Question 1

Which of the following is the best example of a good advertising campaign objective?

Accepted Answer

A)  Sales will increase as a result of this advertising campaign. 
B)  This campaign will result in a 5 percent increase in market share. 
C)  Within two months,this campaign will increase sales. 
D)  This campaign will result in a 10 percent increase in sales by next February. 
E)  More customers will know about our company as a result of this campaign. 
A)  Sales will increase as a result of this advertising campaign. 
B)  This campaign will result in a 5 percent increase in market share. 
C)  Within two months,this campaign will increase sales. 
D)  This campaign will result in a 10 percent increase in sales by next February. 
E)  More customers will know about our company as a result of this campaign.

Question 2

Whirlpool Appliances would most likely use _____ distribution to sell its products.

Accepted Answer

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

Question 3

You are in charge of advertising for a golf course in the Northeast.The owner of the course is convinced that once-a-week advertising in the local newspaper will be the most effective method.You feel obligated to warn him that newspaper advertising:

Accepted Answer

A)  has a short lead time because people usually read it and then discard it. 
B)  is one of the most expensive forms of advertising available. 
C)  is likely to reach people outside the golf course's market area. 
D)  is untimely and therefore unlikely to provide any benefit. 
E)  has become almost worthless with all advertising moving to the Internet. 
A)  has a short lead time because people usually read it and then discard it. 
B)  is one of the most expensive forms of advertising available. 
C)  is likely to reach people outside the golf course's market area. 
D)  is untimely and therefore unlikely to provide any benefit. 
E)  has become almost worthless with all advertising moving to the Internet.

Question 4

L'eggs Pantyhose often sends potential customers free trails of its pantyhose in the mail.This is an example of _____.

Accepted Answer

A)  catalog marketing 
B)  telemarketing 
C)  home shopping 
D)  direct-response marketing 
E)  mail retailing 
A)  catalog marketing 
B)  telemarketing 
C)  home shopping 
D)  direct-response marketing 
E)  mail retailing

Question 5

Automobile manufacturers advertise their cars on the Internet,radio,television,and billboards;in newspapers and magazines;and by direct mail.In this example,radio,TV,newspapers,magazines,and direct mail are called advertising _____.

Accepted Answer

A)  targets 
B)  campaigns 
C)  strategies 
D)  blitzes 
E)  media 
A)  targets 
B)  campaigns 
C)  strategies 
D)  blitzes 
E)  media

Question 6

Polly,Inc.purchases supplies such as paper and seat covers directly from manufacturers and then sells them to other firms.Polly,Inc.is a(n)_____.

Accepted Answer

A)  retailer 
B)  wholesaler 
C)  functional middleman 
D)  agent 
E)  producer 
A)  retailer 
B)  wholesaler 
C)  functional middleman 
D)  agent 
E)  producer

Question 7

All of the following are benefits of advertising except:

Accepted Answer

A)  effects of certain products may be exaggerated. 
B)  it is not expensive in reaching a large number of people. 
C)  it lowers prices due to competition. 
D)  it pays for news and entertainment programming. 
E)  it provides job opportunities. 
A)  effects of certain products may be exaggerated. 
B)  it is not expensive in reaching a large number of people. 
C)  it lowers prices due to competition. 
D)  it pays for news and entertainment programming. 
E)  it provides job opportunities.

Question 8

Brandie is a specialist in crude oil.She represents buyers or sellers and is generally hired on a temporary basis.She is known for her expertise in crude oil.Brandie in a(n)_____.

Accepted Answer

A)  agent 
B)  limited-line wholesaler 
C)  broker 
D)  commission merchant 
E)  full-service wholesaler 
A)  agent 
B)  limited-line wholesaler 
C)  broker 
D)  commission merchant 
E)  full-service wholesaler

Question 9

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

Accepted Answer

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

Question 10

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 11

​A _____ is a piece,of up to 3,000 words,prepared by an organization for inclusion in a particular publication.

Accepted Answer

A)  ​feature article 
B)  ​news release 
C)  ​cooperative advertisement 
D)  ​captioned photograph 
A)  ​feature article 
B)  ​news release 
C)  ​cooperative advertisement 
D)  ​captioned photograph

Question 12

Don Martin owns DME Ads Inc.,an advertising agency.At present,the company focuses on advertising only.However,Don plans to expand the company's focus to include all the major elements of an organization's promotional mix.Don feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion.Currently,the firm organizes its work according to the media being used.Don believes this is the most effective way to subdivide advertising.Since television is the most widely used advertising medium,the company spends most of its time on television advertising.DME knows what it takes to get the job done,and it is committed to success.
-Refer to DME Ads Inc.As Don plans to expand the company's focus to other major elements of the promotion mix,which of the following should he focus on if he wants to help his clients create and maintain favorable relationships between them and their various internal and external groups?

Accepted Answer

A)  Word-of-mouth 
B)  Sales promotion 
C)  Rebates 
D)  Public relations 
E)  Personal selling 
A)  Word-of-mouth 
B)  Sales promotion 
C)  Rebates 
D)  Public relations 
E)  Personal selling

Question 13

A general term for a middleman that actually buys from producers or other middlemen and then resells goods to consumers is a _____.

Accepted Answer

A)  functional middleman 
B)  broker 
C)  retailer 
D)  sales agent 
E)  merchant middleman 
A)  functional middleman 
B)  broker 
C)  retailer 
D)  sales agent 
E)  merchant middleman

Question 14

How are department stores defined? Mention several examples of department stores.

Accepted Answer

Department stores are large retail estab

Question 15

A _____ is a typed page,or e-mail,of about 300 words provided by an organization to the media as a form of publicity.

Accepted Answer

A)  ​news release 
B)  ​feature article 
C)  ​cooperative advertisement 
D)  ​press conference 
A)  ​news release 
B)  ​feature article 
C)  ​cooperative advertisement 
D)  ​press conference

Question 16

Dollar General and Dollar Tree are considered

Accepted Answer

A)  department stores. 
B)  superstores. 
C)  independent retailers. 
D)  convenience stores. 
E)  discount stores. 
A)  department stores. 
B)  superstores. 
C)  independent retailers. 
D)  convenience stores. 
E)  discount stores.

Question 17

Hope demonstrates how her company's new professional stain remover works.This demonstration is part of the ____ step of the personal-selling process.

Accepted Answer

A)  prospecting 
B)  answering objections 
C)  closing the sale 
D)  making the presentation 
E)  approaching the prospect 
A)  prospecting 
B)  answering objections 
C)  closing the sale 
D)  making the presentation 
E)  approaching the prospect

Question 18

P&T Inc.
P&T Inc.is an emerging company that wants to focus on personal selling,sales promotion,and public relations activities.P&T'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 P&T Inc.P&T management knows that ____ is the most effective and least expensive means of communicating product information to a large number of individuals and organizations.

Accepted Answer

A)  advertising 
B)  personal selling 
C)  sales promotion 
D)  public relations 
E)  corporate promotion 
A)  advertising 
B)  personal selling 
C)  sales promotion 
D)  public relations 
E)  corporate promotion

Question 19

_____ refers to the set of activities involved in receiving and storing goods and preparing them for reshipment.

Accepted Answer

A)  Transportation 
B)  Physical inventory 
C)  Warehousing 
D)  Order processing 
E)  Materials handling 
A)  Transportation 
B)  Physical inventory 
C)  Warehousing 
D)  Order processing 
E)  Materials handling

Question 20

Marketing organizations that link producer and consumer within a marketing channel are called _____.

Accepted Answer

A)  distributorships 
B)  warehousing groups 
C)  marketing intermediaries 
D)  shopping centers 
E)  supermarkets 
A)  distributorships 
B)  warehousing groups 
C)  marketing intermediaries 
D)  shopping centers 
E)  supermarkets

Which of the following is the best example of a good advertising campaign objective?

Whirlpool Appliances would most likely use _____ distribution to sell its products.

You are in charge of advertising for a golf course in the Northeast.The owner of the course is convinced that once-a-week advertising in the local newspaper will be the most effective method.You feel obligated to warn him that newspaper advertising:

L'eggs Pantyhose often sends potential customers free trails of its pantyhose in the mail.This is an example of _____.

Automobile manufacturers advertise their cars on the Internet,radio,television,and billboards;in newspapers and magazines;and by direct mail.In this example,radio,TV,newspapers,magazines,and direct mail are called advertising _____.

Polly,Inc.purchases supplies such as paper and seat covers directly from manufacturers and then sells them to other firms.Polly,Inc.is a(n)_____.

All of the following are benefits of advertising except:

Brandie is a specialist in crude oil.She represents buyers or sellers and is generally hired on a temporary basis.She is known for her expertise in crude oil.Brandie in a(n)_____.

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.

A _____ is a piece,of up to 3,000 words,prepared by an organization for inclusion in a particular publication.

A general term for a middleman that actually buys from producers or other middlemen and then resells goods to consumers is a _____.

How are department stores defined? Mention several examples of department stores.

A _____ is a typed page,or e-mail,of about 300 words provided by an organization to the media as a form of publicity.

Dollar General and Dollar Tree are considered

Hope demonstrates how her company's new professional stain remover works.This demonstration is part of the ____ step of the personal-selling process.

_____ refers to the set of activities involved in receiving and storing goods and preparing them for reshipment.

Marketing organizations that link producer and consumer within a marketing channel are called _____.

Exploring the World of Business and Economics

Ethics and Social Responsibility in Business

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

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Exploring Social Media and E-Business

Using Management and Accounting Information

Mastering Financial Management

Understanding Personal Finances and Investments

Enhancing Union-Management Relations

Risk Management and Insurance

Business Law regulation and Taxation

Filters

Exam 13: Distributing and Promoting Products

Which of the following is the best example of a good advertising campaign objective?

Whirlpool Appliances would most likely use _____ distribution to sell its products.

You are in charge of advertising for a golf course in the Northeast.The owner of the course is convinced that once-a-week advertising in the local newspaper will be the most effective method.You feel obligated to warn him that newspaper advertising:

L'eggs Pantyhose often sends potential customers free trails of its pantyhose in the mail.This is an example of _____.

Automobile manufacturers advertise their cars on the Internet,radio,television,and billboards;in newspapers and magazines;and by direct mail.In this example,radio,TV,newspapers,magazines,and direct mail are called advertising _____.

Polly,Inc.purchases supplies such as paper and seat covers directly from manufacturers and then sells them to other firms.Polly,Inc.is a(n)_____.

All of the following are benefits of advertising except:

Brandie is a specialist in crude oil.She represents buyers or sellers and is generally hired on a temporary basis.She is known for her expertise in crude oil.Brandie in a(n)_____.

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.

​A _____ is a piece,of up to 3,000 words,prepared by an organization for inclusion in a particular publication.

A general term for a middleman that actually buys from producers or other middlemen and then resells goods to consumers is a _____.

How are department stores defined? Mention several examples of department stores.

A _____ is a typed page,or e-mail,of about 300 words provided by an organization to the media as a form of publicity.

Dollar General and Dollar Tree are considered

Hope demonstrates how her company's new professional stain remover works.This demonstration is part of the ____ step of the personal-selling process.

_____ refers to the set of activities involved in receiving and storing goods and preparing them for reshipment.

Marketing organizations that link producer and consumer within a marketing channel are called _____.

Exploring the World of Business and Economics

Ethics and Social Responsibility in Business

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

Building Customer Relationships Through Effective Marketing

Creating and Pricing Products That Satisfy Customers

Exploring Social Media and E-Business

Using Management and Accounting Information

Mastering Financial Management

Understanding Personal Finances and Investments

Enhancing Union-Management Relations

Risk Management and Insurance

Business Law regulation and Taxation

Filters

A _____ is a piece,of up to 3,000 words,prepared by an organization for inclusion in a particular publication.