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  92) Kronos Inc., a car manufacturer, makes a car called Hover that runs on the force generated by super magnets. Kronos is the first company to use super-magnet technology in automobile manufacturing, aiming to reduce dependency on non-renewable fuels. If Kronos plans to release television advertisements about Hover, what kind.
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  11) Which of the following is true of consumers in the new marketing communications model? A) They are more reliant on traditional methods of marketing for product information. B) They are less informed than before about companies and product marketing techniques. C) They are more reliant on mass-media marketing methods for product information. D).
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  41) In which of the following steps of the selling process does a salesperson make sure that there is proper installation and support after a buyer receives the initial order? A) closing B) follow-up C) handling objections D) presentation E) prospecting 42) ABM Connect is one of the largest Internet service providers in India. The company's.
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  71) A multichannel marketing system is one in which a producer sells to multiple markets using the same distributional channel. 72) Disintermediation occurs when product or service producers cut out intermediaries and sell directly to final buyers. 73) Marketing channel design calls for analyzing consumer needs, setting channel objectives, identifying major channel.
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  88) Why do today's firms need integrated marketing communications systems? How do firms benefit from such systems? 89) Watson Insurance is an insurance company that provides coverage for personal property and bodily injury. The company offers customized policy options for individual customers. High levels of interaction with customers are needed so.
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  1) ________ refers to the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use. A) Sole sourcing B) Retailing C) Manufacturing D) Procurement E) Warehousing 2) ________ refers to using point-of-purchase promotions and advertising to extend brand equity to "the last mile" and encourage favorable point-of-purchase decisions. A) Internal marketing B).
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  94) With a suitable example, show how advancements in technology help consumers avoid advertisement cluttering. What implications does this trend hold for advertisers? 95) Yuran Inc., a designer and seller of lifestyle products and inexpensive furniture, has decided to engage in brand integration to advertise its products. The decision coincides with.
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  1) Which of the following statements is true of salespeople? A) They do not work with wholesalers and retailers. B) They are employed mostly in click-only companies. C) They do not represent the customers to the company. D) They represent a company to its customers by communicating and selling. E) They represent a new class.
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  41) Which statement is most likely true about the affordable method of setting an advertising budget? A) Spending on advertising is calculated based on the financial objectives a company wishes to accomplish. B) Spending on advertising is calculated after operating expenses, and capital outlays are deducted from total revenues. C) Spending on advertising.
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  1) ________ is any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor. A) Sales promotion B) Personal selling C) Advertising D) Public relations E) Direct marketing 2) Remington Motors releases a new line of hybrid electric vehicles called Electra. The line promises superior mileage and excellent horsepower in.
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  51) When compared to merchant wholesalers, brokers and agents ________. A) perform greater functions B) do not take title to goods C) deal only in services and not products D) do not engage in any negotiation of wholesale deals E) rarely specialize in one product category or customer type 52) A ________ brings buyers and sellers.
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  93) How does a company determine its channel objectives? What factors influence the channel objectives of a company? 94) Differentiate between intensive distribution, exclusive distribution, and selective distribution strategies, Provide examples of products that would be appropriate for each.     .
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  61) Retailers are businesses whose sales come primarily from retailing. 62) Shopper marketing involves focusing the entire marketing process–from product and brand development to logistics, promotion, and merchandising–toward turning shoppers into buyers at the point of sale. 63) PennyLane Retailers believe in a do-it-yourself approach, and their stores are designed for consumers.
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  61) A firm that sends e-mail updates to customers about new products is engaging in personal selling. 62) The new marketing communications model consists of promotional mixes that are designed to make traditional mass-media obsolete. 63) Integrated marketing communications involves carefully coordinating a company's many communications channels to deliver a clear, consistent,.
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  71) Many companies motivate their salespeople by setting sales quotas. 72) Sales managers use sales reports, personal observations, and customer surveys to assess the performance of sales force members. 73) The best source of new prospects for a salesperson is referrals. 74) While handling buyer objections, salespeople should use a positive approach to.
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  31) A ________ strategy involves a company spending a lot of money on advertising and promotion to induce consumers into buying the product by creating a demand vacuum. A) push B) direct marketing C) vertical integration D) pull E) publish-subscribe 32) Pearl Sands is a resort in the town of Willington. It attracts the maximum number.
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  11) Department stores are most likely characterized by ________. A) narrow product lines B) specialty goods and services C) predatory pricing strategies D) deep assortments of luxury brands E) wide varieties of product lines 12) Jones & Company, a major retail chain across the United States, offers a wide range of consumer goods such as clothing,.
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  97) Amex Retail, the country's largest and oldest retail chain, was recently recognized as one of the most influential companies in the U.S. The company aims to capitalize on this opportunity by implementing major marketing activities to capture the attention of consumers, politicians, and environmentalists. The company was one of.
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  31) For a retailer to be able to differentiate from competitors and match target shoppers' expectations, the retailer's product assortment should most likely be ________. A) identical to the product assortment offered by competitors B) devoid of any blockbuster goods since they distract most consumers C) targeted at all consumers in the global.
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  71) Comparative advertising is a type of persuasive advertising. 72) Reminder advertising is ideal for maintaining customer relationships with mature products. 73) The affordable method of setting an advertising budget depends on the total revenues of a company. 74) The principle behind the percentage-of-sales method of budget setting is viewing sales as the.
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  81) Newspapers, as a medium of advertising, provide poor local market coverage. 82) Pulsing, as an ad pattern, means scheduling ads evenly over a given time period. 83) Public relations can have a strong impact on public awareness at a much lower cost than advertising can. 84) Usually, when using public relations, a.
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  21) Which term refers to the fixed amount in a salesperson's compensation? A) bonus B) commission C) salary D) incentive E) profit-sharing plan 22) Which term refers to a tool used by managers to supervise their salespeople? A) call plan B) sales quota C) sales contest D) bonus plan E) straight commission 23) What is the purpose of a sales manager using.
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  21) Which of the following promotion tools will most likely make a consumer feel the need to listen and immediately respond to a seller? A) digital advertising B) personal selling C) sales promotion D) public relations E) television advertising 22) Which of the following is true of personal selling? A) It is the most effective promotional tool.
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  41) Which of the following is an impact of the Great Recession on retailing trends? A) economic shift toward higher prices B) lower costs for retailers C) tighter consumer spending patterns D) longer retail life cycles E) prohibition on new retail forms 42) Carleese, a leading fashion brand, sets up small temporary boutiques across numerous locations.
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  61) Order takers typically participate in creative selling, social selling, and relationship marketing. 62) Sales promotions constitute the interpersonal arm of the promotional mix. 63) Click-only companies have the largest number of salespeople. 64) Salespeople represent customers to a company and represent a company to customers. 65) In a territorial sales-force structure, each salesperson.
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  91) Crunch and Munch is the country's favorite fast-food vendor of fried chicken. Over the years, the company has diversified into providing a larger variety of snacks like hot dogs, burritos, and burgers, but consumers still consider it the best seller of fried chicken. Many parties have approached Crunch and.
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  93) Posco, a limited-service retail chain with 130 stores across the country, is seeking to improve its standing in the market. Since its operations are widespread, altering the store atmosphere significantly is not feasible because of the costs involved. Similarly, upgrading the stores to full-service retail chains would require a.
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  95) What are the responsibilities of channel members? 96) What criteria should a firm consider before choosing a channel alternative? 97) How do companies generally manage and motivate their channel members? What technological tools are available to help with this task?     .
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  96) What are the important factors that a marketer should be aware of when developing a creative concept for an advertisement? 97) John works as a junior marketing executive at Frontloop Corporation. Frontloop Corporation manufactures guitars and other stringed instruments. It designs a new guitar, the Loneway, customized for the folk.
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  71) Voluntary chains are normally based on one unique product or a specific trade name. 72) In a retailer cooperative, independent retailers band together to set up a jointly owned, central wholesale operation and conduct joint merchandising and promotion efforts. 73) Retailers cannot make consistent decisions about product assortment and pricing until.
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  81) Supply chain management involves managing both upstream and downstream value-added flows of materials. 82) According to the text, the goal of any logistics system should be to maximize sales, not profits. 83) Inbound logistics involves managing the flow of products from an intermediary to a customer. 84) With a vendor-managed inventory system,.
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  81) Brokers and agents usually take title to goods and perform various functions for retailers. 82) Manufacturers' agents are the most common type of agent wholesaler. 83) The Great Recession put heavy pressure on wholesalers to increase their operation costs and limit warehouse automation systems. 84) In an automated warehouse, orders are fed.
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  21) Allstocks.com is an online retailer that buys furniture, clothing, electronics, and more from a variety of producers at less-than-regular wholesale prices. Allstocks then charges customers less than retail. Allstocks is an example of a(n) ________. A) specialty retailer B) independent off-price retailer C) departmental retailer D) full-service retailer E) category killer 22) An off-price retailing.
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  51) Trainstar, a sportswear equipment manufacturer, releases a new line of energy drinks called VitaZing. The television ad for the energy drink shows people jogging, working out in a gym, and doing aerobics. The actors then take a break to drink VitaZing, which visibly re-energizes them and leads them to.
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  31) Robert Solis is a salesman in a company that specializes in event management. He uses the Internet to identify potential companies with which his company can build long-term profitable relationships. Which step in the selling process does this scenario depict? A) demonstration B) preapproach C) prospecting D) approach E) presentation 32) In which step of.
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