contacts supply chains value delivery networks

Channel levels

Which of the following represents the four major classifications of retail​ organizations? corporate chains, voluntary chains, retailer cooperatives, and wholesalers cooperate chains, voluntary chains, retailer cooperatives, and franchise organizations discount stores, service retailers, superstores, and supermarkets corporate chains, voluntary chains, wholesalers, and franchise organizations corporate chains, wholesalers, superstores, and franchise organizations

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

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

Creating advertising messages and selecting advertising media

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​ _________________. telemarketing interactive television marketing kiosk marketing catalog marketing DRTV marketing

DRTV marketing

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

Development

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

Differentiate the retailer while matching target​ shoppers' expectations

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? Public relations Sales promotion Personal selling Direct and digital marketing Advertising

Direct and digital marketing

_______advertising is the type of advertising objective used when attempting to build brand preference and prompting customers to purchase now. Persuasive Attack Reminder Comparative Informative

Persuasive

______ involves sending an​ offer, announcement,​ reminder, or other item to a person at a particular address. ​Direct-response television marketing ​Direct-mail marketing Telemarketing Catalog marketing Kiosk marketing

Direct-mail marketing

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

Engagement and social sharing capabilities

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? Impact Evaluation Engagement goals Defining reach Frequency

Evaluation

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

Experiential retailing

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common? wholesalers supplier channels channel intermediairies franchise organizations independent retailers

Franchise organizations

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

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? electronic data exchange integrated supply chain management reverse logistics management logistics information management just-in-time logistics management

Integrated supply chain management

__________ is perhaps the toughest public policy issue now confronting the direct marketing industry. Irritation Deceptive advertising Invasion of privacy Deceptive pricing Junk mail

Invasion of privacy

Producers of strong brands sometimes sell to dealers only on the condition that dealers take some or all of the rest of a product line. This is known as full-line forcing. Which of the following statements is true regarding full-line forcing? It is always illegal. It is always legal. It is only legal in New York, California, and Texas. It may or may not be legal. It is only illegal in Europe.

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

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

Which of the following is a form of traditional direct​ marketing? Mobile marketing Websites Kiosk marketing Social media marketing Blogs

Kiosk marketing

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions? physical distribution distribution of persuasive communications manufacturing and assembly completion of transactions fulfillment of completed transactions

Manufacturing and assembly

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

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

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

Marketing mix

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

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? Merchant wholesalers Brokers Industrial distributors ​Manufacturers' agents Rack jobbers

Merchant wholesalers

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

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

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

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

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? outsourcing logistics functions vendor managed inventory just-in-time logistics RFID and barcode tracking Electronic data exchange

Outsourcing logistics functions

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

PR should be blended smoothly with promotion activities.

Which of the following uses promotional tools such as​ presentations, trade​ shows, and incentive programs to engage​ customers, make​ sales, and build customer​ relationships? Advertising Sales promotion Public relations Personal selling Direct and digital marketing

Personal selling

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

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

Retailers must decide on which three major product​ variables? Product​ assortment, services​ mix, and location Product​ assortment, services​ mix, and price Product​ assortment, price, and location Product​ assortment, services​ mix, and store atmosphere Product​ assortment, store​ atmosphere, 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. Development Public affairs Investor relations Lobbying Press relations

Public affairs

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

Retail convergence

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

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? Retailers should integrate all available supply chain channels into their distribution systems. Retailers should plan and budget for expansion of brick and mortar shopping experiences. Retailers should integrate all available shopping channels and devices into a seamless customer shopping experience. Retailers should attempt to attract omni-channel buyers to brick and mortar settings through experiential retailing. Retailers should make certain they focus on social and digital media as their main advertising vehicles.

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

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

Salespeople are often the only direct contact with a customer.

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

Search advertising

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

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

Which of the following statements about sales promotions is​ correct? Companies that use sales promotions usually do not use any other promotional mix tools. Sales promotions are only offered to consumers. The heavy use of sales promotions has resulted in promotion clutter. Sales promotions offer​ long-term incentives to buy a product. 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? Public relations is only used to promote products. Public relations cannot be used to engage consumers. The lines between advertising and public relations are becoming more blurred. The impact of public relations on public awareness comes at a much higher cost than advertising. Trade associations do not use public relations.

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

Which of the following indicates the length of a​ channel? The number of producers in the channel The number of intermediary levels in the channel The number of final consumers in the channel The number of retailers in the channel 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? Retailers charge an everyday low price with no special promotions. Retailers do not have to use promotions. The retailer charges higher prices on an everyday​ basis, coupled with frequent sales and other price promotions. Some products are priced​ high, others are priced​ low, and still others are priced at​ bargain-basement levels. The retailer does not have to run sales on selected items.

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

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

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

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

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

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

To help move consumers through the buying process

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers? value delivery network customer relationship management channel level marketing channel supply chain

Value delivery network

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? warehousing, inventory management, retailing, and logistics information management warehousing, inventory management, transportation, and logistics information management warehousing, inventory management, transportation, and retailing inventory management, transportation, shipping, and warehousing retailing, inventory management, transportation, and logistics information management

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

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

Wholesalers must make decisions regarding their marketing mix.

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

Widespread adoption of mobile devices

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

a broad selection of more specialized and highly targeted media

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? sales criteria control criteria profitability criteria adaptability criteria investment criteria

adaptability criteria

Progressive wholesalers recognize that their only reason for existing is to​ _____________ provide selling support finance retailing transactions automate distribution bear the risk of sales and distribution add value

add value

At which step in the personal selling process does a salesperson meet the customer for the first​ time? Prospecting Presentation Preapproach Qualifying Approach

approach

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

brand community

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 discount stores service retailers off-price retailers category killers supermarkets

category killers

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

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

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

corporate VMS

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

decide how they will differentiate and position themselves

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

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

The first decision a manager must make in sales force management is​ designing sales force strategy and structure sales force compensation sales training evaluation of salespeople recruitment and selection processes for salespeople

designing sales force strategy and structure

Catalogs, online and social​ media, and mobile marketing are some of the specific promotional tools used in​ public relations personal selling sales promotion sales presentations direct and digital marketing

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. Public relations Advertising Sales promotion Direct and digital marketing Personal selling

direct and digital marketing

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

e-tailers

The benefits of direct and digital marketing for buyers are that they are​ _________ ​easy, convenient, and public ​easy, convenient, and private ​easy, convenient, and impersonal ​convenient, private, and hard to use ​easy, private, and expensive

easy, convenient, and private

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy? selective intensive exclusive franchise direct

exclusive

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

first-line partners

What is the final step in the​ seven-step personal selling​ process? Follow-up Qualifying Prospecting Presentation Closing

follow-up

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

handle objections

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

induce channel members to carry and promote the product

Social media are ideal for participating in customer conversations and listening to customer feedback because they are​ immediate and timely engaging ​cost-effective targeted and personal interactive

interactive

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

interpersonal

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

involves the entire supply chain management

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. interactive TV kiosk infomercial website DRTV

kiosk

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? lower margins and lower sales volume higher margins and lower sales volume lower margins and higher sales volume higher sales volume and inefficient operations operating at a loss and higher sales volume

lower margins and higher sales volumes

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

marketing

The massive shift in how and where people buy calls for massive spending increases in advertising and sales promotion massive shifts in how store retailers operate massive shifts to online-only environments for brick and mortar retailers massive spending in social media for brick-and-mortar retailers massive shifts in pricing strategies

massive shifts in how store retailers operate

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

mobile marketing

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

online forum

________software systems enable companies to coordinate their​ whole-channel marketing efforts. Logistics partner relationship management channel management customer relationship management distribution

partner relationship management

_____ means sending email pitches only to customers who "opt in" phishing viral marketing unsolicited email marketing spamming ​permission-based email marketing

permission-based email marketing

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​ spamming phishing telemarketing mobile marketing infomercials

phishing

One of the primary advantages of marketing logistics is​ being the solution for maximizing costs and customer satisfaction maximizing inbound, outbound, and reverse logistics cost savings in inventory management improved customer satisfaction and faster time to market 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. close sales cut prices to make the sale use a​ transaction-oriented sales approach practice value selling capture​ short-term business

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. rebates advertising specialties ​point-of-purchase promotions coupons premiums

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. product territorial customer market complex

product

Press​ releases, sponsorships,​ events, and web pages are promotional tools used in​ personal selling advertising sales promotion public relations direct and digital marketing

public relations

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

rebates

Which advertising objective is best suited to maintaining customer relationships and for more mature​ products? Informative Reminder Persuasive Attack Humorous

reminder

Which of the following describes the activates that play an important role in connecting brands to consumers in the final phases of the buying process? warehousing wholesaling manufacturing retailing shopper marketing

retailing

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

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​ non-retailers service retailers specialty stores franchises wholesales

service retailers

Focusing the entire marketing process toward turning shoppers into buyers as they approach the point of sale is known as​ warehousing showrooming shopper marketing retailing internal marketing

shopper marketing

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

social networks are largely user-controlled

The fastest-growing sales trend today is​ product selling social selling team selling inside sales outside sales

social selling

Successful retailers of the future must adopt which type of buying experience that is both seamless and integrates multiple types of​ media? off-price retailing social shopping retailing direct-to-consumer retailing discount retailing omni-channel retailing

social shopping retailing

More than a​ territory, compensation, and​ training, new salespeople need​ customer relationship management skills ongoing customer sales support product knowledge reasonable sales goals supervision and motivation

supervision and motivation

_______entails managing upstream and downstream​ value-added flows of​ materials, final​ goods, and related information among​ suppliers, the​ company, resellers, and final consumers. wholesaleing reseller networks distribution networks management business distribution management supply chain management

supply chain management

When setting marketing channel objectives, companies should state the objective in terms of targeted levels of customer service the length of the channel competitor's objectives exclusive distribution arrangements expected profitability

targeted levels of customer service

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

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. market customer product territorial complex

territorial

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

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

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​ __________________. the responsibilities of channel members whether to use intensive or exclusive distribution consumer needs the profitability of the channel economic criteria

the responsibilities of channel members

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

training salespeople

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

vertical marketing system

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​ search engine marketing ​omni-channel marketing online marketing ​e-mail marketing viral marketing

viral marketing

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 complex workforce inside field workload

workload

As companies become more​ market-centered, a​ customer-focused sales force _______ only needs to coordinate its efforts with marketing planners has greater incentives to produce revenue is less important than the results advertising and sales promotion can reap becomes more focused on profit and less on the customer 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? ​Rebates, discounts, free​ goods, and allowances ​Discounts, free​ goods, allowances, and price packs ​Rebates, samples,​ coupons, and price packs ​Discounts, free​ goods, allowances, and free advertising specialty items ​Discounts, free​ goods, coupons, and rebates

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

​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? Sample Sponsorship ​Point-of-purchase Allowance Premium

​Point-of-purchase

Websites, online​ advertising, email, online​ video, and blogs are all forms of traditional direct marketing mobile marketing social media marketing online marketing telemarketing

​online marketing

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. ​profit-oriented ​relationship-oriented ​customer-oriented ​value-oriented ​transaction-oriented

​transaction-oriented