You are on page 1of 22

Question 1 True/False out of 1 points Product adaptation involves changing the product to meet local conditions or wants

. Given Answer: True Correct Answer: True

Question 2 True/False out of 1 points A specialty store is a retail store that carries a wide product line with a narrow assortment within that line. Given Answer: False Correct Answer: False

Question 3 True/False out of 1 points The greatest involvement in a foreign market comes through direct investment. Given Answer: True Correct Answer: True

Question 4 Multiple Choice out of 1 points A _______________________ is a retail store that carries a narrow product line with a deep assortment within that line. Given Answer: c. specialty store Correct Answer: c. specialty store

Question 5 Multiple Choice out of 1 points When one or more independent producers, wholesalers, and retailers operating as separate businesses make up the channel of distribution, it comprises which type of distribution channel? Given Answer: d. conventional Correct Answer: d. conventional

Question 6 Multiple Choice out of 1 points Working through independent international marketing intermediaries is called: Given Answer: b. indirect exporting. Correct Answer: b. indirect exporting.

Question 7 True/False out of 1 points Too many retailers fail to define their target markets and positions clearly. Given Answer: True Correct Answer: True

Question 8 Multiple Choice out of 1 points International trade system devices that limit the amount of foreign exchange and the exchange rate against other currencies are called: Given Answer: b. exchange controls. Correct Answer: b. exchange controls.

Question 9 True/False out of 1 points Throughout history, the most common pricing approach was to install a fixed-price policy (setting one price for all buyers). Given Answer: False Correct Answer: False

Question 10 Multiple Choice out of 1 points Personal selling is an expensive form of promotion. For example, research shows that personal selling costs companies _______ per sales call. Given Answer: a. $170 Correct Answer: a. $170

honesty on selling teams is always open to question because of the number involved in the selling process. samples Question 14 True/False out of 1 points An argument against product obsolescence as a marketing sin is that consumers like style changes and are often ready to get rid of the "old. product development . a desire to produce abroad.Question 11 Multiple Choice out of 1 points All of the following would be considered to be pitfalls of team selling EXCEPT: Given Answer: a. way to introduce a new product? Given Answer: d. a desire to produce abroad. but most expensive. Correct Answer: a. honesty on selling teams is always open to question because of the number involved in the selling process. Question 13 Multiple Choice out of 1 points Which of the following consumer-promotion tools is the most effective. samples Correct Answer: d. Question 12 Multiple Choice out of 1 points All of the following have contributed to a growing problem of complaints about product safety EXCEPT: Given Answer: a." Given Answer: True Correct Answer: True Question 15 Multiple Choice out of 1 points Introducing the new product into the market takes place in which stage of the new product development process? Given Answer: d. Correct Answer: a.

. However. public relations Question 18 Multiple Choice out of 1 points All of the following are benefits to society that can result from company acquisition of other companies EXCEPT: Given Answer: d. Question 19 True/False out of 1 points An infomercial lasts about five minutes. Given Answer: False Correct Answer: False Question 20 Multiple Choice out of 1 points Nonregulated monopolies are free to price at what the market will bear. commercialization Question 16 True/False out of 1 points Companies selling in global industries have no choice but to internationalize their operations.Correct Answer: a. public relations Correct Answer: c. the acquisition may reduce competition. the acquisition may reduce competition. which is considerably longer than the 30second commercial. Correct Answer: d. Given Answer: True Correct Answer: True Question 17 Multiple Choice out of 1 points The promotional tool that marketers tend to underuse or use only as an afterthought is best described as being which of the following? Given Answer: c.

possession Question 24 Multiple Choice out of 1 points Before going abroad.they do not always charge the full price for a number of reasons. possession Correct Answer: a. It overcomes the major time. and ______________ gaps that separate goods and services from those who would use them. desire to penetrate the market faster with a low price. One of those reasons is the: Given Answer: b. For example. Question 21 True/False out of 1 points Selling is one of the oldest professions. desire to penetrate the market faster with a low price. place. Given Answer: a. it should decide on all of the following EXCEPT: (Pick the LEAST LIKELY. the company should try to define its international marketing objectives and policies. Given Answer: True Correct Answer: True Question 23 Multiple Choice out of 1 points A distribution channel moves goods and services from producers to consumers.) Given Answer: c. what currency it wants to use. Correct Answer: b. Correct Answer: c. Given Answer: True Correct Answer: True Question 22 True/False out of 1 points Integrated direct marketing is a direct-marketing campaign that uses multiple vehicles and multiple stages to improve response rates and profits. . what currency it wants to use.

competitor's budgets represent the collective wisdom of the industry. Given Answer: c. category killer Question 29 Multiple Choice out of 1 points When different versions of a product are priced differently but not in accordance to . Given Answer: True Correct Answer: True Question 26 Multiple Choice out of 1 points One of the arguments that supports the competitive-parity method for budgeting promotions is that: Given Answer: c. competitor's budgets represent the collective wisdom of the industry.Question 25 True/False out of 1 points A hypermarket is characterized as being a huge store (sometimes as large as six football fields) that carries a large assortment of routinely purchased items. Question 27 True/False out of 1 points Public relations is often described as a marketing stepchild because of its limited and scattered use. Given Answer: True Correct Answer: True Question 28 Multiple Choice out of 1 points A _________________ is a giant specialty store that carries a very deep assortment of a particular line and is staffed by knowledgeable employees. Correct Answer: c. category killer Correct Answer: c.

a company that makes performance racecars for dirt tracks. it is a form of: Given Answer: b. product quality leadership Question 33 Multiple Choice out of 1 points One of the benefits of the most recent round of GATT talks (concluding in 1993) was that the agreement extended GATT to cover: Given Answer: b. embargo Correct Answer: a. product-form pricing. Given Answer: d. Question 30 Multiple Choice out of 1 points The purpose of a(n) _________ is to conserve on foreign exchange and to protect local industry and employment. . product quality leadership Correct Answer: b. persuasive advertising Correct Answer: b. agriculture. Correct Answer: b. quota Question 31 Multiple Choice out of 1 points Building selective demand is the objective of which type of advertising? Given Answer: b.differences in their value. persuasive advertising Question 32 Multiple Choice out of 1 points The Samuels Company. Correct Answer: b. agriculture. charges high prices to cover higher performance quality and the high cost of R&D necessary to stay on top of the performance racing field. Which of the following pricing objectives would the Samuels Company most likely be following as a course of action? Given Answer: b. product-form pricing.

Correct Answer: a. Question 36 Multiple Choice out of 1 points Which of the following international product/promotion strategies involves changing the product to meet local conditions or wants? Given Answer: b. nontariff trade barriers. promotion to wholesalers and retailers. the government is using: Given Answer: d. matching Correct Answer: d. indirect marketing channel . product adaptation Question 37 Multiple Choice out of 1 points Shaping and fitting the offer to the buyer's needs. or product standards that go against a foreign company's product features. Correct Answer: d. Question 35 Multiple Choice out of 1 points All of the following are considered to be major logistics functions EXCEPT: Given Answer: a. product adaptation Correct Answer: b. grading. assembling. Given Answer: b. describes which of the following key functions performed by members of the marketing channel? Given Answer: d. matching Question 38 Multiple Choice out of 1 points A(n) _________________ is a channel that contains one or more intermediary levels.Question 34 Multiple Choice out of 1 points If a government uses barriers to foreign products such as biases against a foreign company's bids. and packaging. including activities such as manufacturing. nontariff trade barriers. promotion to wholesalers and retailers.

they are using which of the following advertising execution formats? Given Answer: d. and Unbelievable Price. indirect marketing channel Question 39 True/False out of 1 points The need-satisfaction approach calls for a quick close since consumers will have already solved their own problem and are looking to exit the sales situation with a minimum of difficulty. Given Answer: False Correct Answer: False Question 40 Multiple Choice out of 1 points When a company chooses to use an animated character such as the Jolly Green Giant or Garfield the Cat in their commercial. Superior Service. straight product extension . personality symbol Question 41 Multiple Choice out of 1 points When Dell Computer runs an advertisement that boosts "Superior Quality. personality symbol Correct Answer: d. market-competitive pricing Correct Answer: a. and Heineken beer are all examples of companies that have been able to sell their products around the world successfully using which of the following international product/promotion strategies? Given Answer: a." they are most likely using which of the following new product pricing strategies? Given Answer: d. Kellogg cereals. market-penetration pricing Question 42 Multiple Choice out of 1 points IBM. straight product extension Correct Answer: a.Correct Answer: b.

Question 43 True/False out of 1 points An indirect marketing channel has no intermediary levels. too much political power . More non-store retailing is conducted by "click-and-brick" retailers than by click-only" retailers. Correct Answer: b. Question 45 Multiple Choice out of 1 points If a company sells its product directly to the consumer without using any intermediaries. it is using a(n): Given Answer: d. hybrid channel. Given Answer: False Correct Answer: False Question 44 Multiple Choice out of 1 points Which of the following statements is MOST TRUE about the growth of non-store retailing? Given Answer: b. Correct Answer: a. More non-store retailing is conducted by "click-and-brick" retailers than by click-only" retailers. Given Answer: False Correct Answer: False Question 47 Multiple Choice out of 1 points "Greed is good" and "Shop 'till you drop" are slogans that might characterize which of the following social criticisms leveled at marketing? Given Answer: d. Question 46 True/False out of 1 points Market fragmentation has also resulted in profit fragmentation. direct marketing channel.

the best salespeople have among their characteristics the ability to close a sale. the Internet. Question 51 True/False out of 1 points According to research. the Internet. seasonal discounts Correct Answer: d. strong retailers Correct Answer: b. Correct Answer: d. sellers often use which of the following? Given Answer: d. false wants and too much materialism Question 48 Multiple Choice out of 1 points In an attempt to keep production steady during an entire year.Correct Answer: a. especially for products whose use is for only part of the year. seasonal discounts Question 49 Multiple Choice out of 1 points Which of the following factors is spurring a new movement in pricing toward dynamic pricing? Given Answer: b. strong retailers Question 50 Multiple Choice out of 1 points The fastest-growing sales force technology tool is: Given Answer: d. Given Answer: True Correct Answer: True Question 52 Multiple Choice out of 1 points Which of the following promotional budget methods wrongly views sales as the cause of promotion rather than as the result? .

maturity stage. Given Answer: c. advertising. and public relations. percentage-of-sales method Question 53 Multiple Choice out of 1 points A company is in the ______________ stage of the new-product development process when the company develops the product concept into a physical product in order to assure that the product idea can be turned into a workable product. maturity stage. lower costs Correct Answer: c. lower costs Question 55 True/False out of 1 points B2B marketers tend to use a push strategy (push more). Given Answer: a. greater competition. Correct Answer: d. and the eventual elimination of weaker competitors is called the: Given Answer: d.Given Answer: b. putting more funds into personal selling. product development Correct Answer: a. . percentage-of-sales method Correct Answer: b. product development Question 54 Multiple Choice out of 1 points Companies with ___________ can set lower prices that result in greater sales and profits. Given Answer: True Correct Answer: True Question 56 Multiple Choice out of 1 points The stage of the PLC characterized by overcapacity. followed by sales promotion.

the next stage is most likely to be: Given Answer: b.Question 57 True/False out of 1 points One of the chief limitations of the Internet with respect to communication is format and quality constraints. deficient products Question 59 Multiple Choice out of 1 points After idea generation has occurred in the new-product development process. Given Answer: False Correct Answer: True Question 61 True/False out of 1 points If you want to get a mass audience. Given Answer: False Correct Answer: False . idea screening. deficient products Correct Answer: d. newspaper is where you have to be. idea screening. Given Answer: True Correct Answer: True Question 58 Multiple Choice out of 1 points From the societal perspective. Question 60 True/False out of 1 points Snowboarding using a Burton Snow Board could be a theme incorporated into a lifestyle commercial. bad-tasting and ineffective medicine would be considered to be a part of which type of product category? Given Answer: d. Correct Answer: b.

cash discount Correct Answer: c. psychological pricing. the belief that individual digits in a product's price have symbolic and visual qualities that should be considered in setting price is linked to: Given Answer: a. Given Answer: c. affordable method . Correct Answer: d. Price Question 66 Multiple Choice out of 1 points Determining the promotion budget on the basis of financial availability of capital is characteristic of which of the following budget methods? Given Answer: a. cash discount Question 63 Multiple Choice out of 1 points With respect to setting pricing amounts. Question 64 Multiple Choice out of 1 points The stage in the product life cycle where the strategic focus is on maximizing profit while defending market share and pricing to match or beat the competition is called the: Given Answer: d.Question 62 Multiple Choice out of 1 points A(n) ________________ is a price reduction to buyers who pay their bills promptly. psychological pricing. Correct Answer: a. Given Answer: d. maturity stage. maturity stage. Value estimate Correct Answer: a. Question 65 Multiple Choice out of 1 points _____________ is the sum of the values that consumers exchange for the benefits of having or using the product or service.

retailer cooperative Correct Answer: b. vertical conflicts. affordable method Question 67 Multiple Choice out of 1 points The concept of ______________ suggests that the company must blend the promotion tools carefully into a coordinated promotion mix. central wholesale operation and conducts joint merchandising and promotion efforts. Question 70 Multiple Choice out of 1 points A ____________ is a group of independent retailers that bands together to set up a jointly owned. located near a residential area. Given Answer: c. Given Answer: b. integrated marketing communications Correct Answer: c. Question 69 Multiple Choice out of 1 points A small store. retailer cooperative Question 71 Multiple Choice out of 1 points . Correct Answer: b. vertical conflicts. that is open long hours seven days a week and carries a limited line of high-turnover convenience goods is called a: Given Answer: d. convenience store. integrated marketing communications Question 68 Multiple Choice out of 1 points Conflicts between different levels of the same channel of distribution are referred to as: Given Answer: b. convenience store. Correct Answer: d.Correct Answer: a.

owned. Given Answer: True Correct Answer: True Question 75 Multiple Choice out of 1 points The type of store cluster that consists of a group of retail businesses planned. and managed as a unit is called a: Given Answer: d. simultaneous product development. shopping center.In recent years. Given Answer: False Correct Answer: False Question 74 True/False out of 1 points Most new products that fail in the consumer goods category are called line extensions. traded up. many discount retailers have: Given Answer: a. simultaneous product development. Correct Answer: c. Correct Answer: d. facing intense competition from other discounters and department stores. . Correct Answer: a. developed. traded up. travel expenses are relatively large. Question 73 True/False out of 1 points One of the critical problems with the territorial sales force structure is that because of extensive travel. shopping center. Question 72 Multiple Choice out of 1 points Overlapping steps in the new-product development process to save time and increase effectiveness across the various departments involved is called: Given Answer: c.

market modification. Correct Answer: d. Question 79 True/False out of 1 points If a company chose to harvest from its product life cycle. Which of the following is the first step in that process? Given Answer: c. Given Answer: False Correct Answer: False Question 80 Multiple Choice out of 1 points As mentioned in the text.Question 76 Multiple Choice out of 1 points The strategy used during maturity to attempt to increase the consumption of the current product is called: Given Answer: b. this would most likely occur in the growth phase of the product life cycle. designing sales force strategy and structure Correct Answer: c. always be the lowest priced. Given Answer: False Correct Answer: False Question 78 Multiple Choice out of 1 points According to "Mr. Correct Answer: b." all of the following would help to prevent failure on the part of new products EXCEPT: Given Answer: d. market modification. always be the lowest priced. Question 77 True/False out of 1 points Reach is a measure of how many times the average person in the target market is exposed to the message. Failure's Lessons for Sweet Success. there are six distinct major steps in sales force management. designing sales force strategy and structure .

new environmental technology Question 83 Multiple Choice out of 1 points The use of more than one. selling jewelry in a clothing store.000 apiece). of the intermediaries who are willing to carry the company's products is characteristic of which of the following distribution formats? Given Answer: c. they are using which of the following pricing strategies? Given Answer: d. market-skimming pricing Correct Answer: d. . Correct Answer: b.Question 81 Multiple Choice out of 1 points When Intel develops a strategy whereby they develop and introduce a newer. selling jewelry in a clothing store. selective distribution Question 84 Multiple Choice out of 1 points All of the following are examples of nonstore retailing EXCEPT: Given Answer: b. new environmental technology Correct Answer: b. market-skimming pricing Question 82 Multiple Choice out of 1 points "Is there potential to realize major improvements through new technology?" This statement would be found in which of the following environmental sustainability grid cells? Given Answer: b. selective distribution Correct Answer: c. higher margin microprocessor chip every 12 months and send the older models down the industry food chain to feed demand at lower price points (their new chips can sell for as much as a $1. but fewer than all.

channel conflict. paid ad with a response channel. Given Answer: False Correct Answer: False Question 88 Multiple Choice out of 1 points The integrated direct marketing campaign begins with a(n): Given Answer: a. which of the following sales force structures would Kodak most likely be using? Given Answer: b. Given Answer: False Correct Answer: False Question 87 True/False out of 1 points A straight product extension occurs when a company creates a new product or service for a foreign market. product sales force Question 86 True/False out of 1 points Retailing is defined as being all activities involved in selling goods and services to those buying for resale or business use.Question 85 Multiple Choice out of 1 points If Kodak uses different sales forces for its film products than for its industrial products. paid ad with a response channel. channel conflict. . Question 89 Multiple Choice out of 1 points Disagreement over the goals and roles of marketing channel members is called: Given Answer: d. Correct Answer: a. product sales force Correct Answer: b. Correct Answer: d.

however: (Select the MOST CORRECT statement. standardized marketing mix Correct Answer: a. or preference problems. product image Question 93 Multiple Choice out of 1 points Integrated marketing communications involves identifying the target audience and shaping a well-coordinated promotional program to elicit the desired audience response. Correct Answer: c.) Given Answer: c. or preference problems. Given Answer: True Correct Answer: True Question 92 Multiple Choice out of 1 points A ____________________ is the way consumers perceive an actual or potential product. marketing communications focus on overcoming immediate awareness. image. marketing communications focus on overcoming immediate awareness. image. Given Answer: a. Too often. standardized marketing mix Question 91 True/False out of 1 points Virtual reality is now being used to test product concepts.Question 90 Multiple Choice out of 1 points When Ford sells a "world car" it is following a(n) _________________ strategy. product image Correct Answer: b. Question 94 Multiple Choice out of 1 points The form of international business that consists of one company joining forces with foreign investors to create a local business in which they share ownership and control is called: . Given Answer: b.

expense allowance. premiums Question 99 Multiple Choice out of 1 points . Given Answer: c. joint ownership. Question 96 Multiple Choice out of 1 points The element of the compensation mix that repays salespeople for undertaking jobrelated selling efforts is the: Given Answer: c. Correct Answer: c. Correct Answer: a.Given Answer: d. which of the following forms of sales promotion was used? Given Answer: b. expense allowance. quantity discount. Correct Answer: d. premiums Correct Answer: b. Question 95 Multiple Choice out of 1 points A price reduction to buyers who buy in large volumes is called a: Given Answer: a. joint ownership. a firm faces a trade-off between high market share and high current profit. Question 97 Multiple Choice out of 1 points In the ___________. growth stage Question 98 Multiple Choice out of 1 points If Cheerios includes a free toy from a Disney movie in its cereal boxes as an incentive to purchase cereal. quantity discount. growth stage Correct Answer: c.

the role of marketing intermediaries is to transform: Given Answer: d. . frequency. Correct Answer: b. frequency.The measure of how many times the average person in the target market is exposed to the message is called: Given Answer: b. assortments of products made by producers into the assortments wanted by consumers. Correct Answer: d. Question 100 Multiple Choice out of 1 points From the economic system's point of view. assortments of products made by producers into the assortments wanted by consumers.