MKTgG 300 7-10

Under which type of geographic pricing strategy does each customer take responsibility for the freight charges for the product from the factory to its destination?

FOB-origin pricing

A(n) _________ is designed to present brand content that engages consumers and creates customer-brand community.

Branded Community Website

Target Return Pricing is a variation of which of the following cost-oriented pricing approaches?

Break-Even Pricing

Target return pricing uses the concept of a(n)______________, which shows the total cost and total revenue expected at different sales volume levels.

Break-even chart

Lawyers, accountants and other professionals typically price by adding a standard markup for profit. This exemplifies_______________.

Cost-plus pricing

In addition to its customary services, On The Spot, a moving company, also sells the boxes and padding that are used when moving household furniture. This is an example of customer-segmented pricing. True or False?

False

Online-only companies are more successful than multichannel marketing companies. True or False?

False

Which of the following statements best represents a contractual association between a manufacturer, wholesaler, or service organization and independent businesspeople who buy the right to own and operate one or more units in the system represented by the contract?

Franchise

Macy's department stores carry a wide range of product lines including clothing, jewelry, kitchenware and home furnishings. Macy's typically charges a relatively high markup but also holds frequent sales and price promos, in particular offering discounts to customers who use a Macy's credit card. Macy's uses _________.

High-low pricing

________ distribution is a strategy in which producers of convenience products and raw materials stock their products in as many outlets as possible.

Intensive

Which of the following is a major form or direct-response television marketing?

Interactive TV

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

Learning as much as possible about the qualified prospects

Kirk's Comic Store has its own mobile app that users can download for free. The app lets users know about special events, discounts, and merchandise currently available in the store. Which of the following forms of marketing is exemplified from this scenario?

Mobile Marketing

OverStock.com, a Web seller that buys furniture, clothing, electronics, and more from a variety of producers at less-than-regular wholesale prices and then charges customers less than retail is a(n)________.

Off-Price Retailer

Runner can compare performance, set up profiles, meet new people, and share info on Nike's Nike+ Website. Nike+ is an example of a(n)_____________.

Online Community

Which of the following is a type of identity theft that uses deceptive e-mails and fraudulent Websites to fool consumer into revealing their personal data?

Phishing

If a large retailer sold numerous items below cost with the intention of punishing small competitors and gaining higher long-run profits by putting those competitors out of business, the retailer would be guilty of __________.

Predatory Pricing

Which of the following is the first step in the personal selling process?

Prospecting and qualifying

Press conferences, speeches, store openings, special events, newsletters, and store magazines are examples of__________ activities used by retailers to promote themselves.

Public Relations

_____________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Rebates

Which of the following would be considered a service retailer?

Restaurants

Which of the following refers to a positive incentive intended to increase the sales force effort?

Sales Contests

Which of the following best describes permission based e-mail marketing?

Sending email pitches only to customers who "Opt-in"

Which term refers to looking at merchandise at a traditional store and then purchasing the merchandise online?

Showrooming

John assured his venture capitalists an earning of 25-percent return on equity when he began his IT startup. In order to achieve this result, he will most likely use which of the following pricing approaches?

Target Return Pricing

Which of the following is a cost-based approach to pricing?

Target Return Pricing

All of the following are disadvantages of team selling EXCEPT _______.

Team selling reduces the overall efficiency of the selling process.

Kelly works as a sales rep at Ginner Machine Works. She used the phone and internet to ID prospects and make sales. Kelly calls customers and explains the products offered by Ginner and the advantages of using them. If requested, she also mails the customer product info brochures. Which of the following is Kelly most likely involved in?

Telemarketing

A(n)__________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Time-and-duty- analysis tool

____________ refers to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising and push it to consumers.

Trade Promotions

Which of the following is true about the territorial sales force structure?

Travel expenses are relatively small as each salesperson travels within a limited geographic area

A community shopping center contains between 15 and 50 retail stores. T/F?

True

A marketing Website interacts with consumers to move them closer to a direct purchase or other marketing outcome. T/F?

True

Blogs can be used to appeal to specific special-interest groups, about almost any topic. T/F?

True

Creating a brand- marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing. True or False?

True

Electronic data interchange is the digital exchange of data between organizations, which primarily is transmitted via the internet. T/F?

True

For segmented pricing to be an effective strategy, prices should reflect real differences in customers' perceived value. True or False?

True

Spam is unsolicited, unwanted commercial e-mail messages that clog up user's emailboxes. True or False?

True

A pharmaceutical company in Utah recently released new and expensive anti-ulcer drugs in the market. The company justifies the high price of the drug by claiming that is is highly effective for treating all kinds of ulcers. The company also claims that the new drug will bring down the need for invasive surgeries, an additional benefit for patients. Which of the following pricing strategies is the pharmaceutical company most likely using in this instance?

Value-Based Pricing

A(n)___________ marketing system consists of producers, wholesalers, and retailers acting as a unified system.

Vertical