Archives: Quiz

The most straightforward, effective method of obtaining commitment is the benefit summary method. Rajesh always purchases cell phones manufactured by Telekom Inc. Thus, for Telekom, Rajesh has a very low customer lifetime value. Answer: FALSE As far as possible, a […]

Regardless of what product a salesperson sells, prospecting techniques are basically the same. Lauren can be described as assertive because she has strongly held convictions, and she is very vocal about her opinions. Answer: TRUE Part of being honest as […]

Spreading rumors about a colleague’s sexual conduct cannot be considered as sexual harassment. An important aspect of making adjustments is interpreting a prospect’s reactions to the sales presentation and making necessary changes. Answer: TRUE For salespeople who have switched jobs, […]

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding. The expansion stage of the relationship development process involves efforts by both parties to investigate the benefits of a long-term relationship. Answer: TRUE […]

Individuals classified as “expressives” in the social style matrix are low on assertiveness and low on responsiveness. Most sales situations are not covered by laws. Answer: TRUE ABC analysis is used most successfully by the salespeople of capital products than […]

According to the social style matrix, people with an expressive social style focus on the future, directing their time and effort toward achieving their vision. One outcome of supplier relationship management (SRM) is the ability to consolidate purchases and negotiate […]

To develop long-term partnerships with buyers, sellers should try to get every concession possible out of their buyers. What is ethical can vary from country to country and from industry to industry. Answer: TRUE Common law grows out of court […]

Salespeople can motivate champions to participate fully in the decision process by showing how a decision meets their needs as well as the overall needs of the company. As a salesperson using adaptive selling, it is important to give all […]

It is important for sellers to plan objectives for a call that can be accomplished within the time allocated for that sales call. Functional rsums reverse the content and titles of conventional rsums. Answer: TRUE No exact formula has been […]

Which of the following occurs when competitors making the same product jointly determine what price each will charge customers for the item? A) horizontal price fixing B) vertical price fixing C) predatory pricing D) internal reference pricing E) assimilation pricing […]

A(n) ________ strategy is implemented when a store places two similar items next to each other, highlighting the fact that the price of one item is slightly lower than that of the other item. A) assimilation effect B) contrast effect […]

Franchising is a form of ________. A) importing B) tactical alliance C) licensing D) joint venture E) direct investment Business-to-business marketers who look at the size of firms in terms of total sales or number of employees are using ________ […]

Which of the following types of retailers place the most emphasis on salespeople assisting customers throughout the purchase process? A) limited-service retailers B) full-service retailers C) self-service retailers D) discount retailers E) off-price retailers The second step of the marketing […]

Analysis of a firm’s internal environment identifies the firm’s ________. A) strengths and weaknesses B) strengths and opportunities C) opportunities and threats D) weaknesses and threats E) strengths and threats The ________ environment refers to the local, state, national, and […]

In small firms, the marketing function is usually handled by a ________ who is responsible for new-product planning, advertising, working with the company’s sales representatives, and marketing research. A) single marketing manager B) brand manager C) product category manager D) […]

In February 2000, the United States imposed a tax on imported steel in an effort to protect about 5,000 U.S. jobs. Another name for this levied tax is a(n) ________. A) embargo B) gray tax C) tariff D) import quota […]

Descriptive research using a ________ design tracks the responses of the same sample of respondents over time. A) latitudinal B) cause-and-effect C) longitudinal D) cross-sectional E) hierarchical BeneBag is a marketer of reusable shopping bags made 100% from recycled materials. […]

Marketers would be most likely to use a focus group in which stage of new product development? A) idea generation B) problem recognition C) business analysis D) positioning strategy E) product adoption In a(n) ________, all of the buyers know […]

A sales manager sets an objective for her team to increase the units sold by five percent for the quarter. This objective is most likely part of a detailed ________ plan that is created annually, semiannually, or quarterly. A) strategic […]

With ________, the seller pays both the cost of loading and transporting the product to the customer. A) uniform delivered pricing B) basing-point pricing C) F.O.B. origin pricing D) F.O.B. delivered pricing E) F.O.B. factory pricing Advertising by sampling that […]

While deciding whether or not to begin a construction project overseas, BuildBest learned that they would not be able to get permits for demolition until they paid a local city official a sizable fee in addition to the fees the […]

In general, companies that focus on a triple bottom line are most likely to place a priority on which of the following? A) sustainability B) the production orientation C) the selling orientation D) manufacturing on demand E) instapreneurship The marketing […]

When a snow blower shop offers a price reduction to customers who buy during the spring and summer, the shop is giving a(n) ________ discount. A) functional B) seasonal C) annual D) trade E) allowance Which of the following is […]

Which of the following would be information included in a UPC code? A) the customer’s contact information B) the ingredients of the product C) the manufacturer of the product D) the retailer of the product E) the expiration date of […]

Which of the following statements about a vertical marketing system (VMS) is true? A) A VMS is a channel in which there is cooperation among channel members at two or more different levels of the channel. B) Members of a […]

In which step of the hierarchy of effects would a marketer most likely use celebrity endorsements and status appeals? A) create awareness B) inform the market C) create desire D) encourage purchase E) build loyalty Which of the following is […]

Using ________, a company modifies a basic good or service to meet the needs of a specific individual customer. A) undifferentiated targeting B) positioning C) customized marketing D) mass customization E) differentiated targeting Over the past 100 years or so, […]

Which of the following is NOT true about the SERVQUAL scale? A) SERVQUAL is not used in connection with gap analysis. B) The SERVQUAL scale is usually administered in a survey format. C) Firms often track SERVQUAL scores over time […]

A winery introduced a brand wine that it priced twice as high as its other wine. This is an example of product extension by a(n) ________. A) downward line stretch B) product mix C) cannibalization strategy D) upward line stretch […]

________ serve as visible markers to flaunt membership in higher social classes. A) Heuristics B) Psychographics C) Status symbols D) Reference groups E) Attitudes MRO products are goods that businesses use for ________. A) management, research, and order-processing B) marketing, […]

Nita can visit her local supermarket and buy a dozen roses, a gallon of milk, two birthday cards, a bag of cat litter, and a pan for roasting a turkey. This illustrates how channels of distribution benefit consumers by ________. […]

Through ________ activities, a firm gathers and analyzes publicly available information about rivals. A) economic infrastructure B) competitive intelligence C) demographic D) perfect competition E) business cycle Which of the following is an illegal sales technique? A) retailtainment B) a […]

Using current sales as a predictor, which of the following products would likely be most effectively sold using direct selling? A) women’s shoes B) cleaning products C) baby furniture D) automobiles E) pet food Which of the following is NOT […]

In which stage of the creative selling process would the salesperson say, “What quantity would you like to order?” A) preapproach B) close C) qualify D) handle objections E) follow-up The last stage in the new product development process is […]

A country’s ________ indicates the average quality and quantity of goods and services consumed within the country. A) economic infrastructure B) standard of living C) gross domestic product (GDP) D) gross national product (GNP) E) business cycle A channel consisting […]

Jolene’s firm markets preplanning services for a mortician. She finds that most of her target market wants to avoid discussing future funeral needs, so she must somehow first get their attention. Jolene’s firm most likely uses the ________. A) production […]

Each year, Honeywell asks every department manager to rate his or her department’s strengths and weaknesses as well as those of the other departments with which the department interacts. Then each department manager is asked what he or she sees […]

Which of the following is a discount retailer owned by a manufacturer that provides the manufacturer a store to sell off defective merchandise? A) a specialty store B) a factory outlet store C) a department store D) a general merchandise […]

Six women were invited to participate in a discussion on motels, hotels, and resorts. A discussion leader first asked them what differentiated motels, hotels, and resort accommodations. Then she asked them to identify all the amenities they expect to find […]

Jaygo Food Stores hires better employees than the competition by conducting lengthy searches and interviews. Management also trains employees much better than competitors. Jaygo has gained a strong competitive advantage through which type of differentiation? A) image B) people C) […]

What is the next step in the business buying decision process after the product specifications are written? A) obtain written or verbal bids B) evaluate alternatives C) scan trade publications D) evaluate vendors E) set price ceiling Chevrolet runs a […]

A catalog retailer has identified African-American professionals between the ages of thirty-five and forty-five as the group of customers within the larger market that is a potential market for its products. The retailer plans to direct its marketing efforts toward […]

The marketing team at Connected.com, a social networking site aimed at connecting job seekers with employers, must decide how much to charge for different levels of membership and access to those using the site. Using which ethical philosophy would they […]

A brand manager serves essentially the same function as a product category manager. Today’s professional salesperson is more likely to practice relationship selling than transactional selling. Answer: TRUE For marketers today, gathering data is a bigger challenge than deciding how […]

Costa Rica, the Dominican Republic, El Salvador, and several other Central American countries formed the CAFTA economic community. This is an example of a policy of protectionism. Culture is society’s personality. Answer: TRUE Ads for an airline promote its last […]

Researchers carefully design experiments with independent and dependent variables to test predicted relationships among those variables. The producer and the final consumer are part of every type of channel of distribution. Answer: TRUE The development of a new television show […]

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages. This is an example of a contest. Providing service to the customer after a purchase is not an activity associated with the value […]

The final stage of the creative selling process is the close. Off-price retailers obtain surplus merchandise from manufacturers and offer brand-name, fashion-orientated goods at low prices. Answer: TRUE Happy customers are more likely to tell their friends about their pleasant […]

The first phase of marketing planning is the development of a market position. Historically, marketers have measured success in a product category by their market share. Answer: TRUE Simulated test marketing can help a company determine where in a store […]

According to the theory of the wisdom of crowds, companies that make some of their products available for free are actually able to generate more revenue than companies that charge for all of their products. To better tailor the services […]