Question 1

A feature article is a type of publicity that is generally one typed page of about three hundred words.

Accepted Answer

A) True 
 B)False

Question 2

An advertisement for a self-cleaning litter box for cats appears in Runner's World magazine. The litter box company's campaign is likely to fail because the ad is unlikely to:

Accepted Answer

A) appeal to adults. 
B) reach the market. 
C) reach its target audience. 
D) offer enough product information. 
E) stimulate any interest. 
A) appeal to adults. 
B) reach the market. 
C) reach its target audience. 
D) offer enough product information. 
E) stimulate any interest.

Question 3

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?

Accepted Answer

A) Bribery. 
B) Consumer sales promotion technique. 
C) Consumer product promotion technique. 
D) Trade sales promotion method. 
E) Bait-and-switch method. 
A) Bribery. 
B) Consumer sales promotion technique. 
C) Consumer product promotion technique. 
D) Trade sales promotion method. 
E) Bait-and-switch method.

Question 4

A sales agent provides all of the following advantages except

Accepted Answer

A) immediate entry into a territory 
B) selling experience 
C) a predetermined selling expense 
D) a warehouse 
E) regular calls on customers 
A) immediate entry into a territory 
B) selling experience 
C) a predetermined selling expense 
D) a warehouse 
E) regular calls on customers

Question 5

Newspapers, magazines, television, radio, and direct mail are all examples of advertising media.

Accepted Answer

A) True 
 B)False

Question 6

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.

Question 7

Every channel of distribution, from the simplest to the most complex, begins with the producer and ends with either the consumer or the business user.

Accepted Answer

A) True 
 B)False

Question 8

An advertising agency receives ____ percent of the client's media expenditures.

Accepted Answer

A) 6 
B) 10 
C) 12 
D) 15 
E) 18 
A) 6 
B) 10 
C) 12 
D) 15 
E) 18

Question 9

A return of part of the purchase price to the consumer is known as a _____.

Accepted Answer

A) premium 
B) rebate 
C) sample 
D) point-of-purchase coupon 
E) discount 
A) premium 
B) rebate 
C) sample 
D) point-of-purchase coupon 
E) discount

Question 10

The sales force for Stanley Tool Corp. has been instructed to offer a 10 percent discount to its retailers on all units ordered in excess of the previous month's order amount. The offer will be extended to Stanley's independent retailers, applicable to several small hardware lines. The objective of this type of sales promotion is to:

Accepted Answer

A) build up reseller inventories. 
B) increase traffic in retail stores. 
C) improve shelf space and displays. 
D) reinforce advertising. 
E) encourage trial purchases of a new product. 
A) build up reseller inventories. 
B) increase traffic in retail stores. 
C) improve shelf space and displays. 
D) reinforce advertising. 
E) encourage trial purchases of a new product.

Question 11

Most local firms use immediate-response advertising.

Accepted Answer

A) True 
 B)False

Question 12

SME Ads Inc. (SME)
Steven Monahan owns SME Ads Inc., an advertising agency. At present, the company focuses on advertising only. However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix. Steven 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. Steven 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. SME knows what it takes to get the job done, and it is committed to success.
-Refer to SME Ads Inc. SME recently created advertising for Maruti Automobiles for its new line of cars called Maruti Marvels. Such brand-oriented advertising is called _____.

Accepted Answer

A) primary-demand advertising 
B) selective-demand advertising 
C) institutional advertising 
D) individualized advertising 
E) private advertising 
A) primary-demand advertising 
B) selective-demand advertising 
C) institutional advertising 
D) individualized advertising 
E) private advertising

Question 13

A functional middleman who does not take title to products and who is compensated by commissions paid by producers is called a(n) _____.

Accepted Answer

A) retailer 
B) wholesaler 
C) jobber 
D) agent 
E) limited-line wholesaler 
A) retailer 
B) wholesaler 
C) jobber 
D) agent 
E) limited-line wholesaler

Question 14

Which of the following is not a public relations tool?

Accepted Answer

A) Press conference 
B) News release 
C) Sponsorship program 
D) Trade show 
E) Captioned photograph 
A) Press conference 
B) News release 
C) Sponsorship program 
D) Trade show 
E) Captioned photograph

Question 15

General Mills is planning a sales promotion to stimulate wholesalers and retailers to carry a new line of cake mixes and to market the mixes aggressively. What type of sales promotion should General Mills use?

Accepted Answer

A) Consumer sales 
B) Pull 
C) Push 
D) Trade sales 
E) Product sales 
A) Consumer sales 
B) Pull 
C) Push 
D) Trade sales 
E) Product sales

Question 16

Ski XYZ Company manufactured too many ski jackets, overestimating the quantity retailers would purchase. So Ski XYZ has offered its customers a lower cost of purchase, 20 percent lower, if they order ten or more jackets. The company is displaying an example of what?

Accepted Answer

A) Cooperative advertising 
B) Rebates 
C) Coupons 
D) Discounts 
E) Buying allowances 
A) Cooperative advertising 
B) Rebates 
C) Coupons 
D) Discounts 
E) Buying allowances

Question 17

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 18

The most expensive but most adaptable method of the promotion mix is _____.

Accepted Answer

A) sales promotion 
B) advertising 
C) direct mail 
D) personal selling 
E) publicity 
A) sales promotion 
B) advertising 
C) direct mail 
D) personal selling 
E) publicity

Question 19

If Home Depot, Delta Faucets, and Armstrong Floor Coverings pay for a television show about remodeling a kitchen on the Home and Garden Network, these companies are ____ the show.

Accepted Answer

A) buying time spots for 
B) purchasing network time for 
C) creating infomercials for 
D) sponsoring 
E) advertising 
A) buying time spots for 
B) purchasing network time for 
C) creating infomercials for 
D) sponsoring 
E) advertising

Question 20

Which type of store has high sales volume, little service, and prices 20-40 percent lower than supermarkets?

Accepted Answer

A) Specialty store 
B) Superstore 
C) Warehouse club 
D) Off-price retailer 
E) Convenience store 
A) Specialty store 
B) Superstore 
C) Warehouse club 
D) Off-price retailer 
E) Convenience store

A feature article is a type of publicity that is generally one typed page of about three hundred words.

An advertisement for a self-cleaning litter box for cats appears in Runner's World magazine. The litter box company's campaign is likely to fail because the ad is unlikely to:

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?

A sales agent provides all of the following advantages except

Newspapers, magazines, television, radio, and direct mail are all examples of advertising media.

Every channel of distribution, from the simplest to the most complex, begins with the producer and ends with either the consumer or the business user.

An advertising agency receives ____ percent of the client's media expenditures.

A return of part of the purchase price to the consumer is known as a _____.

Most local firms use immediate-response advertising.

A functional middleman who does not take title to products and who is compensated by commissions paid by producers is called a(n) _____.

Which of the following is not a public relations tool?

General Mills is planning a sales promotion to stimulate wholesalers and retailers to carry a new line of cake mixes and to market the mixes aggressively. What type of sales promotion should General Mills use?

Ski XYZ Company manufactured too many ski jackets, overestimating the quantity retailers would purchase. So Ski XYZ has offered its customers a lower cost of purchase, 20 percent lower, if they order ten or more jackets. The company is displaying an example of what?

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

The most expensive but most adaptable method of the promotion mix is _____.

If Home Depot, Delta Faucets, and Armstrong Floor Coverings pay for a television show about remodeling a kitchen on the Home and Garden Network, these companies are ____ the show.

Which type of store has high sales volume, little service, and prices 20-40 percent lower than supermarkets?

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 Social Media and E-Business

Using Management Information Systems and Accounting Information

Mastering Financial Management

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Exam 13: Distributing and Promoting Products

A feature article is a type of publicity that is generally one typed page of about three hundred words.

An advertisement for a self-cleaning litter box for cats appears in Runner's World magazine. The litter box company's campaign is likely to fail because the ad is unlikely to:

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?

A sales agent provides all of the following advantages except

Newspapers, magazines, television, radio, and direct mail are all examples of advertising media.

Every channel of distribution, from the simplest to the most complex, begins with the producer and ends with either the consumer or the business user.

An advertising agency receives ____ percent of the client's media expenditures.

A return of part of the purchase price to the consumer is known as a _____.

Most local firms use immediate-response advertising.

A functional middleman who does not take title to products and who is compensated by commissions paid by producers is called a(n) _____.

Which of the following is not a public relations tool?

General Mills is planning a sales promotion to stimulate wholesalers and retailers to carry a new line of cake mixes and to market the mixes aggressively. What type of sales promotion should General Mills use?

Ski XYZ Company manufactured too many ski jackets, overestimating the quantity retailers would purchase. So Ski XYZ has offered its customers a lower cost of purchase, 20 percent lower, if they order ten or more jackets. The company is displaying an example of what?

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

The most expensive but most adaptable method of the promotion mix is _____.

If Home Depot, Delta Faucets, and Armstrong Floor Coverings pay for a television show about remodeling a kitchen on the Home and Garden Network, these companies are ____ the show.

Which type of store has high sales volume, little service, and prices 20-40 percent lower than supermarkets?

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 Social Media and E-Business

Using Management Information Systems and Accounting Information

Mastering Financial Management

Filters