Reference no: EM13736865

Question 1 
In order to ________, wholesalers can propose automatic reordering systems, set up management-training and advising systems, or even sponsor a voluntary chain.
Question 1 answers
build better relationships with customers
determine product and service assortments
identify more profitable customers
define their target markets
settle on pricing

Question 2 
Which type of limited-service wholesaler is owned by farmers who assemble farm products to sell in local markets?
Question 2 answers
cash-and-carry wholesaler
rack jobber
producer's cooperative
drop shipper
truck jobber

Question 3 
You own an independent store in your neighborhood. You still like to offer fresh seafood in your meat display case. Which type of wholesaler might best serve you?
Question 3 answers
drop shipper
mail-order wholesaler
agents and brokers
cash-and-carry wholesaler
rack jobber

Question 4 
________ retailers in the United States are growing faster than product retailers.
Question 4 answers
Specialty
Off-price
Merchant
Service
Discount

Question 5   
Most ________ retailers are significantly behind ________ retailers in global expansion.
Question 5 answers
American; European and Asian
African; Peruvian
Asian; African
Asian; American
European; American

Question 6   
Which type of retailer tends to be the most frequently shopped?
Question 6 answers
convenience stores
supermarkets
superstores
department stores
off-price retailers

Question 7   
Which type of store carries a deep assortment, has knowledgeable staff, and might actually be viewed as a giant specialty store?
Question 7 answers
shopping center
category killer
factory outlet
independent
chain

Question 8   
Which of the following is NOT one of a wholesaler's channel functions?
Question 8 answers
risk bearing
bulk-breaking
providing market information
off-price retailing
financing

Question 9   
A ________ is a smaller mall with upscale stores, convenient locations, and nonretail activities such as a playground, dining, and a movie theater. It is typically located near affluent residential neighborhoods.
Question 9 answers
lifestyle center
regional shopping center
community shopping center
power center
franchise

Question 10  
7-Eleven has recently begun to redesign and restock its stores to offer a more upscale environment and products, such as house wines and fresh foods. 7-Eleven has changed its ________.
Question 10 answers
place decision
positioning
wholesaler
relative prices
size

Question 11   
Which of the following retailers likely put the most emphasis on salespeople assisting customers?
Question 11 answers
self-service retailers
limited-service retailers
megaretailers
off-price retailers
full-service retailers

Question 12   
Which type of wholesaler sells primarily to manufacturers rather than to retailers?
Question 12 answers
rack jobbers
wholesale merchants
cash-and-carry wholesalers
drop shippers
industrial distributors

Question 13   
30 Rock and ABC World News Tonight are both examples of ________, specific media within a general media type.
Question 13 answers
major media
micromedia
alternative media
media multitaskers
media vehicles

Question 14  
Sales promotion features a wide assortment of tools. Which is NOT one of these tools?
Question 14 answers
cents-off deals
contests
catalogs
premiums
coupons

Question 15   
In selecting media vehicles, the planner must balance media costs against several media effectiveness factors. First, the planner should evaluate the media vehicle's ________.
Question 15 answers
audience attention
audience quality
editorial quality
pass-along audience
market coverage

Question 16 
Which of the following is NOT a major category in the promotion mix?
Question 16 answers
direct marketing
public relations
sales promotion
advertising
strategic positioning

Question 17  
An e-mail from Amazon.com offers free shipping on your next purchase of more than $35. This is an example of ________.
Question 17 answers
personal selling
an advertising objective
public relations
a push strategy
sales promotion

Question 18   
________ consists of short-term incentives to encourage the purchase or sale of a product or service.
Question 18 answers
Sales promotion
Publicity
A patronage reward
Advertising
A segmented promotion

Question 19  
Which of the following are the three characteristics an advertising appeal should have?
Question 19 answers
trendy, compelling, and appealing
unique, emotional, and entertaining
humorous, memorable, and interesting
engaging, informative, and stylish
meaningful, believable, and distinctive

Question 20  
Using the ________ method for setting an advertising budget, the company starts with total revenues, deducts operating expenses and capital outlays, and then devotes some portion of the remaining funds to advertising.
Question 20 answers
objective-and-task
affordable
moving-average
percentage-of-sales
competitive-parity

Question 21  21 
More companies are adopting the concept of ________, which carefully coordinates the company's many communication channels to deliver a clear, consistent, and compelling message about the organization and its brands.
Question 21 answers
integrated competitive methods
integrated marketing communications
buzz marketing
nonpersonal communication channels
integrated personal selling

Question 22  22 
When Proctor & Gamble developed the Mr. Clean Magic Eraser, the company needed to explain how the product cleans grime from walls without removing paint. What type of campaign was most likely used by Proctor & Gamble for the Mr. Clean Magic Eraser?
Question 22 answers
reminder advertising
developmental advertising
comparative advertising
persuasive advertising
informative advertising

Question 23  23 
Which of the following is NOT a benefit of standardized global advertising?
Question 23 answers
coordinated message between mass media outlets and online advertising
greater global advertising coordination
consistent worldwide image
higher appeal to varying demographics
lower advertising costs

Question 24  24 
Persuasive advertising becomes comparative advertising, also known as ________, when a company directly or indirectly compares its brand with one or more other brands.
Question 24 answers
reminder advertising
POP promotion advertising
attack advertising
informative advertising
institutional advertising

Question 25  25 
Which of the following is a factor that is likely to push a company to decide NOT to enter international markets?
Question 25 answers
The company's home market is stagnant.
The company needs to counterattack international competitors in their home markets.
The company would have to redesign its products.
Global competitors have offered similar products at lower prices.
Foreign markets present higher profit opportunities.

Question 26  26 
Which of the following would a defender of globalization most likely use as an example to argue that concerns of Americanization are overblown and that globalization is indeed a two-way street?
Question 26 answers
the growing popularity of coffee in China since the introduction of Starbucks
the growing number of IKEA furniture stores
the initial failure of Disneyland Paris
the antiglobalization protests aimed at KFC
the view of McDonald's as a domestic brand in China

Question 27  27 
The free trade area in Latin and South America known as ________ makes up the largest trading block after NAFTA and the European Union.
Question 27 answers
FTAA
MCAN
UNASUR
CAFTA
GATT

Question 28  28 
In a(n) ________ economy, fast growth in manufacturing results in rapid overall economic growth. This type of economy typically has a new rich class and a small but growing middle class, both demanding new types of imported goods.
Question 28 answers
subsistence
industrial
industrializing
materials exporting
agrarian

Question 29  29 
"Take the product as is and find customers for it" is the slogan for ________.
Question 29 answers
product strategy
adapted marketing
straight product extension
product adaptation
product invention

Question 30  30 
Industrializing economies include all of the following EXCEPT ________.
Question 30 answers
Brazil
Sweden
Russia
India
China

Question 31  31 
Kraft cream cheese did not market well in Scandinavia. After researching the market, Kraft learned that a shrimp-flavored cream cheese was preferred by the Scandinavian population. In this situation, Kraft will likely use ________.
Question 31 answers
product adaptation
straight product extension
communication adaptation
product invention
A and B

Question 32  32 
Which of the following types of economies is most likely to have significant numbers of low-income, medium-income, and high-income households?
Question 32 answers
industrial economy
raw material exporting economy
subsistence economy
emerging economy
agrarian economy

Question 33  33 
Which of the following is an example of how American culture is being exported to the world's countries?
Question 33 answers
the popularity of the Power Rangers
the increasing popularity of American soccer
the expansion of Wal-Mart Supercenters
the popularity of the Harry Potter series
the success of "American Idol"

Question 34  34 
At Comfort Homes, a manufacturer of furniture and home accessories, the global operating units report directly to the chief executive instead of a head of an international division. The company recruits management from many countries and buys components and supplies where they cost the least. Comfort Homes is most accurately classified as a(n) ________.
Question 34 answers
world product group
global organization
direct exporter
international subsidiary
geographical organization

Question 35  35 
A Chinese New Year television ad features a dragon in a holiday parade, adorned with red Coke cans. The spot concludes, "For many centuries, the color red has been the color for good luck and prosperity. Who are we to argue with ancient wisdom?" This is an example of ________.
Question 35 answers
product invention
straight product extension
communication adaptation
product adaptation
joint venturing

Question 36  36 
Sellers may eventually move into ________, whereby they handle their own exports. The investment and risk are somewhat greater in this strategy.
Question 36 answers
licensing
embargo
indirect exporting
direct exporting
product adaptation

Question 37  37 
Rather than creating only short-term sales or temporary brand switching, ________ should help to reinforce the product's position and build long-term customer relationships.
Question 37 answers
publicity
trade promotions
sales promotions
samples
promotion clutter

Question 38  38 
In this step of the sales process, salespeople can now take advantage of technologies such as DVDs, handheld computers, interactive white boards, and laptop computers to show customers images that support the salesperson's verbal message.
Question 38 answers
follow-up
preapproach
closing
prospecting
presentation and demonstration

Question 39  39 
In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________.
Question 39 answers
seek to minimize or play down the objections
move on to closing the sale
offer the buyer a discount for placing an order early
compliment the buyer for bringing the objections up
turn the objections into reasons for buying

Question 40  40 
The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.
Question 40 answers
the company's main competitors
the company's organizational structure
customers' buying habits
the company's retirement benefits
customers' buying motives

Question 41  41 
The prospecting step in the selling process includes identifying and ________ the prospects.
Question 41 answers
calling on
approaching
making an appointment with
qualifying
preselling

Question 42  42 
Of the major consumer promotion tools, which is the most effective for introducing a new product or creating excitement for an existing one?
Question 42 answers
cash refunds
rebates
advertising
coupons
samples

Question 43  43 
Which of the following is an advantage created by the use of a sales force automation system?
Question 43 answers
increased motivation to acquire new customers
stronger organizational climate developed by the sales team
lower costs for training sales personnel
more efficient scheduling of sales calls and sales presentations
decreased need for an inside sales force

Question 44  44 
The aim of sales management motivation is to encourage salespeople to ________.
Question 44 answers
"work creatively"
"work hard"
"work quickly"
"work smart"
"work cooperatively"

Question 45  45 
________ offer consumers savings off the regular price of a product, with the reduced price marked by the producer directly on the label or package.
Question 45 answers
Premiums
Rebates
Price packs
Patronage rewards
Samples

Question 46  46 
Which of the following is NOT an advantage of a territorial sales force structure?
Question 46 answers
Salespeople develop in-depth knowledge of a product line.
Each salesperson's job is clearly defined.
Salespeople have the opportunity and incentive to build strong relationships with customers.
Accountability is clearly defined for each salesperson.
Travel expenses can be minimized.

Question 47  47 
Stahl, Inc., has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?
Question 47 answers
41,000 calls
61,000 calls
40,000 calls
50,000 calls
71,000 calls

Question 48  48 
Marlene Arau is a member of the sales force at Urban Fashions, a clothing manufacturer. Marlene is preparing for a first meeting with a wholesaler who is a potential customer, and she is preparing herself by learning as much as she can about the wholesaler's organization. Marlene is in the ________ step of the personal selling process.
Question 48 answers
prospecting
handling objections
approach
qualifying
preapproach

Question 49  49 
Which of the following innovations has created opportunities for significant gains in distribution efficiency?
Question 49 answers
exclusive territorial agreements
storage warehouses
conventional distribution systems
Web-based logistics systems
tying agreements

Question 50  50 
Exclusive territorial agreements are normal in ________.
Question 50 answers
supply chain management
integrated marketing systems
vertical marketing systems
franchises
horizontal marketing systems

Question 51  51 
Steve's Physco Skates sells its products to Wal-Mart, who then sells them to the consumer. This is an example of a(n) ________.
Question 51 answers
indirect marketing channel
corporate vertical marketing system
retailer channel
producer channel
direct marketing channel

Question 52  52 
Tiffany & Co jewelry can only be found in a limited number of intermediaries. This is an example of ________.
Question 52 answers
exclusive distribution
quality distribution
intensive distribution
high-end distribution
independent distribution

Question 53  53 
Which product will most likely be exclusively distributed?
Question 53 answers
Coca-Cola
Prairie Farms yogurt
Levi's blue jeans
BMW cars
Bazooka bubble gum

Question 54  54 
When a company is identifying its major channel alternatives, it should consider its choices in terms of types, number, and ________ of intermediaries.
Question 54 answers
power
size
responsibilities
capacity
none of the above

Question 55  55 
Today, a growing number of firms now outsource some or all of their logistics to ________.
Question 55 answers
disintermediaries
channel members
competitors
third-party logistics providers
cross-functional teams

Question 56  56 
Channel members should be evaluated using all of the following criteria EXCEPT which one?
Question 56 answers
adaptability criteria
channel leadership
control issues
economic factors
none of the above

Question 57  57 
Using ________, retailers can share real-time data on sales and current inventory levels with suppliers who take responsibility for ordering and delivering products to retailers, thereby saving time and money.
Question 57 answers
integrated distribution
the Internet
dual distribution modes
their own trucking and distribution systems
continuous inventory replenishment systems

Question 58  58 
Which of the following lists of intermodal transportation combinations means rail and trucks, water and trucks, and water and rail?
Question 58 answers
piggyback, fishyback, and birdyback
fishyback; airtruck; and trainship
piggyback; fishyback; and trainship
piggyback; airtruck; and fishyback
trainship; fishyback; and piggyback

Question 59  59 
Which of the following is an example of a manufacturer-sponsored retailer franchise system?
Question 59 answers
Ford and its network of independent franchised dealers
fast-food restaurants such as McDonald's and Burger King
licensed bottlers that bottle and sell Coca-Cola to retailers
Starbucks operating within Target stores
motels such as Holiday Inn and Ramada Inn

Question 60  60 
Chewing gum is stocked in many outlets in the same market or community; in fact, it is placed in as many outlets as possible. This is an example of ________ distribution.
Question 60 answers
multichannel
exclusive
disintermediated
intensive
selective

Question 61  61 
Which of the following is most responsible for the shrinking number of competitors in almost every major industry?
Question 61 answers
predatory pricing
acquisition of competitors
patents that create barriers to entry
declining materialism and a return to more basic values
unfair antitrust regulations

Question 62  62 
The American Marketing Association (AMA) has created a code of ethics that includes all of the following ethical values EXCEPT which one?
Question 62 answers
fairness
responsibility
citizenship
honesty
competitiveness

Question 63  63 
Consumer advocates call for all of the following additional consumer rights EXCEPT which one?
Question 63 answers
The right to influence marketing practices in ways that will improve the quality of life.
The right to be protected from unwanted marketing messages.
The right to be protected against questionable products and marketing practices.
The right to be well informed about important product aspects.
The right to influence products in ways that will improve the quality of life.

Question 64  64 
The societal marketing challenge for makers of which type of product is to add long-run benefits without reducing the product's pleasing qualities?
Question 64 answers
salutary
pleasing
desirable
durable
deficient

Question 65  65 
It is most accurate to say that within a company, ethics and social responsibility require a ________.
Question 65 answers
total corporate commitment
high-level ethical officer
separate budget
time commitment that most firms do not have
future-looking approach

Question 66  66 
When Hancock & Dunberry developed and introduced new simplified wills for the elderly and less educated markets, less expensive home visits, and a free statewide legal referral service, the law firm began practicing ________ marketing.
Question 66 answers
customer-value
societal
innovative
consumer-oriented
sense-of-mission

Question 67  67 
Which of the following is NOT a traditional sellers' right?
Question 67 answers
the right to use any buying incentive programs
the right to charge any price for the product
the right to introduce any product in any size and style
the right to spend any amount to promote the product
the right to sell consumer information

Question 68  68 
Design for environment (DFE) involves thinking ahead in the design stage to create products that are easier to reuse, recycle, or ________.
Question 68 answers
maintain
service
export
recover
store

Question 69  69 
Innovative marketing is ________.
Question 69 answers
the attempt to continuously seek product and marketing improvements
defined in broad social terms
a principle of environmentalism
based on the consumer's point of view
a marketing concept that places the emphasis on building customer relationships

Question 70  70 
________ is a management approach that involves developing strategies that both sustain the environment and produce profits for the company.
Question 70 answers
Environmental sustainability
Environmentalism
Consumerism
Social responsibility
Ethical decision making

Question 71  71 
Critics claim that companies in the ________ industries introduce planned streams of new products that make older models obsolete, a form of planned obsolescence that harms consumers.
Question 71 answers
car and truck
consumer electronics and computer
housing and construction
financial and entertainment
food and beverage

Question 72  72 
All of the following are examples of cultural pollution EXCEPT ________.
Question 72 answers
ads in magazines
spam in an e-mail inbox
commercials during television programs
billboards blocking beautiful scenery
street signs in an urban area

Question 73  73 
Critics who believe that the American marketing system poorly serves disadvantaged consumers claim that the ________ pay more for inferior goods because their shopping options are limited.
Question 73 answers
wealthy
rural middle class
urban poor
uneducated
suburban middle class

Question 74  74 
In societal marketing, the ideal goal for companies is to turn all of their products into ________ ones.
Question 74 answers
salutary ones
serviceable ones
desirable ones
pleasing ones
durable ones

Question 75  75 
Which of the following is NOT a potential advantage of the practice of acquisition?
Question 75 answers
Acquisitions require little government oversight.
The acquisition may result in lower costs, leading to lower prices for consumers.
An acquiring company may improve the efficiency of an acquired company.
An industry might become more competitive after an acquisition.
The acquiring company can gain economies of scale.

Question 76  76 
Deceptive marketing practices fall into three groups: deceptive ________, deceptive ________, and deceptive ________.
Question 76 answers
product; pricing; promotion
pricing; promotion; packaging
product; packaging; placement
packaging; product; promotion
pricing; promotion; placement

Question 77  77 
Of the main consumer promotion tools, which is the most costly?
Question 77 answers
samples
cash refunds
billboards
advertising
coupons

Question 78  78 
Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.
Question 78 answers
reports
teams
quotas
plans
contests

Question 79  79 
At Finley's Fine Goods, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with the customer. Which of the following steps should upper-level management at Finley's Fine Goods take to help bring the sales and marketing functions closer together?
Question 79 answers
establish a complex sales force structure
employ a chief revenue officer
adopt a sales force automation system
establish a customer sales force structure
create an inside sales force

Question 80  80 
Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?
Question 80 answers
Products have become too complicated for one salesperson to support.
Fewer skilled salespeople are working in the high-tech industry.
Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.
A group of salespeople assigned to one account is cost effective for corporations.
Customers prefer dealing with many salespeople rather than one salesperson.

Question 81  81 
Which of the following is a potential drawback of using Sales 2.0 technologies to make sales presentations and service accounts?
Question 81 answers
Salespeople are more likely to use a "one-size-fits-all" selling approach.
The systems can intimidate some clients and salespeople, making them uncomfortable with the process.
Customers are less likely to use such technologies in their own businesses.
The technologies limit the degree of creativity a salesperson can use in making sales presentations.
The cost of the technology outweighs any savings gained in eliminating the need for travel.

Question 82  82 
Which of the following is NOT an advantage of a territorial sales force structure?
Question 82 answers
Each salesperson's job is clearly defined.
Salespeople develop in-depth knowledge of a product line.
Salespeople have the opportunity and incentive to build strong relationships with customers.
Travel expenses can be minimized.
Accountability is clearly defined for each salesperson.

Question 83  83 
Which activity is NOT typical for a sales assistant?
Question 83 answers
complete administrative tasks
follow up on deliveries
call ahead and confirm appointments
determine price points
answer customers' questions

Question 84  84 
Sales management at Noble Printing is planning a training program to improve the performance of its sales force. Which of the following would be MOST beneficial for management to include in the training sessions?
Question 84 answers
instructions on completing expense reports
tests to identify the personality traits of members of the sales force
time-and-duty analysis for each salesperson
tests to measure the analytic and organizational skills of the sales force
information about the marketing strategies used by other printing companies

Question 85  85 
Rather than creating only short-term sales or temporary brand switching, ________ should help to reinforce the product's position and build long-term customer relationships.
Question 85 answers
promotion clutter
samples
publicity
sales promotions
trade promotions

Question 86  86 
Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________.
Question 86 answers
vocabularies and mannerisms
teamwork
incentives
thinking
meetings

Question 87  87 
The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.
Question 87 answers
the company's main competitors
customers' buying motives
the company's organizational structure
the company's retirement benefits
customers' buying habits

Question 88  88 
The fastest-growing sales force technology tool is ________.
Question 88 answers
the video game
the U.S. mail
the Internet
the cell phone
the laptop computer

Question 89  89 
Under ________, the market consists of a few sellers who are highly sensitive to each other's pricing and marketing strategies.
Question 89 answers
monopolistic competition
pure competition
oligopolistic competition
capitalism
a pure monopoly

Question 90  90 
A manufacturer offers 3/10, net 30, terms to a wholesaler for a recent purchase. Under these terms, the wholesaler may deduct ________ percent if the bill is paid within ________ days.
Question 90 answers
10; 30
3; 10
7; 10
3; 30
10; 3

Question 91  91 
________ prices are the prices that a buyer carries in his or her mind and refers to when looking at a given product.
Question 91 answers
Psychological
Promotional
Geographical
Dynamic
Reference

Question 92  92 
If Northwest Awnings charges the same price for delivery of their product to any customer that is located within the Great Lakes states, the company is using ________.
Question 92 answers
psychological pricing
zone pricing
uniform-delivered pricing
promotional pricing
reference pricing

Question 93  93 
A company faces fixed costs of $100,000 and variable costs of $8.00/unit. They plan to directly sell their product to the market for $12.00. How many units must they produce and sell to break even?
Question 93 answers
40,000
50,000
25,000
20,000
not enough information to calculate

Question 94  94 
A challenge for management in product line pricing is to decide on the price steps between the ________.
Question 94 answers
product groupings
product lines
various target markets
various products in a line
product mixes

Question 95  95 
It is most typical for producers who use captive-product pricing to set the price of the main product ________ and set ________ on the supplies necessary to use the product.
Question 95 answers
low; high markups
moderately; moderate markups
high; high markups
high; low markups
low; low markups

Question 96  96 
Underpriced products sell very well, but they produce less revenue than they would have if price were raised to the ________ level.
Question 96 answers
price-floor
variable
demand curve
value-based
perceived value

Question 97  97 
Price setting is usually determined by ________ in large companies.
Question 97 answers
top management
divisional managers
product-line managers
purchasing departments
both B and C

Question 98  98 
Savings for You, a discount retail chain, is highly competitive. When entering a new market, Savings for You often cuts prices so deeply that it sells below costs, effectively pushing smaller companies with less purchasing power out of the market. Savings for You is most at risk of being accused of ________.
Question 98 answers
price confusion
deceptive pricing
price-fixing
market skimming
predatory pricing

Question 99 
Under which type of geographic pricing strategy does each customer pay the exact freight for the product from the factory to its destination?
Question 99 answers
dynamic pricing
zone pricing
freight-absorption pricing
FOB-origin pricing
basing-point pricing

Question 100   
Xbox 360 decides to add a free subscription to XBOX magazine with every game bought in an effort to differentiate its offering from PS3 games. This is an example of ________.
Question 100 answers
cost-based pricing
good-value pricing
value-added pricing
product-support pricing
add-on pricing.