Reference promotional goals learning outcome

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TRUE-FALSE QUESTIONS

Title: ANSWER: T REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1
3. Agents are sales representatives for manufacturers or wholesalers and usually are hired on a commission basis.

a. True
b. False

Title: ANSWER: T REFERENCE: The Competitive World of Retailing LEARNING OUTCOME: 3 6. Internet retailing is also called e-retailing.

a. True
b. False

Title: ANSWER: T REFERENCE: Promotional Goals LEARNING OUTCOME: 5

9. The goal of all promotion is to stimulate action.
a. True
b. False

Title: ANSWER: F REFERENCE: The Importance of Personal Selling LEARNING OUTCOME: 7
RATIONALE: Brainstorming is a process often used to develop new products. Prospecting is the term used to describe the search for potential customers.

12. Salespeople typically use brainstorming to look for sales prospects, those people who are most likely to buy the seller's offerings.

a. True
b. False

Title: ANSWER: F REFERENCE: Sales Promotion LEARNING OUTCOME: 8 RATIONALE: It is an example of product placement
15. The frequent reference to Chili's restaurants on the television show The Office is probably an example of co-marketing.

17. Publicity is any information that a company issues to the media that is paid for by the company.

a. True

REFERENCE: Trends in Promotion and Distribution LEARNING OUTCOME: 10 RATIONALE: Podcasts are basically blogs with an audio element.

19. Podcasts are significantly different from blogs.

Title: ANSWER: A REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 RATIONALE: Physical distribution is the efficient management of the acquisition of raw materials to the factory and the movement of products from the producer to industrial users and consumers.

2. Leon Georges works in the warehouse for a manufacturer of air-purification systems. He is responsible for the transportation of metal components, preformed plastic, etc. used to manufacture the systems as well as the efficient movement of the finished systems from the manufacturing facility to the warehouse to distribution trucks. Georges is involved in:
A. distribution
B. intermediation
C. countertrading
D. component logistics
E. centralized transportation

Title: ANSWER: E REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 RATIONALE: The chain of manufacturer, agent, wholesaler, and retailer through which items like x-ray machines, dental equipment, and safety goggles flow is called a distribution channel.

5. Victorinox is the name of the company that manufacturers Swiss army knives. The _____ channel the company utilizes to get its knives to market is to wholesalers, than to retailers, and finally to consumers.

8. Geraldine Fadsi's job in the entertainment industry is to bring together entertainers and organizations looking to hire entertainers. Fadsi is paid a commission, usually by the entertainer. Fadsi is acting as a: A. merchant wholesaler
B. agent
C. distributor
D. distribution captain
E. marketer

Title: ANSWER: B REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 9. A(n) _____ are go-betweens that bring buyers and sellers together.

Title: ANSWER: A REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 11. The two types of distribution channels are:
A. industrial and consumer
B. wholesaler and retailer
C. centralized and decentralized
D. manufacturing and marketing
E. functional and networked

Title: ANSWER: C REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1
RATIONALE: Channel intermediaries are not involved in the production process. Inputs and outputs must be stored somewhere--the function cannot be eliminated. Agents and brokers do not take title to the products they handle.

E. Channel intermediaries take title to the products as they move through distribution channels.

Title: ANSWER: B REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 13. _____ is the breaking down of large shipments of similar merchandise into smaller, more usable quantities that can be sold to consumers and end users.

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large batches into small bunches, and delivers them to independent florists. This process is called: A. breaking bulk
B. lot dispersal
C. inventory separation
D. product diffusion
E. inventory diffusion

A. Manufacturers
B. Wholesalers
C. Service providers
D. Market managers
E. Product managers

Title: ANSWER: D REFERENCE: Wholesaling LEARNING OUTCOME: 2
19. What is the primary difference between a merchant wholesaler and an agent?

21. American Pet Pro purchases pet grooming supplies from various manufacturers, sorts them, and resells them to retailers. American Pet Pro is a(n) _____ wholesaler.

A. merchant
B. agent
C. manufacturers'
D. functional
E. vertical

Title: ANSWER: B REFERENCE: Wholesaling LEARNING OUTCOME: 2
25. In which of the following industries are you most likely to find a broker?

A. furniture
B. real estate
C. toy
D. hardware
E. petrochemical

Title: ANSWER: D REFERENCE: The Competitive World of Retailing LEARNING OUTCOME: 3 28. Which of the following is NOT a type of retailer?

A. factory outlets
B. discount stores
C. supermarkets
D. manufacturers’ representative
E. department stores

Title: ANSWER: C REFERENCE: The Competitive World of Retailing LEARNING OUTCOME: 3 31. Which of the following is an example of nonstore retailing?

A. factory outlet
B. hypermart
C. home shopping network
D. catalog store
E. convenience store

D. the rebroadcasting of famous sports events as background noise E. all of the above

Title: ANSWER: D REFERENCE: Using Supply Chain Management to Increase Efficiency and Customer satisfaction LEARNING OUTCOME: 4
33. Which of the following is NOT a typical task performed by a supply chain manager?

A. creating awareness
B. providing information
C. delivering the product
D. retaining customers
E. increasing the use of products

Title: ANSWER: E REFERENCE: Promotional Goals LEARNING OUTCOME: 5
RATIONALE: The purpose of the public relations activity is to show people the business exists.

A. increase the amount and frequency of use
B. provide information
C. create product awareness
D. get consumers to try their product
E. identify target market(s)

Title: ANSWER: D REFERENCE: Promotional Goals LEARNING OUTCOME: 5
38. When Canada Dry first introduced Wink soda in the 1960s, it used the slogan, "Join the cola dropouts."

A. increase the amount and frequency of use
B. provide information
C. create product awareness
D. get consumers to try their product
E. identify target market(s)

Title: ANSWER: C REFERENCE: Promotional Goals LEARNING OUTCOME: 5
40. The _____ is the combination of advertising, personal selling, sales promotion, and public relations used to promote a product.

42. National Geographic Magazine brought a bit of nature to New York as part of a week-long event promoting the magazine's October 2006 cover story on parks. The magazine hosted an interactive photography exhibit, which celebrated international and national parks. Invitations to representatives of the news media were an attempt to use which element of the promotional mix?

A. advertising
B. personal selling
C. public relations
D. sales promotion
E. distribution

Title: ANSWER: E REFERENCE: The Huge Impact of Advertising LEARNING OUTCOME: 6 45. Advertising can be found:
A. on television
B. on radio
C. in direct mail
D. on billboards
E. in any of the above media

Title: ANSWER: E REFERENCE: The Huge Impact of Advertising LEARNING OUTCOME: 6 46. Which of the following is an example of an advertising medium?

A. Interaction

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Title: ANSWER: B REFERENCE: The Importance of Personal Selling LEARNING OUTCOME: 7
52. In the newspaper comics, Cathy is often seen talking to a department store clerk who is trying to persuade her that she needs to buy a new wardrobe. The clerk is engaged in:
A. market research
B. personal selling
C. institutional selling
D. sales promotion
E. services marketing

Title: ANSWER: E REFERENCE: The Importance of Personal Selling LEARNING OUTCOME: 7
53. Which of the following statements describes an advantage that personal selling has over other forms of promotion?

E. All of the above statements describe how personal selling is superior to other forms of promotion.

Title: ANSWER: C REFERENCE: The Importance of Personal Selling LEARNING OUTCOME: 7
54. Which of the following statements describes an advantage that personal selling has over other forms of promotion?

E. All of the above statements describe how personal selling is superior to other forms of promotion.

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57. The sales process begins with the salesperson locating companies or people who are most likely to buy the seller's offerings. This activity is called:
A. screening
B. prospecting
C. brainstorming
D. market research
E. target marketing

Title: ANSWER: E REFERENCE: The Importance of Personal Selling LEARNING OUTCOME: 7 RATIONALE: Closing the sale means asking for the order.

A. consumers and members of the marketing channel
B. external and internal customers
C. domestic and foreign
D. retailer and manufacturer

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Title: ANSWER: E REFERENCE: Sales Promotion LEARNING OUTCOME: 8
RATIONALE: Product placement is paid inclusion of brands in mass media programming.

62. The brand name Cover Girl appeared in a young adult novel called Cathy's Book: If Found Call (650) 266-8233. One sentence in the book reads: "a killer coat of Lipslicks, a line of Cover Girl lip glosses. Procter &Gamble promoted the novel at beinggirl.com Web site in exchange for the mention. This is an example of"
A. advocacy marketing
B. co-marketing
C. supportive advertising
D. collateral marketing
E. product placement

Title: ANSWER: A REFERENCE: Sales Promotion LEARNING OUTCOME: 8 RATIONALE: See Exhibit 12.6 Types of Consumer and Sales Promotion Goals.

65. Which of the following is a type of sales promotion that can be used if the organization’s goal is to increase brand loyalty?

Title: ANSWER: B REFERENCE: Public Relations Helps Build Goodwill LEARNING OUTCOME: 9
67. When Nike donated $25,000 to a low-income area to provide job training, it received free and positive _____ in the news media.

A. premiums
B. publicity
C. samplings
D. knowledge
E. advertisements

Title: ANSWER: B REFERENCE: Trends in Promotion and Distribution LEARNING OUTCOME: 10 71. As a promotional tool, podcasting offers the advantage to listeners of:
A. extensive reach
B. convenience
C. interactivity
D. benchmarking
E. high frequency

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Title: ANSWER: Brokers REFERENCE: The Nature and Functions of Distribution LEARNING OUTCOME: 1 4. _____ bring buyers and sellers together, do not title to merchandise, receive commission on sales, and have little say over company sales policies.

Title: ANSWER: Merchant REFERENCE: Wholesaling LEARNING OUTCOME: 2
5. _____ wholesalers operate warehouses where they receive the merchandise, take title to it, store it, and later ship it to buyers.

Title: ANSWER: Integrated marketing communications (IMC) The Promotional Goals LEARNING OUTCOME: 5 10. _____ is the careful coordination of all promotional activities to produce a consistent, unified message that is customer focused.

Title: ANSWER: Advertising REFERENCE: The Huge Impact of Advertising LEARNING OUTCOME: 6 11. _____ is any paid form of nonpersonal presentation by an identified sponsor.

Title: ANSWER: Sales promotions REFERENCE: Sales Promotion LEARNING OUTCOME: 8 14. _____ are marketing events or sales efforts that stimulate consumer buying.

Title: ANSWER: Public relations REFERENCE: Public Relations Helps Build Goodwill LEARNING OUTCOME: 9 15. _____ is any communication or activity designed to win goodwill or prestige for a company or person.

Title: ANSWER: merchant wholesalers and agents and brokers REFERENCE: Wholesaling LEARNING OUTCOME: 2
4. List the two main types of wholesalers.

Title: ANSWER: in-store and nonstore REFERENCE: The Competitive World of Retailing LEARNING OUTCOME: 3
5. What are the two main categories of retailers?

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