Which of the following is a logistics activity that involves developing and
implementing a process to ensure the firm always has sufficient goods available to meet
customers’ demands, no more and no less?
A) materials handling
B) inventory control
C) supply chain supervision
D) order processing
E) distribution implementation
A person’s ________ is composed of a mixture of his beliefs about his abilities and
observations of his own behavior and feelings (both positive and negative).
A) personality
B) self-concept
C) lifestyle
D) attitude
E) cognition
Which of the following is the process of designing, managing, and improving the
movement of products through the supply chain?
A) logistics
B) warehousing
C) materials handling
D) inventory management
E) distribution strategy
A consumer who is armed with information and is narrowing down his choices by
comparing the pros and cons of each remaining option is in the ________ step of the
consumer decision-making process.
A) problem recognition
B) information search
C) evaluation of alternatives
D) product choice
E) postpurchase evaluation
To balance inventory capabilities and production capacity constraints, some companies
use a practice called ________, which involves the use of a consistent production
schedule, both during and beyond times of peak demand.
A) just in time (JIT)
B) level loading
C) stock outing
D) logistics management
E) enterprise resource planning (ERP)
The communication model acknowledges that messages can be blocked by ________,
which is anything that interferes with effective communication.
A) media
B) feedback
C) noise
D) encoding
E) decoding
Which type of product is a basic or necessary item that is available almost everywhere?
A) emergency product
B) staple product
C) impulse product
D) shopping product
E) unsought product
A web site is full of games, activities, music, and stories that appeal to children of all
ages. Before a parent commits to paying the annual membership fee to gain access to
the site, she can register for one free month of use. By accepting the free month’s usage,
potential adopters move into the ________ stage.
A) interest
B) awareness
C) trial
D) confirmation
E) evaluation
Most demand for business-to-business products is ________.
A) derived, inelastic, fluctuating, and joint
B) derived, elastic, fixed, and joint
C) derived, inelastic, static, and independent
D) independent of all consumer market influences
E) competitive, derived, fluctuating, and elastic
Southern Security makes safes for storing valuables. When Ed sold safes for the
company, he would deal with a prospect’s concerns such as the cost of the safe and then
ask, “Are you ready to purchase a safe for your family, or are there other concerns that
we need to discuss?” When Ed asked this question, he was ________.
A) using a last objection close
B) fostering a transactional relationship
C) anticipating objections
D) engaging in the approach stage of the creative selling process
E) using a standing-room-only close
Tupperware uses a business model that relies on women running their own businesses
as agents of Tupperware. Tupperware successfully exports to China and India. Explain
why these countries provide attractive markets for Tupperware.
An ad for Ford did not advertise any cars, but instead explained the meaning of the
company’s slogan, “no boundaries.” This ad is an example of ________.
A) product advertising
B) a sales promotion
C) institutional advertising
D) advocacy advertising
E) retail advertising
The salesperson contacts the customer for the first time in the ________ step of the
creative selling process.
A) preapproach
B) prospect
C) approach
D) presentation
E) qualify
Walmart’s Retail Link provides real time purchase data to suppliers of goods sold at
Walmart stores. Retail Link is an example of a ________ source of Big Data.
A) social media
B) partner database
C) commercial entity
D) government
E) corporate information technology
Procter & Gamble introduced its Duncan Hines ready-to-spread frosting in a small
geographic area. When General Foods became aware of the product, it rushed to market
its own Betty Crocker ready-to-spread frosting, which eclipsed the Duncan Hines
product introduction. This act illustrates ________.
A) why many companies engage in test marketing
B) one of the problems associated with test marketing
C) why prototypes are so important
D) how idea screening can make a product a commercial success
E) the variety of sources for idea generation
A retailer that uses the list price for products but runs frequent promotions that heavily
discount some products is using which type of pricing strategy?
A) price skimming
B) trial pricing
C) penetration pricing
D) peak load pricing
E) high/low pricing
U.S. marketing campaigns that stress the desirability of “Made in America” products are
most likely to appeal to ________ U.S. consumers.
A) ethnocentric
B) individualist
C) collectivist
D) normed
E) naturalized
Which of the following is a set price or price range in consumers’ minds that they refer
to in evaluating a product’s price?
A) dynamic price
B) internal reference price
C) suggested retail price
D) captive price
E) value price
Which of the following is not a focus of customer relationship management?
A) customer prioritization
B) share of customer
C) lifetime value of the customer
D) customer equity
E) undifferentiated targeting
An industrial manufacturer that works with one or a few large clients and develops
products that only these clients will use is most likely to implement a(n) ________
strategy.
A) undifferentiated targeting
B) homogeneous
C) customized marketing
D) bottom-of-the-pyramid
E) differentiated targeting
At minimum, a channel of distribution consists of a producer and a(n) ________.
A) wholesaler
B) diverter
C) broker
D) intermediary
E) customer
Which of the following is NOT a way that marketers classify services?
A) services performed directly on the customer
B) services performed directly on the customer’s possession
C) services performed indirectly on the customer
D) services consisting of tangible actions
E) services consisting of intangible actions
Prospect and qualify is the step in the creative selling process in which the salesperson
________.
A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential customers likely to be interested in purchasing the product
D) conveys the product’s competitive advantages to a potential customer
E) clarifies and overcomes a customer’s concerns about buying
A detailed quarterly plan that states how many units of product each salesperson on the
team needs to sell per month is an example of a(n) ________.
A) business plan
B) financial plan
C) strategic plan
D) functional plan
E) operational plan
Which of the following is an input measure of a salesperson’s success?
A) volume of sales
B) number of orders
C) number of sales calls
D) customer satisfaction
E) level of repeat business
During tax season, you’re likely to see more TurboTax ads on Google pages, even if you
aren’t searching for tax software. This is an example of ________ segmentation.
A) geodemographic
B) psychographic
C) usage occasion
D) demographic
E) geotargeting
________ in the form of logos, stationery, brochures, signs, business forms, business
cards, buildings, uniforms, and company trucks can be used to help a company create
an identity that the public immediately recognizes.
A) Direct marketing
B) Social marketing
C) Public service activities
D) Corporate identity materials
E) Sponsorships
________ is the managerial decision process that matches the organization’s resources
and capabilities to its market opportunities for long-term growth.
A) Operational planning
B) Strategic planning
C) Portfolio analysis
D) SWOT analysis
E) Budgeting
Which of the following products would most consumers classify as a shopping product?
A) a subscription to the Wall Street Journal
B) a winter coat
C) a box of adhesive bandages
D) a can of soup
E) a pack of gum
Without prior introduction or arrangement, telemarketers telephone your home and
business offering to sell you a variety of products. These telemarketers engage in what
form of prospecting?
A) referring
B) cold calling
C) networking
D) direct selling
E) qualifying
Predictive technology used by e-marketers relies on which of the following?
A) sophisticated brain scans revealing consumers’ reactions to advertisements and
products
B) collecting data through people meters
C) collecting qualitative information through online questionnaires
D) drawing generalizations from professional respondents
E) tracking the shopping patterns of large numbers of people
An ad for Mongoose mountain bikes shows a serious biker traversing remote and
rugged but beautiful terrain and states, “There are places that are so awesome and so
killer that you’d like to tell the whole world about them. But please, don’t.” This ad uses
the ________ appeal.
A) slice-of-life
B) lifestyle
C) fear
D) testimonial
E) straight-forward
In a ________, two or more companies at the same channel level join together to
develop a new marketing opportunity.
A) franchise
B) corporate VMS
C) horizontal marketing system
D) multiple distribution system
E) conventional marketing system
The value chain activity of ________ refers to converting materials into a final product
for consumers.
A) inbound logistics
B) outbound logistics
C) operations
D) marketing
E) service