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Which of the following best describes the entire population of the target group?
A) sample
B) universe
C) market
D) cohort
Which of the following types of sales quotas is most commonly used by sales
organizations?
A) sales volume based quota
B) profit based quota
C) activity based quota
D) customer based quota
With reference to global marketing, identify the example that best explains the term
"consumer convergence."
A) Population growth rates have stabilized and the population over age 65 is increasing.
B) The increasing numbers of women working outside the home has led to more
nontraditional meals and increased need for convenience.
C) Aging populations, falling birth rates, and increased female employment are
common in industrialized countries.
D) Upscale consumers in Paris have more in common with their counterparts in New
York than with many other French people.
Which of the following best describes a sophisticated, long-term version of the
simulation process?
A) conjoint analysis
B) scenario planning
C) multidimensional scaling
D) regression analysis
Which of the following is considered as the implementation stage of the marketing
strategy?
A) establishing core strategy
B) creating objectives
C) determining customer targets
D) employing the marketing mix
Which of the following is an appropriate control unit for nuclear power plants?
A) states
B) counties
C) countries
D) blocks
Identify the correct statement about a straight rebuy.
A) It is a very complex process.
B) A long time frame is required for this process.
C) The current supplier is in an advantageous position in a straight rebuy.
D) It takes place while purchasing expensive and seldom-purchased products.
When a company dramatically changes its product's packaging, most likely, it's main
objective is to:
A) reduce costs.
B) differentiate its products from its competitors.
C) increase the production output.
D) increase shelf presence.
Market development funding, generous return policies, and off-invoice allowances are
examples of:
A) trade promotions.
B) product-oriented promotions.
C) price-oriented promotions.
D) horizontal promotions.
When a marketing manager conducts a competitive assessment of his own business,
which of the following contains a summary of the different components of this
analysis?
A) a SWOT analysis
B) the BCG matrix
C) perceptual mapping
D) conjoint analysis
Which of the following is particularly a problem with multiple channels?
A) goal divergence
B) domain dissensus
C) differing perceptions of reality
D) misuse of power
Bonus packs which offer larger sizes for the same price as a smaller size are used for:
A) trade promotion.
B) product-oriented promotion.
C) price-oriented promotion.
D) horizontal promotion.
The opposite of the penetration pricing is:
A) value pricing.
B) skimming.
C) market share pricing.
D) competitive pricing.
Which of the following components of a compensation plan adjusts for differences in
territory potential?
A) salary
B) commission
C) bonus
D) incentive payment
Which of the following is an example of a consumer product-oriented promotion?
A) couponing
B) off-invoice allowance
C) rebates
D) premiums
Which type of research typically involves statistically analyzing data in order to provide
descriptive results to explicitly test a hypothesis?
A) clinical research
B) quantitative research
C) phenomenological research
D) qualitative research
In the BCG matrix, identify the category of products that are net users of cash because
they need money to make product improvements to compete in the lucrative,
high-growth segment.
A) cash cows
B) dogs
C) stars
D) problem children
In the case of a rugby process, the new product development team consists of:
A) members with the same functional specializations.
B) members of the same nationality.
C) members with different functional specializations and personalities.
D) members who belong to different organizations.
________ refers to the present value of a stream of revenue that can be produced by a
customer.
A) Net present value
B) Actual customer value
C) Market potential
D) Lifetime customer value
