Question 1

A general term for a middleman that actually buys and then resells goods 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 2

Publicity is a free package or container of a product sent to consumers in the mail.

Accepted Answer

A) True 
 B)False

Question 3

Both inside and outside order takers produce most of their company's sales through:

Accepted Answer

A) successful handling of repeat sales. 
B) creative selling techniques. 
C) aggressive solicitation of new customers. 
D) locating prospects. 
E) persuading new customers to try their product or service. 
A) successful handling of repeat sales. 
B) creative selling techniques. 
C) aggressive solicitation of new customers. 
D) locating prospects. 
E) persuading new customers to try their product or service.

Question 4

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Accepted Answer

A) Making the presentation 
B) Approaching the prospect 
C) Prospecting 
D) Following up 
E) Closing the sale 
A) Making the presentation 
B) Approaching the prospect 
C) Prospecting 
D) Following up 
E) Closing the sale

Question 5

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

Accepted Answer

A) independent retailer 
B) department store 
C) discount store 
D) chain retailer 
E) catalog showroom 
A) independent retailer 
B) department store 
C) discount store 
D) chain retailer 
E) catalog showroom

Question 6

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Accepted Answer

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

Question 7

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

Accepted Answer

A) Television 
B) Newspapers 
C) Radio 
D) Billboards 
E) Blimps 
A) Television 
B) Newspapers 
C) Radio 
D) Billboards 
E) Blimps

Question 8

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

Accepted Answer

A) features that competing products lack. 
B) objectives pertaining to brand awareness. 
C) an analysis of the advertising target. 
D) objectives to improve consumer attitudes. 
E) the appropriate media selections. 
A) features that competing products lack. 
B) objectives pertaining to brand awareness. 
C) an analysis of the advertising target. 
D) objectives to improve consumer attitudes. 
E) the appropriate media selections.

Question 9

The personal-selling process includes all of the following except:

Accepted Answer

A) prospecting. 
B) approaching the prospect. 
C) answering objections. 
D) providing a product sample. 
E) making the presentation. 
A) prospecting. 
B) approaching the prospect. 
C) answering objections. 
D) providing a product sample. 
E) making the presentation.

Question 10

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

Accepted Answer

A) a buying allowance 
B) a bribe 
C) cooperative advertising 
D) point-of-purchase discounts 
E) integrated advertising efforts 
A) a buying allowance 
B) a bribe 
C) cooperative advertising 
D) point-of-purchase discounts 
E) integrated advertising efforts

Question 11

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Accepted Answer

A) wholesaler 
B) functional middleman 
C) producer 
D) retailer 
E) business user 
A) wholesaler 
B) functional middleman 
C) producer 
D) retailer 
E) business user

Question 12

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n) _____.

Accepted Answer

A) technical salesperson 
B) missionary salesperson 
C) order taker 
D) order getter 
E) sales support person 
A) technical salesperson 
B) missionary salesperson 
C) order taker 
D) order getter 
E) sales support person

Question 13

Which of the following channels in known as the direct channel?

Accepted Answer

A) Producer to consumer 
B) Producer to middleman to business user 
C) Producer to retailer to consumer 
D) Producer to wholesaler to retailer to consumer 
E) Producer to middleman 
A) Producer to consumer 
B) Producer to middleman to business user 
C) Producer to retailer to consumer 
D) Producer to wholesaler to retailer to consumer 
E) Producer to middleman

Question 14

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

Accepted Answer

A) feature article 
B) captioned photograph 
C) promotional campaign 
D) news release 
E) public relations scheme 
A) feature article 
B) captioned photograph 
C) promotional campaign 
D) news release 
E) public relations scheme

Question 15

​____ include setting objectives in concrete, adjusting the size of the sales force to meet changes in the firms' marketing plan and the marketing environment, attracting and hiring effective salespersons, developing a training program, formulating a fair and adequate compensation plan, motivating salespersons to keep productivity high, defining sales territories and determining scheduling and routing of the sales force, and evaluating the operation holistically.

Accepted Answer

A) ​Major management tasks 
B) ​Top management tasks 
C) ​Line supervisors' tasks 
D) ​Floor supervisors' tasks 
A) ​Major management tasks 
B) ​Top management tasks 
C) ​Line supervisors' tasks 
D) ​Floor supervisors' tasks

Question 16

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

Accepted Answer

A) primary-demand 
B) institutional 
C) comparative 
D) reminder 
E) immediate-response 
A) primary-demand 
B) institutional 
C) comparative 
D) reminder 
E) immediate-response

Question 17

All of the following are services provided by wholesalers to retailers except

Accepted Answer

A) buying in large quantities and selling in smaller quantities 
B) promoting the product 
C) supplying marketing information 
D) manufacturing a wide selection of product 
E) helping finance purchases 
A) buying in large quantities and selling in smaller quantities 
B) promoting the product 
C) supplying marketing information 
D) manufacturing a wide selection of product 
E) helping finance purchases

Question 18

​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 19

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

Accepted Answer

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

Question 20

All of the following are examples of sales promotion except:

Accepted Answer

A) rebate. 
B) sample. 
C) premium. 
D) point-of-purchase display. 
E) direct-response advertising. 
A) rebate. 
B) sample. 
C) premium. 
D) point-of-purchase display. 
E) direct-response advertising.

A general term for a middleman that actually buys and then resells goods is a _____.

Publicity is a free package or container of a product sent to consumers in the mail.

Both inside and outside order takers produce most of their company's sales through:

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

The personal-selling process includes all of the following except:

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n) _____.

Which of the following channels in known as the direct channel?

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

All of the following are services provided by wholesalers to retailers except

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

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

All of the following are examples of sales promotion except:

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

Exam 13: Distributing and Promoting Products

A general term for a middleman that actually buys and then resells goods is a _____.

Publicity is a free package or container of a product sent to consumers in the mail.

Both inside and outside order takers produce most of their company's sales through:

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

The personal-selling process includes all of the following except:

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n) _____.

Which of the following channels in known as the direct channel?

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

All of the following are services provided by wholesalers to retailers except

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

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

All of the following are examples of sales promotion except:

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

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