Question 1

The major arguments against advertising are that it is wasteful and that it can be deceptive.

Accepted Answer

A) True 
 B)False

Question 2

You are in charge of advertising for a golf course in the Southwest. 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 3

Blackwelder Co. calls a meeting to announce to the media that it is hiring a new CEO and changing the company name to Natural Basics. The company will distribute additional materials at this meeting, which is called a _____.

Accepted Answer

A) news release 
B) press conference 
C) publicity affair 
D) promotional campaign 
E) media exclusive 
A) news release 
B) press conference 
C) publicity affair 
D) promotional campaign 
E) media exclusive

Question 4

Advertising appropriations may be based on all of the following except:

Accepted Answer

A) the ad agency's compensation. 
B) executive judgment. 
C) last year's sales. 
D) what competitors spend on advertising. 
E) next year's forecasted sales. 
A) the ad agency's compensation. 
B) executive judgment. 
C) last year's sales. 
D) what competitors spend on advertising. 
E) next year's forecasted sales.

Question 5

Coupons are sent to consumers by direct mail.

Accepted Answer

A) True 
 B)False

Question 6

Compare and contrast institutional advertising and primary-demand advertising. Which type is the BP's "Still Working, Still Committed" campaign? Defend your answer.

Accepted Answer

Institutional advertising is advertising

Question 7

Kroger is an example of a _____.

Accepted Answer

A) specialty store 
B) convenience store 
C) discount store 
D) supermarket 
E) warehouse store 
A) specialty store 
B) convenience store 
C) discount store 
D) supermarket 
E) warehouse store

Question 8

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?

Accepted Answer

A) When she overcomes the objections of the client. 
B) When she closes a sale with the client. 
C) Never, as long as she maintains a working relationship with the client. 
D) When she follows up with the client to ensure that a correct and timely delivery was made. 
E) When she thanks the client for the business and asks for other prospects. 
A) When she overcomes the objections of the client. 
B) When she closes a sale with the client. 
C) Never, as long as she maintains a working relationship with the client. 
D) When she follows up with the client to ensure that a correct and timely delivery was made. 
E) When she thanks the client for the business and asks for other prospects.

Question 9

Advertising is a paid nonpersonal message communicated to a select audience through a mass medium.

Accepted Answer

A) True 
 B)False

Question 10

A small food store that sells a limited variety of products but remains open well beyond normal business hours is called a convenience store.

Accepted Answer

A) True 
 B)False

Question 11

A large restaurant with locations throughout the United States has a long-term partnership with Tyson for its poultry and a produce distributor for its fruits and vegetables. These relationships reduce inefficiencies and costs and result in higher customer satisfaction. This restaurant is successfully using _____.

Accepted Answer

A) exclusive distribution 
B) vertical channel integration 
C) supply chain management 
D) intensive distribution 
E) wholesale intermediaries 
A) exclusive distribution 
B) vertical channel integration 
C) supply chain management 
D) intensive distribution 
E) wholesale intermediaries

Question 12

A neighborhood shopping center usually has at least one large department store to attract customers to the center.

Accepted Answer

A) True 
 B)False

Question 13

Department stores are distinctly service-oriented. Along with the goods they sell, they provide _____.

Accepted Answer

A) lower markups 
B) quality discounts 
C) personal assistance 
D) warehouse merchandising 
E) very low prices 
A) lower markups 
B) quality discounts 
C) personal assistance 
D) warehouse merchandising 
E) very low prices

Question 14

Order takers handle repeat sales in ways that maintain positive relationships with customers.

Accepted Answer

A) True 
 B)False

Question 15

Dan has an educational background in computer engineering. He works for IBM by assisting major customers with understanding how to install, use, and troubleshoot their networked computer systems. Dan would be best classified as a(n) _____.

Accepted Answer

A) trade salesperson 
B) technical salesperson 
C) order taker 
D) design engineer 
E) missionary salesperson 
A) trade salesperson 
B) technical salesperson 
C) order taker 
D) design engineer 
E) missionary salesperson

Question 16

Vicky works as a salesperson for Lands' End. Her duties consist of taking customer orders over the telephone and ensuring that the information is properly entered so that customers will receive the products they need. Vicky is a(n) _____.

Accepted Answer

A) order getter 
B) missionary salesperson 
C) prospector 
D) outside order taker 
E) inside order taker 
A) order getter 
B) missionary salesperson 
C) prospector 
D) outside order taker 
E) inside order taker

Question 17

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a ____ and an ____.

Accepted Answer

A) missionary salesperson; order getter 
B) trade salesperson; order taker 
C) technical salesperson; order getter 
D) trade salesperson; order getter 
E) missionary salesperson; order taker 
A) missionary salesperson; order getter 
B) trade salesperson; order taker 
C) technical salesperson; order getter 
D) trade salesperson; order getter 
E) missionary salesperson; order taker

Question 18

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. In developing the advertising campaign for a client, in which of the following steps should SME include the important selling points or features of the client's products?

Accepted Answer

A) Identifying and analyzing the industry. 
B) Defining the advertising objectives. 
C) Creating the advertising platform. 
D) Determining the advertising appropriation. 
E) Developing the media plan. 
A) Identifying and analyzing the industry. 
B) Defining the advertising objectives. 
C) Creating the advertising platform. 
D) Determining the advertising appropriation. 
E) Developing the media plan.

Question 19

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products. Douglas is providing _____ in this role as a wholesaler.

Accepted Answer

A) financial aid 
B) the assumption of credit risks 
C) market information 
D) promotion 
E) intermediation 
A) financial aid 
B) the assumption of credit risks 
C) market information 
D) promotion 
E) intermediation

Question 20

JCPenney ran a newspaper ad stating, "We are the friendliest store in town." This is an example of ____ advertising.

Accepted Answer

A) institutional 
B) primary-demand 
C) comparative 
D) cooperative 
E) long-term 
A) institutional 
B) primary-demand 
C) comparative 
D) cooperative 
E) long-term

The major arguments against advertising are that it is wasteful and that it can be deceptive.

You are in charge of advertising for a golf course in the Southwest. 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:

Blackwelder Co. calls a meeting to announce to the media that it is hiring a new CEO and changing the company name to Natural Basics. The company will distribute additional materials at this meeting, which is called a _____.

Advertising appropriations may be based on all of the following except:

Coupons are sent to consumers by direct mail.

Compare and contrast institutional advertising and primary-demand advertising. Which type is the BP's "Still Working, Still Committed" campaign? Defend your answer.

Kroger is an example of a _____.

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?

Advertising is a paid nonpersonal message communicated to a select audience through a mass medium.

A small food store that sells a limited variety of products but remains open well beyond normal business hours is called a convenience store.

A neighborhood shopping center usually has at least one large department store to attract customers to the center.

Department stores are distinctly service-oriented. Along with the goods they sell, they provide _____.

Order takers handle repeat sales in ways that maintain positive relationships with customers.

Dan has an educational background in computer engineering. He works for IBM by assisting major customers with understanding how to install, use, and troubleshoot their networked computer systems. Dan would be best classified as a(n) _____.

Vicky works as a salesperson for Lands' End. Her duties consist of taking customer orders over the telephone and ensuring that the information is properly entered so that customers will receive the products they need. Vicky is a(n) _____.

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a and an .

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products. Douglas is providing _____ in this role as a wholesaler.

JCPenney ran a newspaper ad stating, "We are the friendliest store in town." This is an example of ____ advertising.

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

The major arguments against advertising are that it is wasteful and that it can be deceptive.

You are in charge of advertising for a golf course in the Southwest. 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:

Blackwelder Co. calls a meeting to announce to the media that it is hiring a new CEO and changing the company name to Natural Basics. The company will distribute additional materials at this meeting, which is called a _____.

Advertising appropriations may be based on all of the following except:

Coupons are sent to consumers by direct mail.

Compare and contrast institutional advertising and primary-demand advertising. Which type is the BP's "Still Working, Still Committed" campaign? Defend your answer.

Kroger is an example of a _____.

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?

Advertising is a paid nonpersonal message communicated to a select audience through a mass medium.

A small food store that sells a limited variety of products but remains open well beyond normal business hours is called a convenience store.

A neighborhood shopping center usually has at least one large department store to attract customers to the center.

Department stores are distinctly service-oriented. Along with the goods they sell, they provide _____.

Order takers handle repeat sales in ways that maintain positive relationships with customers.

Dan has an educational background in computer engineering. He works for IBM by assisting major customers with understanding how to install, use, and troubleshoot their networked computer systems. Dan would be best classified as a(n) _____.

Vicky works as a salesperson for Lands' End. Her duties consist of taking customer orders over the telephone and ensuring that the information is properly entered so that customers will receive the products they need. Vicky is a(n) _____.

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a ____ and an ____.

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products. Douglas is providing _____ in this role as a wholesaler.

JCPenney ran a newspaper ad stating, "We are the friendliest store in town." This is an example of ____ advertising.

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

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a and an .