With respect to inventory, wholesalers can help retailers with all of the following except
_____.
a. selection
b. storage
c. inventory control
d. transportation
e. production
When Blue-ray disc players were first introduced to the market, which of the following
would have been the logical choice for promotion?
a. Selective demand
b. Pioneer promotion
c. Promotion in a warm market
d. Brand extension
e. Retention promotion
When a salesperson asks the customer to buy the product several times throughout the
sales presentation in an effort to uncover hidden objections, it is called:
a. preapproaching.
b. new-business selling.
c. closing.
d. prospecting.
e. following up.
When better market conditions prevail or when company growth occurs, a company
may suffer if it:
a. lowers its sales force objectives.
b. recruits additional salespeople.
c. decides to use a combination compensation plan.
d. provides additional training for its sales force.
e. cuts back the size of its sales force.
Alpine Ski Shops is looking for new markets for both its brick and mortar retail stores
and its catalog division. Alpine Ski Shops would most likely use a(n)_______base for
market segmentation of its stores and a(n)_____base for market segmentation of its
catalog division
a. behavioristic; geographic
b. geographic; demographic
c. demographic; psychographic
d. environmental; demographic
e. geographic; behavioristic
The ways in which customers use a particular product may be a basis for segmenting
the market.
a. True
b. False
Product and target market characteristics usually determine the type of coverage a
product receives. For which of the following products is selective distribution most
appropriate?
a. Gasoline
b. Jaguar automobiles
c. Skippy peanut butter
d. Laundry detergent
e. Organic foods
The advertising platform consists of the basic issues and selling points that an advertiser
wishes to include in the campaign.
a. True
b. False
A general-line wholesaler would be expected to carry a_______product mix.
a. wide and deep
b. wide and shallow
c. narrow and shallow
d. wide
e. narrow and deep
Which of the following is the most protectable brand type as determined by a series of
court decisions?
a. Generic brand
b. Suggestive brand
c. Descriptive brand
d. Arbitrary brand
e. Fanciful brand