Grant Turner makes an appointment to visit with a new dermatologist in town because
of recent bad sunburn. When he arrives at the dermatologist’s office, Grant notices a
foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from
the walls, and poor lighting. However, the other patients in the waiting room were
talking about how much they liked the doctor. While Grant viewed the dermatologist as
competent, Grant decided not to visit him again even though the dermatologist
recommended a follow-up. Which situational influences are most likely to have affected
Grant’s decision?
a. Social surroundings
b. Momentary mood
c. Antecedent states
d. Purchase reasons
e. Physical surroundings
Profits for a firm are computed as follows: Profits = TR − FC.
a. True
b. False
The basic purpose of packaging is to create eye appeal.
a. True
b. False
Consistency among package designs is essential for an organization’s product mix.
a. True
b. False
The greatest danger in becoming involved in direct ownership in international
marketing is political uncertainty.
a. True
b. False
Company sales records, commercial databases, newspaper announcements, telephone
directories, and public records are all sources used for:
a. surveying.
b. screening.
c. researching.
d. preapproaching.
e. prospecting.
The width of a product mix is measured by the number of product .
a. dimensions in the product line
b. features in each brand
c. items in the product line
d. lines a company offers
e. specialties a company offers
Sydney won a hot-air balloon ride and dinner for two for being the top
revenue-producing mortgage loan officer at her company for the month of October. This
contest exemplifies a company’s efforts at:
a. motivating salespeople.
b. compensating salespeople.
c. providing training for the sales force.
d. increasing sales territories.
e. promoting salespeople.
An advertisement for a multivitamin that claims, “We still bring you everything you
need to get through your day in one pill,” would most likely be considered as
advertising.
a. reinforcement
b. advocacy
c. comparative
d. reminder
e. institutional
Packages designed to appeal to children often use .
a. small, aseptic packages
b. clear colors and simple designs
c. black and white packages
d. pastels and soft images
e. large, fancy packages
Promotion decreases in importance during a product’s decline stage.
a. True
b. False
The phase-out approach to product deletion exploits any strength left in the product.
a. True
b. False
Which of the following is true about reaching global markets?
a. Under the Foreign Corrupt Practices Act of 1977, it is legal for U.S. firms to attempt
to make bribes to influence policy decisions of foreign governments.
b. A government’s attitude toward cooperation with importers has little impact on
marketing to that country.
c. Differences in ethical standards can affect marketing efforts.
d. Bribes and payoffs are considered unethical in all countries and cultures.
e. Bribes and payoffs are supported by U.S. trade policies under certain conditions.
Order-getting activities are divided into two categories:
a. missionary sales and technical sales.
b. current-customer sales and new-business sales.
c. order takers and trade sales.
d. current sales and support sales.
e. inside order sales and field order sales.