Question 1

The use of only a portion or percentage of the available outlets in each geographic area for market exposure is called _____ distribution.

Accepted Answer

A)  exclusive 
B)  intensive 
C)  selective 
D)  patterned 
E)  intensive. 
A)  exclusive 
B)  intensive 
C)  selective 
D)  patterned 
E)  intensive. C

Question 2

Staples, Babies 'R' Us, and Petsmart are examples of _____.

Accepted Answer

A)  discount stores 
B)  specialty stores 
C)  superstores 
D)  department stores 
E)  category killers 
A)  discount stores 
B)  specialty stores 
C)  superstores 
D)  department stores 
E)  category killers E

Question 3

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
-Refer to R&P Inc.R&P management could use sales promotions for any of the following objectives except:

Accepted Answer

A)  to attract new customers. 
B)  to boost sales to current customers. 
C)  to reinforce advertising. 
D)  to steady increasing sales patterns. 
E)  to improve shelf space and displays. 
A)  to attract new customers. 
B)  to boost sales to current customers. 
C)  to reinforce advertising. 
D)  to steady increasing sales patterns. 
E)  to improve shelf space and displays. D

Question 4

Missionary selling consists of processing the purchases of customers who have essentially decided what they wish to buy.

Accepted Answer

A) True 
 B)False

Question 5

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products.Douglas is providing _____ in this role as a wholesaler.

Accepted Answer

A)  financial aid 
B)  the assumption of credit risks 
C)  market information 
D)  promotion 
E)  intermediation 
A)  financial aid 
B)  the assumption of credit risks 
C)  market information 
D)  promotion 
E)  intermediation

Question 6

Neighborhood shopping centers often promote the center and the tenants as a group.

Accepted Answer

A) True 
 B)False

Question 7

One of the most significant issues of online retailing is _____.

Accepted Answer

A)  domain names 
B)  design of websites 
C)  direct selling 
D)  advertising 
E)  security 
A)  domain names 
B)  design of websites 
C)  direct selling 
D)  advertising 
E)  security

Question 8

An intermediary that purchases goods in large quantities, takes title to the merchandise, and then sells it to retailers or business users is called a commission brocker.

Accepted Answer

A) True 
 B)False

Question 9

A transportation firm whose services are available to all shippers is a common carrier.

Accepted Answer

A) True 
 B)False

Question 10

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?

Accepted Answer

A)  Making the presentation 
B)  Approaching the prospect 
C)  Prospecting 
D)  Following up 
E)  Closing the sale 
A)  Making the presentation 
B)  Approaching the prospect 
C)  Prospecting 
D)  Following up 
E)  Closing the sale

Question 11

Sales promotion methods include all of the following except:

Accepted Answer

A)  premiums. 
B)  coupons. 
C)  rebates. 
D)  news releases. 
E)  frequent-user incentives. 
A)  premiums. 
B)  coupons. 
C)  rebates. 
D)  news releases. 
E)  frequent-user incentives.

Question 12

A promotion mix can be defined as communication about an organization and its products that is intended to inform, persuade, or remind target market members.

Accepted Answer

A) True 
 B)False

Question 13

A sales agent provides immediate entry into a territory, regular calls on customers, selling experience, and a known, predetermined selling expense.

Accepted Answer

A) True 
 B)False

Question 14

A highly specialized mode of transportation that is used primarily to carry petroleum and natural gas is _____.

Accepted Answer

A)  pipelines 
B)  airplanes 
C)  railroads 
D)  ships 
E)  trucks 
A)  pipelines 
B)  airplanes 
C)  railroads 
D)  ships 
E)  trucks

Question 15

All of the following are characteristics of warehouse showroom retailers except

Accepted Answer

A)  large, low-cost buildings. 
B)  vertical merchandise displays. 
C)  members-only stores. 
D)  large on-premise inventories. 
E)  minimum service. 
A)  large, low-cost buildings. 
B)  vertical merchandise displays. 
C)  members-only stores. 
D)  large on-premise inventories. 
E)  minimum service.

Question 16

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a ____ and an ____.

Accepted Answer

A)  missionary salesperson; order getter 
B)  trade salesperson; order taker 
C)  technical salesperson; order getter 
D)  trade salesperson; order getter 
E)  missionary salesperson; order taker 
A)  missionary salesperson; order getter 
B)  trade salesperson; order taker 
C)  technical salesperson; order getter 
D)  trade salesperson; order getter 
E)  missionary salesperson; order taker

Question 17

An independent retailer is a firm that operates more than one outlet and generally provides personal service.

Accepted Answer

A) True 
 B)False

Question 18

Primary-demand advertising is:

Accepted Answer

A)  promotion of specific brands of goods or services. 
B)  image-building advertising. 
C)  advertising aimed at stimulating demand for an entire industry. 
D)  product-related advertising aimed at a company's primary target market. 
E)  aimed mainly at children who are in primary school. 
A)  promotion of specific brands of goods or services. 
B)  image-building advertising. 
C)  advertising aimed at stimulating demand for an entire industry. 
D)  product-related advertising aimed at a company's primary target market. 
E)  aimed mainly at children who are in primary school.

Question 19

Meijer, a retail chain, carries a full line of food and nonfood items as well as product lines such as small appliances.Some furniture, automotive items, clothing, and lawn and garden equipment.Maijer is a(n) _____.

Accepted Answer

A)  supermarket 
B)  warehouse club 
C)  off-price retailer 
D)  discount store 
E)  superstore 
A)  supermarket 
B)  warehouse club 
C)  off-price retailer 
D)  discount store 
E)  superstore

Question 20

The most direct channel for consumer products is from producer to retailer to consumer.

Accepted Answer

A) True 
 B)False

The use of only a portion or percentage of the available outlets in each geographic area for market exposure is called _____ distribution.

Staples, Babies 'R' Us, and Petsmart are examples of _____.

Missionary selling consists of processing the purchases of customers who have essentially decided what they wish to buy.

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products.Douglas is providing _____ in this role as a wholesaler.

Neighborhood shopping centers often promote the center and the tenants as a group.

One of the most significant issues of online retailing is _____.

An intermediary that purchases goods in large quantities, takes title to the merchandise, and then sells it to retailers or business users is called a commission brocker.

A transportation firm whose services are available to all shippers is a common carrier.

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?

Sales promotion methods include all of the following except:

A promotion mix can be defined as communication about an organization and its products that is intended to inform, persuade, or remind target market members.

A sales agent provides immediate entry into a territory, regular calls on customers, selling experience, and a known, predetermined selling expense.

A highly specialized mode of transportation that is used primarily to carry petroleum and natural gas is _____.

All of the following are characteristics of warehouse showroom retailers except

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a and an .

An independent retailer is a firm that operates more than one outlet and generally provides personal service.

Primary-demand advertising is:

Meijer, a retail chain, carries a full line of food and nonfood items as well as product lines such as small appliances.Some furniture, automotive items, clothing, and lawn and garden equipment.Maijer is a(n) _____.

The most direct channel for consumer products is from producer to retailer to consumer.

Exploring the World of Business and Economics

Being Ethical and Socially Responsible

Exploring Global Business

Choosing a Form of Business Ownership

Small Business, Entrepreneurship, and Franchises

Understanding the Management Process

Creating a Flexible Organization

Producing Quality Goods and Services

Attracting and Retaining the Best Employees

Motivating and Satisfying Employees and Teams

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Understanding Information and E-Business

Using Accounting Information

Mastering Financial Management

Filters

Exam 13: Distributing and Promoting Products

The use of only a portion or percentage of the available outlets in each geographic area for market exposure is called _____ distribution.

Staples, Babies 'R' Us, and Petsmart are examples of _____.

Missionary selling consists of processing the purchases of customers who have essentially decided what they wish to buy.

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products.Douglas is providing _____ in this role as a wholesaler.

Neighborhood shopping centers often promote the center and the tenants as a group.

One of the most significant issues of online retailing is _____.

An intermediary that purchases goods in large quantities, takes title to the merchandise, and then sells it to retailers or business users is called a commission brocker.

A transportation firm whose services are available to all shippers is a common carrier.

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?

Sales promotion methods include all of the following except:

A promotion mix can be defined as communication about an organization and its products that is intended to inform, persuade, or remind target market members.

A sales agent provides immediate entry into a territory, regular calls on customers, selling experience, and a known, predetermined selling expense.

A highly specialized mode of transportation that is used primarily to carry petroleum and natural gas is _____.

All of the following are characteristics of warehouse showroom retailers except

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a ____ and an ____.

An independent retailer is a firm that operates more than one outlet and generally provides personal service.

Primary-demand advertising is:

Meijer, a retail chain, carries a full line of food and nonfood items as well as product lines such as small appliances.Some furniture, automotive items, clothing, and lawn and garden equipment.Maijer is a(n) _____.

The most direct channel for consumer products is from producer to retailer to consumer.

Exploring the World of Business and Economics

Being Ethical and Socially Responsible

Exploring Global Business

Choosing a Form of Business Ownership

Small Business, Entrepreneurship, and Franchises

Understanding the Management Process

Creating a Flexible Organization

Producing Quality Goods and Services

Attracting and Retaining the Best Employees

Motivating and Satisfying Employees and Teams

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Understanding Information and E-Business

Using Accounting Information

Mastering Financial Management

Filters

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a and an .