Independent intermediaries that represent two or more sellers and usually offer
customers complete product lines in a restricted territory are known
as______________.
a. commission merchants
b. manufacturers’ agents
c. selling agents
d. truck wholesalers
e. retailers’ brokers
Jake is a sales representative for General Mills. Each week he uploads his plans for
visiting clients out in the field to a routing and scheduling decisions system. Eric knows
that one of the primary goals of routing and scheduling decisions in personal selling is
to:
a. determine the sequence in which customers will be called on. b. use existing
transportation facilities.
c. minimize nonselling time.
d. determine duration of sales calls.
e. provide salespeople with an opportunity to plan their own routes and schedules.
Promotion can help sustain interest in established products that have long been
available. a. True
b. False
During the Industrial Revolution demand for manufactured goods was:
a. weak.
b. non-existent.
c. declining.
d. strong.
e. paltry.
Coors Inc. advertises that its beer is the only one that is kept cold from the brewery to
the store. This type of advertising is called .
a. advocacy advertising
b. competitive advertising
c. comparative advertising
d. defensive advertising
e. institutional advertising
In a simple economy of five producers and five consumers, there would
be__________intermediary and ten transactions possible with one intermediary.
a. ten
b. thirty
c. fifteen
d. sixteen
e. twenty-five transactions possible without an
Brand name awareness is an important element of brand equity because a familiar brand
is more likely to be in a customer’s than an unfamiliar brand.
a. inept set
b. loyalty set
c. preference group
d. brand group
e. consideration set
Scenario3.3
Use the following to answer the questions.
Hershey Foods was founded in the nineteenth century by Milton Hershey, who had a
strong ethical value
system always show integrity, be honest, and respect others. Hershey felt it was
important to provide high-quality goods and services of real value at competitive prices
that provide an adequate return on investment. He also founded the Milton Hershey
School, operating today as a cost-free, private home and school dedicated to helping
children with social needs and limited resources. The company also focuses on
environmental issues, such as reducing waste by 360,000 pounds annually by
redesigning Hershey’s Syrup caps. Hershey Foods has an ethics compliance program
that includes a code of ethics and training, guidelines for handling legal and ethical
issues, an 800 number for assistance with ethical issues, and support from supervisors
and human resource managers in dealing with ethical issues. However, in the last few
years, Hershey has been criticized by several advocacy groups concerning the sourcing
of its chocolate from West Africa where many of the companies use child labor. While
Hershey is the largest chocolate candy producer in America, it lags behind other major
chocolate producers with regard to certifying its chocolate as child labor-free.
Hershey and its employees benefit in many ways from its strong ethics compliance
program. Which of the following is notone of the benefits of such a program?
a. Enforcement and discipline of ethical infractions
b. Better employee understanding of ethical issues
c. Free-flowing communication within the firm regarding ethical issues
d. These programs are expensive to develop and maintain
e. High level of organizational guidance for employees
If Norelco introduced a new electric razor that sonically removes hair and priced it first
at $175 and then at $150 before reducing the price to $100, the firm’s initial pricing
strategy is known as:
a. penetration pricing.
b. psychological pricing.
c. price lining.
d. price skimming.
e. odd-even pricing.
Before contacting prospects, a salesperson for an industrial cleaning equipment
company analyzes information about the prospects’ product needs, feelings about
brands, and personal characteristics. This process is called:
a. following up.
b. preapproach.
c. approaching the customer.
d. sales training.
e. sales presentation.
Consumers receive the benefits of place utility when:
a. they have to travel excessively to obtain products they want.
b. retailers remain open 24 hours a day.
c. they can stock up on products they need but not use them right away. d. they make
purchases with credit and debit cards.
e. products are available in locations where consumers want to buy them.