Question 1

A pushing promotional strategy is _____.

Accepted Answer

A) designed to promote one item at a time and place it near the location of an actual purchase decision 
B) designed to encourage consumers to ask for a specific product even if a retailer does not carry it 
C) primarily used when goods or services are marketed to the ultimate consumer 
D) designed to market a product,product line,or service to wholesalers and retailers 
A) designed to promote one item at a time and place it near the location of an actual purchase decision 
B) designed to encourage consumers to ask for a specific product even if a retailer does not carry it 
C) primarily used when goods or services are marketed to the ultimate consumer 
D) designed to market a product,product line,or service to wholesalers and retailers

Question 2

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

Accepted Answer

A) True 
 B)False

Question 3

The use of literature and unusual visual aids is part of the _____stage of the sales process.

Accepted Answer

A) approach 
B) demonstration 
C) closing 
D) qualifying 
A) approach 
B) demonstration 
C) closing 
D) qualifying

Question 4

Kristen and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is _____.

Accepted Answer

A) conducting a follow-up 
B) trying to get a repeat order 
C) prospecting 
D) overcoming objections 
A) conducting a follow-up 
B) trying to get a repeat order 
C) prospecting 
D) overcoming objections

Question 5

Oilfield Inc.and Trell Inc. ,two major oil companies,are located directly across the street from one another.Oilfield lowers its price for regular unleaded oil by 5 cents,and Trell quickly follows suit.What pricing objective is Trell using?

Accepted Answer

A) Competitive pricing 
B) Skimming pricing 
C) Odd pricing 
D) Penetration pricing 
A) Competitive pricing 
B) Skimming pricing 
C) Odd pricing 
D) Penetration pricing

Question 6

A company includes an instant coupon as part of its product's package that gives buyers a discount on the product's retail price.What is the company attempting to do?

Accepted Answer

A) Increase sales 
B) Provide negative information about its competitors 
C) Stabilize sales by employing personal selling 
D) Differentiate the product 
A) Increase sales 
B) Provide negative information about its competitors 
C) Stabilize sales by employing personal selling 
D) Differentiate the product

Question 7

Advertising is always a form of paid personal communication.

Accepted Answer

A) True 
 B)False

Question 8

When firms try to differentiate their products,they often apply a concept known as _____.

Accepted Answer

A) product valuation 
B) personal selling 
C) the marketing mix 
D) positioning 
A) product valuation 
B) personal selling 
C) the marketing mix 
D) positioning

Question 9

A disadvantage of using _____ as an advertising medium is their short lifespan.

Accepted Answer

A) magazines 
B) newspapers 
C) outdoor ads 
D) internet ads 
A) magazines 
B) newspapers 
C) outdoor ads 
D) internet ads

Question 10

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

Accepted Answer

A) True 
 B)False

Question 11

Name the two basic types of advertising and provide examples for both.

Accepted Answer

The two basic types of advertising are p

Question 12

Television is an attractive advertising medium because it _____.

Accepted Answer

A) is relatively inexpensive 
B) offers a constantly growing network audience 
C) offers mass coverage and flexibility 
D) provides instant feedback that can be used to measure effectiveness 
A) is relatively inexpensive 
B) offers a constantly growing network audience 
C) offers mass coverage and flexibility 
D) provides instant feedback that can be used to measure effectiveness

Question 13

Mex,a restaurant,makes all its menu items from scratch and uses authentic Mexican herbs in its dishes.As a result of its focus on using specialty ingredients,prices are 75% higher than its competitors.Mex knows that_____.

Accepted Answer

A) the higher the price,the better its perceived quality 
B) people always pay more for items that are unfamiliar to them 
C) people think that the competitor's food is priced too low 
D) experience has taught consumers to ignore prices 
A) the higher the price,the better its perceived quality 
B) people always pay more for items that are unfamiliar to them 
C) people think that the competitor's food is priced too low 
D) experience has taught consumers to ignore prices

Question 14

In the movie,The Social Network,the actor portraying Mark Zuckerberg was featured wearing products by Gap and the North Face.This form of promotion is known as _____.

Accepted Answer

A) trade promotion 
B) institutional advertising 
C) creative selling 
D) product placement 
A) trade promotion 
B) institutional advertising 
C) creative selling 
D) product placement

Question 15

Craig,a public relations manager of GBS bank,creates an advertisement that explains how GBS bank has positively influenced the economy of his country.Craig has used _____ advertising.

Accepted Answer

A) institutional 
B) cause 
C) product 
D) corporate 
A) institutional 
B) cause 
C) product 
D) corporate

Question 16

Complete the following using the terms listed.
-A(n)_____ strategy sets an intentionally high price relative to the prices of competing products.

Accepted Answer

A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing 
A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing

Question 17

A company's employee volunteers clean up a neighborhood playground.In the process,employees hand out free company product samples.This is an example of a publicity campaign.

Accepted Answer

A) True 
 B)False

Question 18

Order processing involves identifying customer needs,pointing them out to customers,and completing orders.

Accepted Answer

A) True 
 B)False

Question 19

Viral advertising is often quite expensive.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following pricing objectives will have the most influence on a luxury watchmaker's pricing strategy?

Accepted Answer

A) Profitability 
B) Prestige 
C) Meeting the competition 
D) Volume 
A) Profitability 
B) Prestige 
C) Meeting the competition 
D) Volume

A pushing promotional strategy is _____.

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

The use of literature and unusual visual aids is part of the _____stage of the sales process.

Kristen and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is _____.

Oilfield Inc.and Trell Inc. ,two major oil companies,are located directly across the street from one another.Oilfield lowers its price for regular unleaded oil by 5 cents,and Trell quickly follows suit.What pricing objective is Trell using?

A company includes an instant coupon as part of its product's package that gives buyers a discount on the product's retail price.What is the company attempting to do?

Advertising is always a form of paid personal communication.

When firms try to differentiate their products,they often apply a concept known as _____.

A disadvantage of using _____ as an advertising medium is their short lifespan.

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

Name the two basic types of advertising and provide examples for both.

Television is an attractive advertising medium because it _____.

Mex,a restaurant,makes all its menu items from scratch and uses authentic Mexican herbs in its dishes.As a result of its focus on using specialty ingredients,prices are 75% higher than its competitors.Mex knows that_____.

In the movie,The Social Network,the actor portraying Mark Zuckerberg was featured wearing products by Gap and the North Face.This form of promotion is known as _____.

Craig,a public relations manager of GBS bank,creates an advertisement that explains how GBS bank has positively influenced the economy of his country.Craig has used _____ advertising.

Complete the following using the terms listed. -A(n)_____ strategy sets an intentionally high price relative to the prices of competing products.

A company's employee volunteers clean up a neighborhood playground.In the process,employees hand out free company product samples.This is an example of a publicity campaign.

Order processing involves identifying customer needs,pointing them out to customers,and completing orders.

Viral advertising is often quite expensive.

Which of the following pricing objectives will have the most influence on a luxury watchmaker's pricing strategy?

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Todays Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management,leadership,and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Trends in E-Commerce

Filters

Exam 13: Promotion and Pricing Strategies

A pushing promotional strategy is _____.

Persuasive advertising is only used during a product's introductory period in order to improve the competitive status of the product.

The use of literature and unusual visual aids is part of the _____stage of the sales process.

Kristen and Jack have had an in-ground swimming pool installed in their back yard.About one week after the installation,the salesperson that facilitated the installation telephoned and asked if everything about the pool met with their expectations.The salesperson is _____.

Oilfield Inc.and Trell Inc. ,two major oil companies,are located directly across the street from one another.Oilfield lowers its price for regular unleaded oil by 5 cents,and Trell quickly follows suit.What pricing objective is Trell using?

A company includes an instant coupon as part of its product's package that gives buyers a discount on the product's retail price.What is the company attempting to do?

Advertising is always a form of paid personal communication.

When firms try to differentiate their products,they often apply a concept known as _____.

A disadvantage of using _____ as an advertising medium is their short lifespan.

An integrated marketing communications strategy focuses on customer needs by creating unified promotional messages.

Name the two basic types of advertising and provide examples for both.

Television is an attractive advertising medium because it _____.

Mex,a restaurant,makes all its menu items from scratch and uses authentic Mexican herbs in its dishes.As a result of its focus on using specialty ingredients,prices are 75% higher than its competitors.Mex knows that_____.

In the movie,The Social Network,the actor portraying Mark Zuckerberg was featured wearing products by Gap and the North Face.This form of promotion is known as _____.

Craig,a public relations manager of GBS bank,creates an advertisement that explains how GBS bank has positively influenced the economy of his country.Craig has used _____ advertising.

Complete the following using the terms listed. -A(n)_____ strategy sets an intentionally high price relative to the prices of competing products.

A company's employee volunteers clean up a neighborhood playground.In the process,employees hand out free company product samples.This is an example of a publicity campaign.

Order processing involves identifying customer needs,pointing them out to customers,and completing orders.

Viral advertising is often quite expensive.

Which of the following pricing objectives will have the most influence on a luxury watchmaker's pricing strategy?

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Todays Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management,leadership,and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Trends in E-Commerce

Filters