Sales promotion is a promotion mix element that provides an inducement for an
end-user consumer to buy a product or for a salesperson or someone else in the channel
to sell it.
Subculture is a group within the culture that shares similar cultural artifacts created by
differences in ethnicity, religion, race, or geography.
Physical distribution, or logistics, is the integrated process of moving input materials to
the producer, in-process inventory through the firm, and finished goods out of the firm
through the channel of distribution.
Strategy has two key phases: formulation and execution.
Receiving and properly processing customer orders is a critical step in getting product
moving through the supply chain.
Target and Walmart both rely on high/low pricing with heavy promotion.
To communicate the sales message, the first step is to set goals and objectives.
As long as all activities in the value chain are working well, managers do not need to be
concerned with aligning the activities.
______________________ are individuals’ learned proficiency at performing necessary
sales tasks.
A. Sales aptitudes
B. Role perceptions
C. Sales skill levels
D. Motivations
E. Environmental factors
Gabriel, VP of marketing for Really Big Screen Televisions, wants the company to offer
a DVD player, a product the company doesn’t have now. He thinks that the firm has
many brand-loyal customers who would buy it. Most likely, this would be classified as
________ in Ansoff’s Product-Market Matrix.
A. Market diversification
B. Marketing strategy development
C. Market penetration
D. Product development
E. Market development
Boris Jankowski is a salesperson for a manufacturer of equipment used in beer-making.
He discovers that a regional microbrewery is going to expand into another state. It has
created a buying center to purchase the needed equipment. Boris’s first job is to
_______________.
A. Discover the budget for the purchase
B. Develop criteria for the purchase
C. Discover the most important influencer
D. Discover who is part of the buying center
E. Develop a presentation for the buying center
A fixed sum of money paid at regular intervals is a(n) __________.
A. Salary
B. Nonfinancial incentive
C. Intrinsic reward
D. Output measure
E. Incentive pay
The CRM process cycle may be divided into _____ elements.
A. Four
B. Five
C. Eight
D. Ten
E. Twelve
In markets where customers are sensitive to price and where internal efficiencies lead to
cost advantages allowing for acceptable margins even with aggressive pricing, a ______
strategy can create a powerful barrier to market entry for other firms.
A. Penetration
B. Target ROI
C. Price skimming
D. Competitor-based pricing
E. Value pricing
Solid Surface, a countertop store, will give customers a 10 percent discount if they pay
their bills in full in 20 days; however, after 20 days they do not receive a discount. This
is an example of _______________.
A. Cash discounts
B. Trade discounts
C. Quantity discounts
D. Seasonal discounts
E. Promotional allowances
Centrum Vitamin’s offer to buy a bottle of 100 and get an extra mini-bottle of 20 free is
an example of using _____________________ as the sales promotion approach.
A. Product placements
B. Premiums
C. Loyalty programs
D. Point-of-purchase materials
E. Multiple-purchase offers
Investment decisions in marketing must consider the following elements except
____________.
A. Level of investment
B. Returns
C. Risks
D. Level of uncertainty
E. Hurdle rates
Many companies have set up direct links to approved suppliers to make purchases
easier and move them closer to the frontline decision makers. These direct links are
called _________________.
A. Internet connections
B. Google B2B
C. Intranet
D. Extranet
E. T-lines of connection
____________ implies that many of the promotional activities take place from the
manufacturer downward through the channel of distribution.
A. Selective distribution
B. Exclusive distribution
C. Push strategy
D. Pull strategy
E. Intensive distribution
The process of business purchasing online is called _____________.
A. Fast procurement
B. Channel management
C. E-procurement
D. Team procurement
E. Effective procurement
Dell used its brand to expand into new areas including printers and consumer
electronics such as LCD and plasma televisions. Dell engaged in a ______ extension.
A. Natural
B. Line
C. Random
D. Category
E. Basic
Super-Mart decides to create its own brand of personal care products. It enters into an
agreement with a large manufacturer of this type of product to supply Super-Mart with
the products that will carry its newly formed brand’s name. This is an example of
_______.
A. Family branding
B. Store branding
C. Stand-alone branding
D. Co-branding
E. National branding