Test 2

A  Routinely complete sales made regularly to target customers

B  Are concerned with establishing relationships with new customers and developing new business.

C  Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers.

D  Usually handle adjustments or complaints

A  Combination plan

B  Straight commission

C  Straight salary

D  Tax deductions

E  Profit-sharing

A  Technical specialists

B  UCLA faculty

C  CSUN faculty

D  Missionary salespeople

E  Order takers

A  order-taking, order-managing, order-getting

B  Order-closing, order-opening, and sales-promoting

C  Order-taking, missionary selling, order-getting

D  order-taking, supporting, order-getting

A  Publicity

B  Product management

C  Personal selling

D  Administrative overhead

A  Early Adopters, Early Majority, Late Majority, Innovators, Laggards

B  Early Majority, Late Majority, Early Adopters, Innovators, Laggards

C  Innovators, Early Adopters, Early Majority, Late Majority, Laggards

D  Early adopters, Innovators, Laggards, Early Majority, Late Majority

A  Pushing

B  Pulling

C  AIDA

D  Deocding

E  Encoding

A  Pulling

B  Pushing

C  Encoding

D  Decoding

E  AIDA

A  Latent-response

B  Delayed-response

C  Laggard-response

D  Indirect-response

E  Direct-response

A  Decoder

B  Message channel

C  Receiver

D  Source

E  Encoder

A  Source – Encoding – Message channel – Noise – Feedback – Receiver

B  Source – Message channel – Decoding – Receiver – Feedback

C  Source – Encoding – Message Channel – Decoding – Receiver – Feedback

D  Source – Noise – Message channel – Receiver – Feedback

A  Exposition

B  Encoding

C  Transmutation

D  Recording

E  Decoding

A  Noise

B  Resonance

C  Interference

D  Clutter

E  Static

A  Awareness, Interest, Demand, Action

B  Attention, Interest, Desire, Action

C  Action, Interest, Desire, Acceptance

D  Attention, Internalization, Decision, Action

A  Integrated marketing communications

B  Integrated sales promotions

C  Sales promotion communications

D  Integrated promotional marketing

E  Sales management communications

A  Public relations

B  Consumer branding

C  The CSUN Sundial

D  Sales promotion

E  Consumer advertising

A  Sales meetings

B  Sales contests

C  Training materials

D  Merchandising aids

E  Coupons

A  Sales Promotion

B  Mass selling

C  Publicity

D  Advertising

E  Personal selling

A  Final consumers or users

B  Any or all of these is correct.

C  A company’s own sales force

D  Intermediaries

A  Is more expensive than all other promotion methods.

B  Is any paid form of non-personal presentation of ideas, goods, services by an identified sponsor.

C  Is generally less useful than advertising for promoting a really new product.

D  Is mass selling that avoids paying media costs.

A  Involves direct spoken communication between sellers and potential customers.

B  Is concerned with “promotion” using samples, coupons, and contests.

C  Is the only form of mass selling.

D  Is any paid form of non-personal presentation of ideas, goods, or services by an identified sponsor.

E  Is also called “sales promotion.”

A  Gets immediate feedback from consumers.

B  Is indirect written communication between buyers and sellers.

C  Is one of the least expensive compoments of the communications program.

D  Is not usually combined with other aspects of promotion in the total marketing mix.

E  Is indirect spoken communication between buyers and sellers.

A  Sales promotion

B  Personal selling

C  Advertising

D  Publicity

E  Introductory price dealing

F    

A  Rack jobber

B  Broker

C  Manufacturers’ agent

D  Specialty wholesaler

E  Cash-and-carry wholesaler

A  A rack jobber

B  A person from another planet

C  An agent wholesaler

D  A service (merchant) wholesaler

E  A drop-shipper

A  Have the lowest operating expenses as a percent of sales.

B  Own (take title to) the products they handle.

C  Offer fewer wholesaling functions.

D  Are more aggressive at selling than agent wholesalers.

A  The retail life cycle

B  Retailing strategy

C  The wheel of retailing

D  Scrambled merchandising

A  Utilizing attack dogs in store.

B  Scrambled merchandising

C  Central stocking from multiple channels.

D  Integrating online and brick-and-mortar store operations.

A  Arbitrage

B  Baiting

C  Showrooming

D  Integrating

E  Shop-hopping

A  Retailers go through cycles from high costs and prices to lower costs and profits.

B  General stores will dominate U.S. retailing again in the next century.

C  None of these alternatives about the “wheel of retailing” is correct.

D  New types of retailers enter as low-status, low-margin, low-price operators and eventually offer more services and charge higher prices.

A  All of these are “category killers.”

B  Home Depot (for retail category: Home improvements)

C  PetSmart (for retail category: Pet supplies)

D  Best Buy (for retail category: Home Electronics)

E  IKEA (for retail category: Low-priced furniture)

A  General stores

B  Department stores

C  Specialty stores

D  Supercenters

E  Mass merchandisers

F    

A  Supports the conventional retailer’s “buy low, sell high” philosophy.

B  Focuses on increasing sales and speeding turnover by lowering prices

C  Suggests aiming at small but profitable target markets

D  Stresses the need for conventional stores

A  Hypermarket

B  Department store

C  Mass-merchandising shop

D  General store

E  Specialty shop

A  Popular products at low prices to get fast turnover

B  Including a wide assortment

C  A small range of one specific type of product

D  Seldom building good relationships with customers

E    

F  Reflecting a wide price range

A  Place

B  Product

C  Promotion

D  Price

A  Place

B  Price

C  Promotion

D  Product

A  A particular assortmenet of goods and services.

B  Advice from salesclerks

C  All of these are included in a retailer’s “Product”

D  Quality

E  Special orders

A  The failure rate among beginning retailers is high – about three-fourths fail during first year.

B  Economic needs are more important than emotional needs in choosing a retailer.

C  Emotional needs are more important than economic needs in choosing a retailer.

D  The failure rate among beginning retailers is very low – most succeed.

A  Retailing involves selling to business customers and wholesaling does not.

B  Wholesaling involves selling mainly to other merchants and business customers, but retailing involves selling mainly to final consumers.

C  Retailing involves selling to other merchants and wholesaling does not.

D  Technology is more important in wholesaling than in retailing.

A  Are the same as public warehouses.

B  Increase storing costs

C  Are not places where regrouping activities-such as bulk breaking-are performed

D  Are dsigned to facilitate the flow of products through the channel.

A  Long-term storage of inventory before shipping

B  Regrouping of products in transit

C  Moving products to loading docks

D  Placing products on transport vehicles

E  Sorting of goods mid-shipment

A  Only if the economies of scale in production are greater than the additional inventory carrying costs.

B  No, because this will prevent the company from providing tires as they are ordered.

C  No, because this will cause the company to incur unexpected transportation costs.

D  No, because this will not enable the company to improve its porduction speed per tire

A  PD concept

B  Piggyback

C  EDI

D  Containerization

E  Just In Time (JIT)

A  Supply chain

B  Private warehouse system

C  Modal transportation hub

D  Distribution point

A  E-commerce order systems

B  Short-order lead times

C  Small truck deliveries

D  Infrequent truck deliveries

E  Facilities near its customers

A  Distribution center

B  Unique Marketing

C  Physical distribution

D  PERT

E  Product-market

A  Transporting of goods.

B  A distribution service level.

C  Prices to charge for delivery.

D  Storage of goods.

E  Handling of goods.

A  Contractual

B  Traditional

C  Horizontal

D  Vertical

E  Corporate

A  Contractual

B  Administered

C  Corporate

D  Horizontal

E  Vertical

A  Assorting

B  Bulk-breaking

C  Accumulating

D  Channeling

E  Sorting

A  All of these make indirect channels a better choice

B  Retailers are already conveniently located where consumers shop.

C  Target customers already have established buying patterns for where to search for the product.

D  The product is a consumer product instead of a business product

E  The firm has limited financial resources.

A  Most consumer products are sold via direct-to-customer channels.

B  Many Business Products are sold via direct-to-customer channels.

C  Service firms often use direct-to-customer channels

D  Producers must sometimes use direct-to-customer channels because suitable intermediaries are not available.

A  Is typical to reach final consumer markets.

B  Includes a retailer but not a wholesaler.

C  Eliminates almost all of the marketing functions

D  Provides firms with data, knowledge, and information about its market.

A  Geographic pricing policy

B  Type of physical distribution facilities

C  Degree of market exposure desired

D  Type of intermediaries / collaborators

E  Type of channel of distribution

A  Idea generation, idea evaluation, development, screening, commercialization

B  Idea generation, screening, idea evaluation, development, commercialization

C  Development, idea generation, screening, commercialization, idea evaluation

D  Commercialization, idea generation, idea evaluation, screening, development

E  Screening, idea generation, idea evaluation, development, commercialization

A  True

B  False

A  Fads

B  Continuous innovations

C  Second movers

D  Discontinuous innovation

E  New products

A  A declining product may still be profitable for some time and it might be more appropriate to phase-out this product gradually.

B    

C  Customers will always abandon the declining product immediately.

D  None of these statements about the sales decline stage is true.

E  Brand managers should phase-out this product as quickly as possible.

A  The product has no competitive advantage over those already in the market.

B  The product is easy to use.

C  The product’s advantages are easy to communicate.

D  The product can be tried on a limited basis, without a lot of risk to the customer.

E  The product is compatible with the values and experiences of target customers.

A  Much money is spent on Promotion while spending on Place is left until later.

B  Money is invested – in the hope of future profits.

C  Large profits are typical – until competition arrives.

D  Price and Promotion are more important than Place and Product

A  Declining sales and declining costs

B  Declining sales

C  Rising promotion costs and increased competitive pressure to offer product at lowest prices.

D  New varieties of the original product that fail to meet customer needs.

E  Mismanaged budgets

A  Quickly enter the market with a replica of the most successful good or service.

B  Invest heavily in R&D to pioneer a new innovative & different product of their own.

C  Sue the firm for creating the product innovation.

D  Invest in that company stock.

A  Market extinction

B  Market immaturity

C  Sales decline

D  Market introduction

E  Market growth

A  Market maturity

B  Sales decline

C  Market introduction

D  Market growth

E  Market penetration

A  Can have limited availability.

B  Need widespread distribution near probable points of sale.

C  Need adequate representation near similar products.

D  Need widespread distribution at low cost.

E  Need enough exposure to facilitate price comparisons.

A  Heterogeneous shopping products

B  Convenience products

C  Comparison products

D  Unsought products

E  Homogeneous shopping products

A  Band Aids

B  Life insurance

C  House paint

D  Laptop computer

E  Car tires

A  Shopping products

B  Imitation products

C  Specialty products

D  Convenience products

E  Unsought products

A  True

B  False

A  Can make products easier to handle and display.

B  Can lower distribution costs.

C  Can make a product easier or safer to use.

D  Can be an important promotional tool.

E  All of these alternatives are correct.

A  Private

B  Local

C  Blue-label

D  Regional

E  National

A  The owner does not register it under the Lakemore Act

B  It becomes a common descriptive word for the product.

C  The owner does not renew the registration each year.

D  All of these alternatives are correct

E  It is sold in international markets.

A  Brand preference

B  Brand positioning

C  Brand identity

D  Brand reference

E  Brand equity

A  Brand understanding

B  Brand recognition

C  Brand establishment

D  Brand positioning

E  Brand preference

A  The product offers superior customer value.

B  Dependable and widespread availability.

C  Product quality fluctuates due to variations in raw materials.

D  Economies of scale in production.

E  Favorable shelf locations are available.

F    

A  Disliking

B  Trust

C  Tolerance

D  Demand

E  Mistrust

A  Product phases

B  Marketing mix assortment

C  Product assortment

D  Individual products

A  Are intangible.

B  All of these choices are correct.

C  Are perishable.

D  Are not easy to store.

E  Often have to be produced in the presence of the customer.

A  The entire physical output of a firm.

B  All of the elements in a firm’s marketing mix.

C  A physical good or service which offers potential customer satisfaction.

D  Something that has been produced, packaged, branded, and given a warranty.

E  A physical good with all its related features.