Question 1 Multiple Choice out of 1 points A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them. Given Answer: b. profit Correct Answer: a. possession

Question 2 True/False out of 1 points Retailing is defined as being all activities involved in selling goods and services to those buying for resale or business use. Given Answer: False Correct Answer: False

Question 3 Multiple Choice out of 1 points With respect to developing new products, if a company chooses to introduce its new products city-by-city and region-by-region, then the company is probably using which of the following methods for launching new products? Given Answer: b. blanket Correct Answer: c. market rollout

Question 4 Multiple Choice out of 1 points From the societal perspective, bad-tasting and ineffective medicine would be considered to be a part of which type of product category? Given Answer: d. deficient products Correct Answer: d. deficient products

Question 5 Multiple Choice out of 1 points

When an importing country sets limits on the amount of goods it will accept in certain product categories it is called a(n): Given Answer: b. barrier. Correct Answer: a. quota.

Question 6 True/False out of 1 points A specialty store is a retail store that carries a wide product line with a narrow assortment within that line. Given Answer: False Correct Answer: False

Question 7 Multiple Choice out of 1 points The Samuels Company, a company that makes performance racecars for dirt tracks, charges high prices to cover higher performance quality and the high cost of R&D necessary to stay on top of the performance racing field. Which of the following pricing objectives would the Samuels Company most likely be following as a course of action? Given Answer: b. product quality leadership Correct Answer: b. product quality leadership

Question 8 True/False out of 1 points Most companies see their intermediaries as first-line customers. Given Answer: True Correct Answer: True

Question 9 Multiple Choice out of 1 points Conflicts between different levels of the same channel of distribution are referred to as: Given Answer: b. vertical conflicts. Correct Answer: b. vertical conflicts.

Question 10 Multiple Choice out of 1 points Keeping consumers thinking about the product is the objective for which type of advertising? Given Answer: c. reminder advertising Correct Answer: c. reminder advertising

Question 11 True/False out of 1 points With respect to the environmental sustainability grid, a chief issue in product stewardship would be "can we add value or lower costs while simultaneously reducing the impact of our products." Given Answer: True Correct Answer: True

Question 12 True/False out of 1 points The greatest involvement in a foreign market comes through direct investment. Given Answer: True Correct Answer: True

Question 13 Multiple Choice out of 1 points Determining the promotion budget on the basis of financial availability of capital is characteristic of which of the following budget methods? Given Answer: b. percentage-of-sales method Correct Answer: a. affordable method

Question 14 Multiple Choice out of 1 points Which of the following statements is MOST TRUE about the growth of non-store retailing?

Given Answer: b. More non-store retailing is conducted by "click-and-brick" retailers than by click-only" retailers. Correct Answer: b. More non-store retailing is conducted by "click-and-brick" retailers than by click-only" retailers.

Question 15 Multiple Choice out of 1 points Which of the following budget methods ignores the effects of promotion on sales? Given Answer: b. percentage-of-sales method Correct Answer: a. affordable method

Question 16 Multiple Choice out of 1 points One of the hardest stages for the salesperson to handle well is the ______________ stage. Given Answer: c. closing Correct Answer: c. closing

Question 17 True/False out of 1 points According to research, the best salespeople have among their characteristics the ability to close a sale. Given Answer: True Correct Answer: True

Question 18 Multiple Choice out of 1 points Traditional buyer's rights include all of the following EXCEPT: Given Answer: a. the right to return the product within a 30-day period. Correct Answer: a. the right to return the product within a 30-day period.

Question 19 Multiple Choice out of 1 points

A ____________________ is a wholesaler who does not take title to goods and whose function is to bring buyers and sellers together and assist in negotiation. Given Answer: b. broker Correct Answer: b. broker

Question 20 True/False out of 1 points Building primary demand is one of the possible objectives of persuasive advertising. Given Answer: True Correct Answer: False

Question 21 Multiple Choice out of 1 points Companies with ___________ can set lower prices that result in greater sales and profits. Given Answer: b. higher costs Correct Answer: c. lower costs

Question 22 True/False out of 1 points Selective distribution is a characteristic of the introduction stage of the PLC. Given Answer: True Correct Answer: True

Question 23 Multiple Choice out of 1 points ________________ includes practices such as overstating the product's features or performance, luring the customer to the store for a bargain that is out of stock, or running rigged contests. Given Answer: b. Deceptive packaging Correct Answer: a. Deceptive promotion

Question 24 Multiple Choice out of 1 points Setting call objectives is done during which of the following stages of the selling process? Given Answer: b. preapproach Correct Answer: b. preapproach

Question 25 True/False out of 1 points B2B marketers tend to use a push strategy (push more), putting more funds into personal selling, followed by sales promotion, advertising, and public relations. Given Answer: True Correct Answer: True

Question 26 Multiple Choice out of 1 points Adding a standard markup to the cost of the product refers to: Given Answer: b. break-even analysis. Correct Answer: a. cost-plus pricing.

Question 27 Multiple Choice out of 1 points Marketers are sometimes accused of deceptive practices that lead consumers to believe they will get more value than they actually do. ______________ includes practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail price. Given Answer: b. Deceptive packaging Correct Answer: c. Deceptive pricing

Question 28 Multiple Choice out of 1 points The promotional tool that marketers tend to underuse or use only as an afterthought is best described as being which of the following? Given Answer: c. public relations Correct Answer: c. public relations

Question 29 True/False out of 1 points Reach is a measure of how many times the average person in the target market is exposed to the message. Given Answer: False Correct Answer: False

Question 30 Multiple Choice out of 1 points ____________ is a measure of the sensitivity of demand to changes in price. Given Answer: c. Price elasticity Correct Answer: c. Price elasticity

Question 31 Multiple Choice out of 1 points All of the following are examples of nonstore retailing EXCEPT: Given Answer: b. selling jewelry in a clothing store. Correct Answer: b. selling jewelry in a clothing store.

Question 32 Multiple Choice out of 1 points No matter how big the advertising budget, advertising can succeed only if commercials: Given Answer: b. gain attention and communicate well. Correct Answer: b. gain attention and communicate well.

Question 33 Multiple Choice out of 1 points Which of the following consumer-promotion tools is the most effective, but most expensive, way to introduce a new product? Given Answer: b. price packs Correct Answer: d. samples

Question 34 True/False out of 1 points Throughout history, the most common pricing approach was to install a fixed-price policy (setting one price for all buyers). Given Answer: False Correct Answer: False

Question 35 True/False out of 1 points Learning about the buyer (and his or her habits) occurs in the approach step of the selling process. Given Answer: True Correct Answer: False

Question 36 Multiple Choice out of 1 points If demand is elastic rather than inelastic, sellers will consider: Given Answer: b. raising their price. Correct Answer: a. lowering their price.

Question 37 Multiple Choice out of 1 points According to the chapter, all of the following have promoted the importance of the media-planning function EXCEPT: Given Answer: b. the development of the Internet. Correct Answer: b. the development of the Internet.

Question 38 Multiple Choice out of 1 points If a retailer were to offer the consumer a "two for one" deal in purchasing merchandise, which of the following sales promotional techniques would have been used?

Given Answer: d. price packs Correct Answer: d. price packs

Question 39 Multiple Choice out of 1 points Advertising reaches almost all facets of business in the United States. It has been estimated that advertising runs an annual bill of ________________ in the United States alone. Given Answer: b. $244 billion Correct Answer: b. $244 billion

Question 40 True/False out of 1 points Market fragmentation has also resulted in profit fragmentation. Given Answer: True Correct Answer: False

Question 41 True/False out of 1 points A voluntary chain is a wholesaler-sponsored group of independent retailers that engages in group buying and common merchandising. Given Answer: True Correct Answer: True

Question 42 Multiple Choice out of 1 points When Avis positioned itself against market-leading Hertz by claiming, "We're number two, so we try harder," it was using which of the following forms of advertising? Given Answer: b. psychological advertising Correct Answer: d. comparative advertising

Question 43 Multiple Choice out of 1 points If Cheerios includes a free toy from a Disney movie in its cereal boxes as an incentive to purchase cereal, which of the following forms of sales promotion was used? Given Answer: b. premiums Correct Answer: b. premiums

Question 44 Multiple Choice out of 1 points Overlapping steps in the new-product development process to save time and increase effectiveness across the various departments involved is called: Given Answer: c. simultaneous product development. Correct Answer: c. simultaneous product development.

Question 45 Multiple Choice out of 1 points Before going abroad, the company should try to define its international marketing objectives and policies. For example, it should decide on all of the following EXCEPT: (Pick the LEAST LIKELY.) Given Answer: c. what currency it wants to use. Correct Answer: c. what currency it wants to use.

Question 46 Multiple Choice out of 1 points A men's custom-shirt store would be a good example of which of the following? Given Answer: a. superspecialty store Correct Answer: a. superspecialty store

Question 47 Multiple Choice out of 1 points ____________ like to sit or stand very close to each other when they talk businessÄÄin fact, almost nose-to-nose. This may be offensive to foreigners. Given Answer: b. South Americans Correct Answer: b. South Americans

Question 48 True/False out of 1 points Companies selling in global industries have no choice but to internationalize their operations. Given Answer: True Correct Answer: True

Question 49 Multiple Choice out of 1 points ________________ occurs when products become out-of-date before they actually should need replacement. Given Answer: b. Design washout Correct Answer: d. Planned obsolescence

Question 50 Multiple Choice out of 1 points If an advertiser were to use corporate stationery, brochures, signs, and business cards to advance the public relations interests of the company, they would be using which of the following forms of PR? Given Answer: c. corporate identity materials Correct Answer: c. corporate identity materials

Question 51 Multiple Choice out of 1 points If a retailer were looking for a specialized wholesaler to set up and maintain a counter of toys, paperbacks, or health and beauty aids (retaining title to the goods until they were sold), they would seek out a: Given Answer: b. truck jobber. Correct Answer: c. rack jobber.

Question 52 Multiple Choice out of 1 points

_____________ is offering just the right combination of quality and good service at a fair price. Given Answer: a. Value pricing Correct Answer: a. Value pricing

Question 53 Multiple Choice out of 1 points Nonregulated monopolies are free to price at what the market will bear. However, they do not always charge the full price for a number of reasons. One of those reasons is the: Given Answer: b. desire to penetrate the market faster with a low price. Correct Answer: b. desire to penetrate the market faster with a low price.

Question 54 Multiple Choice out of 1 points The strategy whereby a company stocks its products in as many outlets as possible is called: Given Answer: b. exclusive distribution. Correct Answer: a. intensive distribution.

Question 55 True/False out of 1 points Too many retailers fail to define their target markets and positions clearly. Given Answer: True Correct Answer: True

Question 56 Multiple Choice out of 1 points Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms? Given Answer: b. indirect marketing channel Correct Answer: b. indirect marketing channel

Question 57 Multiple Choice out of 1 points How does a company respond to a price change by a competitor. The text suggests four alternative strategies. Which of the following WOULD NOT be among those four strategies? Given Answer: d. increase price to force response Correct Answer: d. increase price to force response

Question 58 Multiple Choice out of 1 points Gathering and distributing marketing research and intelligence about the marketing environment is part of which of the following marketing channel functions? Given Answer: a. information Correct Answer: a. information

Question 59 Multiple Choice out of 1 points When a company chooses to use an animated character such as the Jolly Green Giant or Garfield the Cat in their commercial, they are using which of the following advertising execution formats? Given Answer: d. personality symbol Correct Answer: d. personality symbol

Question 60 True/False out of 1 points Coca-Cola is an example of a firm that markets to the world with a standardized marketing mix with a few local adaptations. Given Answer: True Correct Answer: True

Question 61 Multiple Choice out of 1 points If Kodak uses different sales forces for its film products than for its industrial products, which of the following sales force structures would Kodak most likely be

using? Given Answer: b. product sales force Correct Answer: b. product sales force

Question 62 True/False out of 1 points According to the American Marketing Association Code of Ethics, marketers' professional conduct must be guided by the basic rule of professional ethicsÄÄlet the buyer beware. Given Answer: False Correct Answer: False

Question 63 Multiple Choice out of 1 points IBM, Kellogg cereals, and Heineken beer are all examples of companies that have been able to sell their products around the world successfully using which of the following international product/promotion strategies? Given Answer: a. straight product extension Correct Answer: a. straight product extension

Question 64 Multiple Choice out of 1 points The stage of the PLC characterized by overcapacity, greater competition, and the eventual elimination of weaker competitors is called the: Given Answer: b. introduction stage. Correct Answer: d. maturity stage.

Question 65 Multiple Choice out of 1 points If a company sells its product directly to the consumer without using any intermediaries, it is using a(n): Given Answer: b. indirect marketing channel. Correct Answer: a. direct marketing channel.

Question 66 Multiple Choice out of 1 points One of the arguments that supports the competitive-parity method for budgeting promotions is that: Given Answer: c. competitor's budgets represent the collective wisdom of the industry. Correct Answer: c. competitor's budgets represent the collective wisdom of the industry.

Question 67 Multiple Choice out of 1 points All of the following are considered to be major logistics functions EXCEPT: Given Answer: a. promotion to wholesalers and retailers. Correct Answer: a. promotion to wholesalers and retailers.

Question 68 Multiple Choice out of 1 points Another name for a company's marketing communications mix is: Given Answer: b. the sales force. Correct Answer: d. the promotion mix.

Question 69 True/False out of 1 points Product adaptation involves changing the product to meet local conditions or wants. Given Answer: True Correct Answer: True

Question 70 Multiple Choice out of 1 points ______________ is the process of creating, maintaining, and enhancing strong, value-laden relationships with customers and other stakeholders. Given Answer: c. Relationship marketing Correct Answer: c. Relationship marketing

Question 71 Multiple Choice out of 1 points All of the following have contributed to a growing problem of complaints about product safety EXCEPT: Given Answer: a. a desire to produce abroad. Correct Answer: a. a desire to produce abroad.

Question 72 Multiple Choice out of 1 points The measure of how many times the average person in the target market is exposed to the message is called: Given Answer: b. frequency. Correct Answer: b. frequency.

Question 73 Multiple Choice out of 1 points A retailer's ______________ is the key to its ability to attract customers. Given Answer: a. location Correct Answer: a. location

Question 74 True/False out of 1 points Price is the only element of the marketing mix that produces revenue. Given Answer: True Correct Answer: True

Question 75 Multiple Choice out of 1 points Disagreement over the goals and roles of marketing channel members is called: Given Answer: d. channel conflict. Correct Answer: d. channel conflict.

Question 76 Multiple Choice out of 1 points After idea generation has occurred in the new-product development process, the next stage is most likely to be: Given Answer: b. idea screening. Correct Answer: b. idea screening.

Question 77 True/False out of 1 points Integrated direct marketing is a direct-marketing campaign that uses multiple vehicles and multiple stages to improve response rates and profits. Given Answer: True Correct Answer: True

Question 78 Multiple Choice out of 1 points When a company reviews sales, costs, and profit projections for a new product to find out whether these factors satisfy the company's objectives, they are in which of the following new-product development stages? Given Answer: c. business analysis Correct Answer: c. business analysis

Question 79 True/False out of 1 points Most critics charge that the American marketing system causes prices to be higher than they would be under a more sensible system. Given Answer: True Correct Answer: True

Question 80 Multiple Choice out of 1 points In the maturity phase of the PLC, a marketing manager should consider: Given Answer: b. modifying the market, product, and marketing mix.

Correct Answer: b. modifying the market, product, and marketing mix.

Question 81 Multiple Choice out of 1 points In recent years, facing intense competition from other discounters and department stores, many discount retailers have: Given Answer: a. traded up. Correct Answer: a. traded up.

Question 82 Multiple Choice out of 1 points All of the following would be considered to be major public relations tools EXCEPT: Given Answer: b. speeches. Correct Answer: c. testifying.

Question 83 Multiple Choice out of 1 points The first step in developing an advertising program should be to: Given Answer: b. set the advertising budget. Correct Answer: a. set advertising objectives.

Question 84 True/False out of 1 points Virtual reality is now being used to test product concepts. Given Answer: True Correct Answer: True

Question 85 Multiple Choice out of 1 points About ___________ percent of an average product's price is accounted for by shipping and transportation. Given Answer: b. 15 Correct Answer: b. 15

Question 86 Multiple Choice out of 1 points A ____________ is a group of independent retailers that bands together to set up a jointly owned, central wholesale operation and conducts joint merchandising and promotion efforts. Given Answer: b. retailer cooperative Correct Answer: b. retailer cooperative

Question 87 True/False out of 1 points A straight product extension occurs when a company creates a new product or service for a foreign market. Given Answer: False Correct Answer: False

Question 88 Multiple Choice out of 1 points With respect to setting pricing amounts, the belief that individual digits in a product's price have symbolic and visual qualities that should be considered in setting price is linked to: Given Answer: a. psychological pricing. Correct Answer: a. psychological pricing.

Question 89 Multiple Choice out of 1 points A _______________________ is a retail store that carries a narrow product line with a deep assortment within that line. Given Answer: c. specialty store Correct Answer: c. specialty store

Question 90 True/False out of 1 points

In product-line pricing, management must decide on the price steps to set between the various products in the line. Given Answer: True Correct Answer: True

Question 91 Multiple Choice out of 1 points Current trends in communications and promotions indicate that companies are doing less: Given Answer: b. broadcasting and more narrowcasting. Correct Answer: b. broadcasting and more narrowcasting.

Question 92 Multiple Choice out of 1 points In terms of execution styles, a family seated at the dinner table enjoying the advertised product would be an example of which of the following types of advertising? Given Answer: a. slice of life Correct Answer: a. slice of life

Question 93 True/False out of 1 points A hypermarket is characterized as being a huge store (sometimes as large as six football fields) that carries a large assortment of routinely purchased items. Given Answer: True Correct Answer: True

Question 94 Multiple Choice out of 1 points A ____________________ is the way consumers perceive an actual or potential product. Given Answer: b. product image Correct Answer: b. product image

Question 95 Multiple Choice out of 1 points A small store, located near a residential area, that is open long hours seven days a week and carries a limited line of high-turnover convenience goods is called a: Given Answer: d. convenience store. Correct Answer: d. convenience store.

Question 96 True/False out of 1 points The need-satisfaction approach calls for a quick close since consumers will have already solved their own problem and are looking to exit the sales situation with a minimum of difficulty. Given Answer: True Correct Answer: False

Question 97 Multiple Choice out of 1 points The type of industrial structure characterized by one or more rich sources of natural resources but poor in other ways is called: Given Answer: a. raw-material exporting economies. Correct Answer: a. raw-material exporting economies.

Question 98 True/False out of 1 points Public relations is often described as a marketing stepchild because of its limited and scattered use. Given Answer: True Correct Answer: True

Question 99 Multiple Choice out of 1 points In the ___________, a firm faces a trade-off between high market share and high current profit.

Given Answer: b. introduction stage Correct Answer: c. growth stage

Question 100 Multiple Choice out of 1 points A _________________ is a giant specialty store that carries a very deep assortment of a particular line and is staffed by knowledgeable employees. Given Answer: c. category killer Correct Answer: c. category killer