Question 1

Wholesalers often help retailers train their sales clerks,improve store layouts and displays,and set up accounting and inventory control systems.

Accepted Answer

A) True 
 B)False  True

Question 2

Members of the marketing team are MOST often involved with ________.

Accepted Answer

A)  licensing contracts and advertising 
B)  advertising, human resources, and customer relations 
C)  distribution channels, customer relations, and information technology 
D)  sales promotions, public relations, and advertising 
E)  negotiating between buyers and sellers of the goods and services 
A)  licensing contracts and advertising 
B)  advertising, human resources, and customer relations 
C)  distribution channels, customer relations, and information technology 
D)  sales promotions, public relations, and advertising 
E)  negotiating between buyers and sellers of the goods and services D

Question 3

What is the BEST source of new leads for good salespeople?

Accepted Answer

A)  trade shows 
B)  current customers 
C)  responses from target mailings 
D)  website visitors 
E)  cold calling 
A)  trade shows 
B)  current customers 
C)  responses from target mailings 
D)  website visitors 
E)  cold calling B

Question 4

Publicity is information about an individual,organization,or product transmitted through mass media at minimal charge.

Accepted Answer

A) True 
 B)False

Question 5

What is the chief disadvantage of publicity?

Accepted Answer

Publicity is not con

Question 6

What is the last step in the personal selling process?

Accepted Answer

A)  closing the sale 
B)  following up 
C)  meeting customer's needs 
D)  asking for referrals 
E)  overcoming objections 
A)  closing the sale 
B)  following up 
C)  meeting customer's needs 
D)  asking for referrals 
E)  overcoming objections

Question 7

What term is used to refer to a company's effort to minimize the harmful effects of a negative event?

Accepted Answer

The term i

Question 8

Although it is costly,advertising often leads to lower prices for consumers.Explain why.

Accepted Answer

Advertising is a mass-marketing tool.The

Question 9

Which transportation mode MOST often has the highest accessibility to markets?

Accepted Answer

A)  railroads 
B)  waterways 
C)  trucks 
D)  airways 
E)  pipelines 
A)  railroads 
B)  waterways 
C)  trucks 
D)  airways 
E)  pipelines

Question 10

Wholesalers often withhold information about competitors,new products,and price developments in order to protect their relationships with other accounts they are distributing.

Accepted Answer

A) True 
 B)False

Question 11

What distinguishes agents from brokers?

Accepted Answer

Agents represent the buyers or

Question 12

Which of the following is NOT one of the common public relations tools?

Accepted Answer

A)  globally integrated messages 
B)  controlled messages 
C)  publicity messages 
D)  semi-controlled messages 
E)  sponsorship of special events 
A)  globally integrated messages 
B)  controlled messages 
C)  publicity messages 
D)  semi-controlled messages 
E)  sponsorship of special events

Question 13

What are some of the alternatives to the traditional brick-and-mortar retail store?

Accepted Answer

Electronic retailing,vending machines,mu

Question 14

What is necessary before specific public relations programs can be implemented to shape the image and reputation of an organization?

Accepted Answer

An honest audit of public opin

Question 15

Advertising is paid,impersonal mass communication from an identified sponsor to persuade or influence a targeted audience.

Accepted Answer

A) True 
 B)False

Question 16

Promotion is designed to increase brand awareness,sales,and ________.

Accepted Answer

A)  identification of target 
B)  brand loyalty 
C)  distribution 
D)  market share 
E)  media plan budget 
A)  identification of target 
B)  brand loyalty 
C)  distribution 
D)  market share 
E)  media plan budget

Question 17

When companies give back to the community through donations or scholarship programs,it not only costs them money,but if often brings money into the company as well.

Accepted Answer

A) True 
 B)False

Question 18

Trade shows and conventions,cooperative advertising,sales contests,quantity discounts,and free merchandise are ________ tools.

Accepted Answer

A)  trade sales promotional 
B)  marketing 
C)  consumer sales promotion 
D)  public relations 
E)  distribution 
A)  trade sales promotional 
B)  marketing 
C)  consumer sales promotion 
D)  public relations 
E)  distribution

Question 19

Since fewer and fewer people read magazines,advertising in magazines is considered more of a risk because of the high cost and the fact that advertisements will appear with those of competitors.

Accepted Answer

A) True 
 B)False

Question 20

Name at least three forums in which semi-controlled messages can be placed.

Accepted Answer

Semi-controlled messages can b

Exam 14: Promotion and Distribution

Wholesalers often help retailers train their sales clerks,improve store layouts and displays,and set up accounting and inventory control systems.

Members of the marketing team are MOST often involved with ________.

What is the BEST source of new leads for good salespeople?

Publicity is information about an individual,organization,or product transmitted through mass media at minimal charge.

What is the chief disadvantage of publicity?

What is the last step in the personal selling process?

What term is used to refer to a company's effort to minimize the harmful effects of a negative event?

Although it is costly,advertising often leads to lower prices for consumers.Explain why.

Which transportation mode MOST often has the highest accessibility to markets?

Wholesalers often withhold information about competitors,new products,and price developments in order to protect their relationships with other accounts they are distributing.

What distinguishes agents from brokers?

Which of the following is NOT one of the common public relations tools?

What are some of the alternatives to the traditional brick-and-mortar retail store?

What is necessary before specific public relations programs can be implemented to shape the image and reputation of an organization?

Advertising is paid,impersonal mass communication from an identified sponsor to persuade or influence a targeted audience.

Promotion is designed to increase brand awareness,sales,and ________.

When companies give back to the community through donations or scholarship programs,it not only costs them money,but if often brings money into the company as well.

Trade shows and conventions,cooperative advertising,sales contests,quantity discounts,and free merchandise are ________ tools.

Since fewer and fewer people read magazines,advertising in magazines is considered more of a risk because of the high cost and the fact that advertisements will appear with those of competitors.

Name at least three forums in which semi-controlled messages can be placed.

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