Question 1

What limits the economic side of using railroads for transportation?

Accepted Answer

Railroads can economically transport hig

Question 2

What do salespeople do to determine if a potential buyer has the authority to buy and ability to pay?

Accepted Answer

A)  Prospecting 
B)  Present and demonstrate products 
C)  Qualify the potential buyer 
D)  Close the sale 
E)  Encourage sales promotions 
A)  Prospecting 
B)  Present and demonstrate products 
C)  Qualify the potential buyer 
D)  Close the sale 
E)  Encourage sales promotions

Question 3

Which of the following refers to the combination of channels that a firm selects to get a product to end users?

Accepted Answer

A)  Distribution mix 
B)  Transportation strategy 
C)  Merchandising system 
D)  Marketing plan 
E)  Retail system 
A)  Distribution mix 
B)  Transportation strategy 
C)  Merchandising system 
D)  Marketing plan 
E)  Retail system

Question 4

What is the advantage of shopping at a wholesale club?

Accepted Answer

A)  There is a large discount on a wide range of merchandise. 
B)  Customers can view samples and place orders. 
C)  There are a wide variety of products at competitive prices. 
D)  The manufacturer owns the store and prices are discounted. 
E)  Merchandise is sold directly from the factory to the consumer. 
A)  There is a large discount on a wide range of merchandise. 
B)  Customers can view samples and place orders. 
C)  There are a wide variety of products at competitive prices. 
D)  The manufacturer owns the store and prices are discounted. 
E)  Merchandise is sold directly from the factory to the consumer.

Question 5

In promotion,a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

Accepted Answer

A) True 
 B)False

Question 6

What is the difference between retail and industrial selling?

Accepted Answer

Retail selling is selling a consumer pro

Question 7

A company that sells eco-friendly products should use direct mail with caution because many consumers view catalogs and other direct mail as environmentally irresponsible.

Accepted Answer

A) True 
 B)False

Question 8

Which distribution channel is used by companies that distribute their goods through their own system of outlets?

Accepted Answer

A)  Direct distribution 
B)  Retail distribution 
C)  Wholesale distribution 
D)  Distribution by agents 
E)  Distribution by brokers 
A)  Direct distribution 
B)  Retail distribution 
C)  Wholesale distribution 
D)  Distribution by agents 
E)  Distribution by brokers

Question 9

Summarize the steps in the personal selling process for creative selling.

Accepted Answer

The salesperson engages in prospecting (

Question 10

Home Shopping Club and QVC are examples of which of the following retail sales outlet?

Accepted Answer

A)  Direct selling 
B)  Video retailing 
C)  Electronic shopping 
D)  Virtual selling 
E)  Telemarketing 
A)  Direct selling 
B)  Video retailing 
C)  Electronic shopping 
D)  Virtual selling 
E)  Telemarketing

Question 11

Which of the following BEST describes the purpose of point-of-sale displays?

Accepted Answer

A)  To inform customers about the benefits of the products 
B)  To entice customers to buy additional products 
C)  To make it easier for customers to find products 
D)  To promote the reputation of the company offering certain products 
E)  To target specific messages about the product to customers 
A)  To inform customers about the benefits of the products 
B)  To entice customers to buy additional products 
C)  To make it easier for customers to find products 
D)  To promote the reputation of the company offering certain products 
E)  To target specific messages about the product to customers

Question 12

Which type of market distribution strategy places low cost goods at as many distribution points as possible?

Accepted Answer

A)  Selective 
B)  Conflicted 
C)  Exclusive 
D)  Intensive 
E)  Channel captains 
A)  Selective 
B)  Conflicted 
C)  Exclusive 
D)  Intensive 
E)  Channel captains

Question 13

What is a push strategy of promotion?

Accepted Answer

A company using a push strategy markets

Question 14

Explain the primary difference between a retailer and a wholesaler.

Accepted Answer

The primary difference is to whom the in

Question 15

What type of retailing is mail order or catalog marketing considered to be?

Accepted Answer

A)  Warehousing 
B)  Telemarketing 
C)  Nonstore 
D)  Direct selling 
E)  Online 
A)  Warehousing 
B)  Telemarketing 
C)  Nonstore 
D)  Direct selling 
E)  Online

Question 16

Describe the services provided by merchant wholesalers.

Accepted Answer

Merchant wholesalers buy products from m

Question 17

Which component of the distribution mix do agents and brokers represent in exchange for receiving commissions?

Accepted Answer

A)  Producers 
B)  Consumers 
C)  Retailers 
D)  Industrial users 
E)  Other intermediaries 
A)  Producers 
B)  Consumers 
C)  Retailers 
D)  Industrial users 
E)  Other intermediaries

Question 18

In which type of selling does the buyer typically go to the seller?

Accepted Answer

A)  Industrial selling 
B)  Missionary selling 
C)  Creative selling 
D)  Personal selling 
E)  Retail selling 
A)  Industrial selling 
B)  Missionary selling 
C)  Creative selling 
D)  Personal selling 
E)  Retail selling

Question 19

As a product-line retailer,what services do supermarkets emphasize?

Accepted Answer

A)  Specialized departments for different products 
B)  Wide variety of services, credit, and delivery options 
C)  Low prices, self-service, and wide selection 
D)  Full product line within a narrow product field 
E)  Knowledgeable sales people and product specialist 
A)  Specialized departments for different products 
B)  Wide variety of services, credit, and delivery options 
C)  Low prices, self-service, and wide selection 
D)  Full product line within a narrow product field 
E)  Knowledgeable sales people and product specialist

Question 20

What type of firm helps online consumers gather and sort information about products and helps in the sale of the products by presenting the information in an easy to understand format?

Accepted Answer

A)  Shopping agents 
B)  Drop shippers 
C)  Business-to-business brokers 
D)  Syndicated sellers 
E)  E-agents 
A)  Shopping agents 
B)  Drop shippers 
C)  Business-to-business brokers 
D)  Syndicated sellers 
E)  E-agents

What limits the economic side of using railroads for transportation?

What do salespeople do to determine if a potential buyer has the authority to buy and ability to pay?

Which of the following refers to the combination of channels that a firm selects to get a product to end users?

What is the advantage of shopping at a wholesale club?

In promotion,a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

What is the difference between retail and industrial selling?

A company that sells eco-friendly products should use direct mail with caution because many consumers view catalogs and other direct mail as environmentally irresponsible.

Which distribution channel is used by companies that distribute their goods through their own system of outlets?

Summarize the steps in the personal selling process for creative selling.

Home Shopping Club and QVC are examples of which of the following retail sales outlet?

Which of the following BEST describes the purpose of point-of-sale displays?

Which type of market distribution strategy places low cost goods at as many distribution points as possible?

What is a push strategy of promotion?

Explain the primary difference between a retailer and a wholesaler.

What type of retailing is mail order or catalog marketing considered to be?

Describe the services provided by merchant wholesalers.

Which component of the distribution mix do agents and brokers represent in exchange for receiving commissions?

In which type of selling does the buyer typically go to the seller?

As a product-line retailer,what services do supermarkets emphasize?

What type of firm helps online consumers gather and sort information about products and helps in the sale of the products by presenting the information in an easy to understand format?

The US Business Environment

Understanding Business Ethics and Social Responsibility

Entrepreneurship, New Ventures, and Business Ownership

Understanding the Global Context of Business

Managing the Business

Organizing the Business

Operations Management and Quality

Employee Behavior and Motivation

Leadership and Decision Making

Human Resource Management and Labor Relations

Marketing Processes and Consumer Behavior

Developing and Pricing Products

Information Technology Itfor Business

The Role of Accountants and Accounting Information

Understanding Money and the Role of Banking

Managing Business Finances

Filters

Exam 13: Distributing and Promoting Products

What limits the economic side of using railroads for transportation?

What do salespeople do to determine if a potential buyer has the authority to buy and ability to pay?

Which of the following refers to the combination of channels that a firm selects to get a product to end users?

What is the advantage of shopping at a wholesale club?

In promotion,a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

What is the difference between retail and industrial selling?

A company that sells eco-friendly products should use direct mail with caution because many consumers view catalogs and other direct mail as environmentally irresponsible.

Which distribution channel is used by companies that distribute their goods through their own system of outlets?

Summarize the steps in the personal selling process for creative selling.

Home Shopping Club and QVC are examples of which of the following retail sales outlet?

Which of the following BEST describes the purpose of point-of-sale displays?

Which type of market distribution strategy places low cost goods at as many distribution points as possible?

What is a push strategy of promotion?

Explain the primary difference between a retailer and a wholesaler.

What type of retailing is mail order or catalog marketing considered to be?

Describe the services provided by merchant wholesalers.

Which component of the distribution mix do agents and brokers represent in exchange for receiving commissions?

In which type of selling does the buyer typically go to the seller?

As a product-line retailer,what services do supermarkets emphasize?

What type of firm helps online consumers gather and sort information about products and helps in the sale of the products by presenting the information in an easy to understand format?

The US Business Environment

Understanding Business Ethics and Social Responsibility

Entrepreneurship, New Ventures, and Business Ownership

Understanding the Global Context of Business

Managing the Business

Organizing the Business

Operations Management and Quality

Employee Behavior and Motivation

Leadership and Decision Making

Human Resource Management and Labor Relations

Marketing Processes and Consumer Behavior

Developing and Pricing Products

Information Technology Itfor Business

The Role of Accountants and Accounting Information

Understanding Money and the Role of Banking

Managing Business Finances

Filters