Question 1

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

Accepted Answer

A)  a buying allowance
B)  a bribe
C)  cooperative advertising
D)  point-of-purchase discounts
E)  integrated advertising effortsF) A) and C)
G) C) and E)

Question 2

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Accepted Answer

A)  feedback
B)  personal selling
C)  advertising
D)  public relations
E)  sales promotionF) None of the above
G) C) and D)

Question 3

Abercrombie and Fitch, a nationwide clothing store, in a(n)  _____.

Accepted Answer

A)  independent retailer
B)  department store
C)  discount store
D)  chain retailer
E)  catalog showroomF) B) and C)
G) A) and B)

Question 4

Publicity is a free package or container of a product sent to consumers in the mail.

Accepted Answer

A) True 
 B)False

Question 5

Both inside and outside order takers produce most of their company's sales through:

Accepted Answer

A)  successful handling of repeat sales.
B)  creative selling techniques.
C)  aggressive solicitation of new customers.
D)  locating prospects.
E)  persuading new customers to try their product or service.F) A) and B)
G) None of the above

Question 6

All of the following are examples of sales promotion except:

Accepted Answer

A)  rebate.
B)  sample.
C)  premium.
D)  point-of-purchase display.
E)  direct-response advertising.F) C) and D)
G) A) and B)

Question 7

The personal-selling process includes all of the following except:

Accepted Answer

A)  prospecting.
B)  approaching the prospect.
C)  answering objections.
D)  providing a product sample.
E)  making the presentation.F) A) and D)
G) B) and E)

Question 8

​A _____ is a typed page, or e-mail, of about 300 words provided by an organization to the media as a form of publicity.

Accepted Answer

A)  ​news release
B)  ​feature article
C)  ​cooperative advertisement
D)  ​press conferenceE) B) and C)
F) A) and D)

Question 9

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

Accepted Answer

A)  features that competing products lack.
B)  objectives pertaining to brand awareness.
C)  an analysis of the advertising target.
D)  objectives to improve consumer attitudes.
E)  the appropriate media selections.F) A) and D)
G) A) and C)

Question 10

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Accepted Answer

A)  wholesaler
B)  functional middleman
C)  producer
D)  retailer
E)  business userF) B) and D)
G) C) and D)

Question 11

Which of the following channels in known as the direct channel?

Accepted Answer

A)  Producer to consumer
B)  Producer to middleman to business user
C)  Producer to retailer to consumer
D)  Producer to wholesaler to retailer to consumer
E)  Producer to middlemanF) A) and B)
G) C) and D)

Question 12

All of the following are services provided by wholesalers to retailers except

Accepted Answer

A)  buying in large quantities and selling in smaller quantities
B)  promoting the product
C)  supplying marketing information
D)  manufacturing a wide selection of product
E)  helping finance purchasesF) A) and E)
G) D) and E)

Question 13

A general term for a middleman that actually buys and then resells goods is a _____.

Accepted Answer

A)  functional middleman
B)  broker
C)  retailer
D)  sales agent
E)  merchant middlemanF) B) and C)
G) C) and D)

Question 14

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

Accepted Answer

A)  Television
B)  Newspapers
C)  Radio
D)  Billboards
E)  BlimpsF) All of the above
G) A) and D)

Question 15

​____ include setting objectives in concrete, adjusting the size of the sales force to meet changes in the firms' marketing plan and the marketing environment, attracting and hiring effective salespersons, developing a training program, formulating a fair and adequate compensation plan, motivating salespersons to keep productivity high, defining sales territories and determining scheduling and routing of the sales force, and evaluating the operation holistically.

Accepted Answer

A)  ​Major management tasks
B)  ​Top management tasks
C)  ​Line supervisors' tasks
D)  ​Floor supervisors' tasksE) A) and D)
F) B) and C)

Question 16

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

Accepted Answer

A)  primary-demand
B)  institutional
C)  comparative
D)  reminder
E)  immediate-responseF) A) and B)
G) B) and E)

Question 17

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n)  _____.

Accepted Answer

A)  technical salesperson
B)  missionary salesperson
C)  order taker
D)  order getter
E)  sales support personF) B) and C)
G) A) and E)

Question 18

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

Accepted Answer

A)  feature article
B)  captioned photograph
C)  promotional campaign
D)  news release
E)  public relations schemeF) None of the above
G) B) and E)

Question 19

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

Accepted Answer

A)  exclusive
B)  intensive
C)  patterned
D)  intentional
E)  selectiveF) All of the above
G) A) and E)

Question 20

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Accepted Answer

A)  Making the presentation
B)  Approaching the prospect
C)  Prospecting
D)  Following up
E)  Closing the saleF) B) and D)
G) A) and C)

Exam 13: Distributing and Promoting Products

A general term for a middleman that actually buys and then resells goods is a _____.

Correct Answer
verified

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Correct Answer
verified

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

Correct Answer
verified

Both inside and outside order takers produce most of their company's sales through:

Correct Answer
verified

All of the following are services provided by wholesalers to retailers except

Correct Answer
verified

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

Correct Answer
verified

A _____ is a typed page, or e-mail, of about 300 words provided by an organization to the media as a form of publicity.

Correct Answer
verified

All of the following are examples of sales promotion except:

Correct Answer
verified

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Correct Answer
verified

Which of the following channels in known as the direct channel?

Correct Answer
verified

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

Correct Answer
verified

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Correct Answer
verified

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

Correct Answer
verified

The personal-selling process includes all of the following except:

Correct Answer
verified

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

Correct Answer
verified

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

Correct Answer
verified

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

Correct Answer
verified

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n) _____.

Correct Answer
verified

Correct Answer
verified

Publicity is a free package or container of a product sent to consumers in the mail.

Correct Answer
verified

Exam 13: Distributing and Promoting Products

A general term for a middleman that actually buys and then resells goods is a _____.

Correct AnswerverifiedShow Answer

An article in The Wall Street Journal addresses the issue of customer service and mentions that the Ritz Carlton Hotel Company offers outstanding customer service at all of its hotels. This article is an example of _____.

Correct AnswerverifiedShow Answer

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

Correct AnswerverifiedShow Answer

Both inside and outside order takers produce most of their company's sales through:

Correct AnswerverifiedShow Answer

All of the following are services provided by wholesalers to retailers except

Correct AnswerverifiedShow Answer

Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.

Correct AnswerverifiedShow Answer

​A _____ is a typed page, or e-mail, of about 300 words provided by an organization to the media as a form of publicity.

Correct AnswerverifiedShow Answer

All of the following are examples of sales promotion except:

Correct AnswerverifiedShow Answer

The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers. The Spirit connection is a _____.

Correct AnswerverifiedShow Answer

Which of the following channels in known as the direct channel?

Correct AnswerverifiedShow Answer

In creating the advertising platform for one of its products, Gems, Inc., will include important selling points such as:

Correct AnswerverifiedShow Answer

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

Correct AnswerverifiedShow Answer

Jacobs Enterprises, a large firm, wants to reach a national market for its new product. Which advertising medium would be most appropriate for this purpose?

Correct AnswerverifiedShow Answer

The personal-selling process includes all of the following except:

Correct AnswerverifiedShow Answer

General Motors Corporation and Ford Motor Company frequently advertise that their cars beat the competition in price, durability, and warranties. This type of advertising is called ____ advertising.

Correct AnswerverifiedShow Answer

A 3,000-word piece written about a product by the company that owns or is responsible for the product is a _____.

Correct AnswerverifiedShow Answer

If Levi Strauss & Co. offers to pay JCPenney to have its jeans included in JCPenney's anniversary sale ad, this would be an example of _____.

Correct AnswerverifiedShow Answer

Brenda is a real estate agent for Coldwell Banker. Whenever she works with a client, she focuses on obtaining leads for prospective clients who are friends or families of her current client. Brenda is acting in her capacity as a(n) _____.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Publicity is a free package or container of a product sent to consumers in the mail.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified

A _____ is a typed page, or e-mail, of about 300 words provided by an organization to the media as a form of publicity.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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