63) Which of the following terms refers specifically to the activities needed to move products
efficiently from manufacturer to consumer?
A) Physical distribution
B) Promotion and positioning
C) Product distribution
D) Transportation modes
E) Product placement
64) Within which of the following storage facilities would one expect to see the widest variety of
products stored?
A) Private warehouse
B) Public warehouse
C) Food storage facility
D) Department store stockroom
E) Specialty store stockroom
65) What type of warehouse is owned by a single retailer that deals in mass quantities?
A) Public warehouse
B) Relay warehouse
C) Retail stockroom
D) Private warehouse
E) Storage warehouse
66) Which of the following will a large firm utilize when it needs temporary storage space for a
large amount of products in immediate demand?
A) Public warehouses
B) Store stockrooms
C) Relay warehouses
D) Private warehouses
E) Storage warehouses
67) Which of the following is the fastest and most expensive transportation mode?
A) Railroads
B) Airplanes
C) Pipelines
D) Water carriers
E) Trucks
68) Which of the following is the slowest and the cheapest mode of transportation?
A) Railroads
B) Planes
C) Pipelines
D) Water carriers
E) Trucks
69) Which of the following is MOST directly related to differences in transportation cost from
mode to mode?
A) Packing necessary for the product
B) Fuel efficiency of the carrier
C) Regularity of use of a given carrier
D) Discount agreements with the carriers
E) Delivery speed
70) What can be used to determine what products are sold and when they are sold, to be better
able to forecast upcoming demand?
A) Upstream sourcing
B) Systems integration
C) Supply chains
D) Large inventories
E) Data mining
71) Which mode of transportation is the fastest and least expensive, but can only be used by a
limited number of industries?
A) Digital
B) Air-freight
C) Water
D) Rail
E) Pipelines
72) In addition to being one of the fastest modes of transportation for physical goods, what is the
advantage of using air-freight?
A) It allows for the movement of large, bulky items.
B) The routes are fixed and routine.
C) There are lower inventory costs because items do not need storage.
D) It offers economical and reliable delivery for items such as liquids and gases.
E) It offers flexibility for any-distance distribution, is fast, and dependable.
73) Most products are well suited to distribution by high-speed digital transmission.
74) Because railroads do not have limited delivery routes, they can economically transport high-
volume, heavy, bulky items, such as cars, steel, and coal.
75) Many firms have turned to distribution through supply chains as a cornerstone of business
strategy.
76) List one advantage of using trucks for transportation and one disadvantage.
77) Why is water the least expensive mode of transportation?
78) What limits the economic side of using railroads for transportation?
79) Which of the following terms refers to finding the most effective techniques for
communicating information about and selling a product?
A) Market share
B) Advertising
C) Promotion
D) Profit management
E) Customer relations
80) Which of the following describes two of the primary objectives of promotion?
A) Positioning and communicating information
B) Positioning and developing new uses for products
C) Developing new uses for products and communicating information
D) Adding value to a product and eliminating competition
E) Controlling sales volume and eliminating competition
81) Which of the following BEST characterizes the difference between the roles of advertising
and personal selling in the promotional mix of a firm?
A) Advertising is, at its worst, very expensive with little return, whereas personal selling is also
very expensive, at its worst, but with better returns.
B) Advertising, at its best, targets a specific audience about a product, whereas personal selling,
at its best, is always dependent on the clients that a seller has.
C) Advertising involves public relations with the overall population of consumers, whereas
personal selling involves personalized relationships with select individuals.
D) Advertising is a relatively new method of promotion, whereas personal selling is the oldest
method of promotion.
E) Advertising is nonpersonal in its communication about a product, whereas personal selling is
highly individualized.
82) Which of the following is involved in the final stage in the buyer decision process?
A) After the buyer has purchased the product, the marketer asks for feedback on the quality of
the product.
B) After the buyer has purchased the product, the marketer promotes more advanced versions of
the product.
C) After the buyer has purchased the product, the marketer provides customer assistance for use
of the product.
D) After the buyer has purchased the product, the marketer reminds the buyer that he or she
made a wise purchase.
E) After the buyer has purchased the product, the marketer promotes related products by the
same company.
83) Which of the following refers to the total message any company sends to customers about
products and services?
A) Promotion
B) Communication mix
C) Positioning
D) Pull strategy
E) Push strategy
84) The process of developing and establishing an easily identifiable product image and the
nature of the product in the minds of consumers is done through what process?
A) Promotion
B) Communication mix
C) Positioning
D) Pull strategy
E) Push strategy
85) Which marketing strategy uses direct-to-consumer advertising to encourage customers to
seek out a product?
A) Push strategy
B) Promotional mix strategy
C) Positioning strategy
D) Pull strategy
E) Added value strategy
86) What is the most important factor to consider when developing the promotional mix for a
product?
A) Position
B) Communication mix
C) Delivery method
D) Price
E) Target audience
87) What is the specific communication device that sellers use to send a message to potential
customers?
A) Advertising media
B) Personal selling
C) Real-time media
D) Promotional mix
E) Media mix
88) Promotion refers to the process of establishing an easily identifiable product image in the
minds of consumers.
89) Sales promotions are short-term promotional activities designed to stimulate consumer
buying or cooperation from distributors, sales agents, or other members of the trade.
90) In promotion, a pull strategy involves marketing a product to wholesalers and retailers who
then persuade customers to buy it.
91) While the ultimate objective of any promotion is to increase sales, marketers may have other
objectives. In particular, why would adding value to a product be seen as an important objective
for a promotion team?
92) What is a push strategy of promotion?
93) What type of selling is being utilized when a manufacturer sells products to other businesses,
who then sell the products to consumers?
A) Industrial
B) Retail
C) Processor
D) Creative
E) Missionary
94) A firm that wanted to conduct a short-term activity in order to boost consumer buying would
use which of the following strategies?
A) Sales promotions
B) Special offers
C) Trade shows
D) Point-of-sale displays
E) Missionary selling
95) Which of the following is crucial for high-priced consumer products such as homes and cars?
A) Creative selling
B) Interactive marketing
C) Missionary selling
D) Order processing
E) Trade shows
96) Which of the following are examples of premiums?
A) Contests that reward winners with free samples of the product
B) Free items given out at trade shows
C) Coupons for reduced prices on certain products
D) Reduced-price items available upon purchase of a product
E) Reduced-price items available during a sales promotion
97) Which of the following BEST describes the purpose of point-of-sale displays?
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
98) Which of the following describes BEST what distinguishes publicity among all other forms
of promotion?
A) Publicity is more directed than other forms of promotion.
B) Publicity is less effective than other forms of promotion.
C) Publicity is more impersonal than other forms of promotion.
D) Publicity is cheaper than other forms of promotion.
E) Publicity is more direct than other forms of promotion.
99) In which type of selling does the buyer typically go to the seller?
A) Industrial selling
B) Missionary selling
C) Creative selling
D) Personal selling
E) Retail selling
100) What type of selling should be used if a buyer is unaware they need or want a product, and
the product is high-priced?
A) Industrial selling
B) Missionary selling
C) Creative selling
D) Personal selling
E) Retail selling
101) If a firm is more interested in promoting a product and less interested in making a sale,
what type of selling should be used?
A) Industrial selling
B) Missionary selling
C) Creative selling
D) Personal selling
E) Retail selling
102) What do salespeople do to determine if a potential buyer has the authority to buy and ability
to pay?
A) Prospecting
B) Present and demonstrate products
C) Qualify the potential buyer
D) Close the sale
E) Encourage sales promotions
103) Which of the following is a key activity in relationship marketing?
A) Approaching
B) Presenting and demonstrating
C) Handling objections
D) Closing
E) Following up
104) What is the term for company-influenced information that seeks to build positive relations
with the public?
A) Promotion
B) Public relations
C) Creative selling
D) Publicity
E) Interactive marketing
105) What type of sales promotion techniques are used at trade shows?
A) Product displays located in areas designed to stimulate purchase
B) One-on-one nonpersonal selling
C) Information about a product transmitted by mass media
D) Displays and demonstrations
E) Building of goodwill with the public after unfavorable events
106) For B2B promotions, who typically sponsors trade shows where companies display and
demonstrate their products?
A) Retailers
B) Manufacturers
C) Wholesalers
D) Marketers
E) Industry sponsors
107) 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.
108) A marketer seeking to reach a highly targeted audience would probably get better results
from Internet advertising than from newspaper advertising.
109) The oldest and most expensive form of sales is personal selling, in which a salesperson
communicates one-on-one with potential customers to identify their needs and align them with
the product.
110) Interactive marketing is nonpersonal selling that tries to get consumers to make purchases
from home, at work, or by using a mobile device while traveling.
111) To attract attention in stores, companies use point-of-sale (POS) displays to ease finding
products and to eliminate competitors from consideration.
112) Premiums reward frequent buyers for making repeat purchases.
113) What is the difference between retail and industrial selling?
114) What is the difference between coupons and premiums?
115) List and describe the three personal selling tasks.
116) Summarize the steps in the personal selling process for creative selling.