Barnes and Noble Corp. sells online through its website, while also selling through
physical store locations. This type of retailing is referred to as:
a. bricks-and-clicks.
b. side-by-side.
c. bricks-and-mortar.
d. online-specialty.
e. web-only.
A wholesaler that carries a wide product mix but offers only limited depth within
product lines is known as a
_____.
a. specialty-line wholesaler
b. limited-service wholesaler
c. rack jobber
d. general merchandise wholesaler
e. general-line wholesaler
Which of the following types of wholesalers transports a limited line of products
directly to customers for immediate inspection and selection?
a. On-site wholesalers
b. Cash-and-carry wholesalers
c. Rack jobbers
d. Truck jobbers
e. Drop shippers
Control refers to the customer’s ability to access information on the Internet with simple
clicks on a keyboard.
a. True
b. False
Jake, a sales representative is returning from a week on the road. One of his activities is
to develop _____, which
are designed to identify the customers called on and to present detailed information
about interaction with those clients.
a. sales invoices
b. feedback notices
c. expense reports
d. call reports
e. recall files
Breyer’s produces a variety of ice cream flavors and of varying qualities. The higher
quality ice cream varieties are priced higher than the basic ones. Breyer’s is
using__________to price its ice cream.
a. captive pricing
b. price baiting
c. premium pricing
d. bait pricing
e. differential pricing
Which of the following is not a factor used to classify wholesalers?
a. Whether a wholesaler is owned by a producer
b. Whether a wholesaler takes title to the products it handles
c. The range of services offered by a wholesaler
d. The price range of the products carried by a wholesaler
e. The breadth and depth of the product lines carried by a wholesaler
Which of these statements is not true about business markets?
a. The purchase may be made to resell the item.
b. The purchase is always made by more than one individual.
c. The purchase may be made to use in general daily operations.
d. The purchase may be made to use in production of another product.
e. These markets can also be referred to as organizational markets.
Which of the following trade alliances differs from others in its commitment to
facilitating business and its practice of allowing the private sector to participate in a
wide range of activities?
a. NAFTA
b. EU
c. MERCOSUR
d. WTO
e. APEC
Nelson Marketing Research is concerned about using surveys to conduct a marketing
research project because
_____.
a. response rates are declining resulting to unreliable results
b. primary data are so much cheaper and easier to gather
c. survey data collection is highly inaccurate
d. survey data do not provide in-depth responses
e. the survey method has been replaced by the Internet
Seventh Generation is a company producing products that limit the amount of negative
impact on the environment.
Their product line includes dishwashing liquid, toilet paper, paper towels, baby wipes,
and laundry detergent, to name a few. Seventh Generation is now interested in
producing a new line of clothing; mostly t-shirts, shorts, and long pants for both men
and women. Their research indicates that they should use psychographic segmentation
in their marketing strategy. Which group of segmentation variables will be implemented
by Seventh Generation?
a. Geographic location
b. Age, sex, and socioeconomic characteristics
c. Social class variables
d. Personality characteristics, motives, and lifestyles
e. Family life cycle, social class, and religion
There are only two basic strategies for selecting target markets: the undifferentiated
targeting strategy and the concentrated targeting strategy.
a. True
b. False
Unicorn, an apparel brand, agrees to pay a department store chain money for providing
television advertising and
Sunday newspaper sales fliers emphasizing Unicorn jeans. Unicorn is offering:
a. premium money.
b. cooperative advertising.
c. a dealer loader.
d. a buying allowance.
e. a merchandise allowance.
Colin brags to his friend Reid that his new bike shop has lots of parking and great
visibility from Harper Avenue, and his nearest business neighbors are several hundred
feet away. Colin has selected a_____________business.
a. freestanding
b. traditional business district
c. neighborhood shopping center
d. community shopping center
e. regional shopping center
Cosmopolitan magazine, Car and Driver magazine, Secret deodorant, and Axe body
wash are all products whose marketers have used segmentation based on:
a. behavior.
b. psychographics.
c. product use.
d. gender.
e. income.
When Anheuser-Busch ran an advertising campaign featuring the slogan, “Know when
to say when,” it was using:
a. competitive advertising.
b. public relations.
c. product advertising.
d. public service awareness.
e. advocacy advertising.
The salesperson must attract and hold the prospect’s attention, stimulate interest, and
spark a desire for the product during the step.
a. closing
b. preapproach
c. follow up
d. approach
e. sales presentation
Scenario 7.2
Use the following scenario to answer the questions.
Accura Brake Company is a supplier of brake components to the manufacturers of lawn
tractors and 4-wheel ATVs. It also sells its products to independent repair centers,
dealers, and other wholesalers in the northeast and southern states of the USA. Accura
Brake has done research on the demand for lawn tractors and found that most
manufacturers are in the states of Kentucky, Tennessee, and Alabama. Research also
shows that most of the dealers who sell directly to individual consumers are in the
Midwestern states, while dealers who sell to small business landscaping companies tend
to be located in the northeastern states. Thus, the board of directors of Accura Brake
Company is considering expansion of its distribution to markets in the Midwest. Last
year, Accura Brake’s sales to the manufacturers of lawn tractors declined partially due
to the fact that more consumers were hiring small landscaping businesses to maintain
their gardens. This decline in sales for Accura Brake is an example of:
a. product scarcity.
b. joint demand.
c. derived demand.
d. reciprocity demand.
e. inelastic demand.
Which of the following is not a requirement or characteristic of a market?
a. The ability to purchase a product
b. A large number of people or organizations
c. The authority to buy a product
d. The willingness to use buying power
e. The need for a specific product in a specific product category