1. A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them.
Correct : A. possession
2. Through their contacts, experience, specialization, and scale of operation, ______________ usually offer the firm more than it can achieve on its own.
Correct : D. intermediaries
3. Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?
Correct : B. indirect marketing channel
4. Using manufacturer’s representatives or sales branches is usually a characteristic of which
of the following channel forms?
Correct : D. direct marketing channels
5. Transporting and storing goods is part of which of the following marketing channel functions?
Correct : B. physical distribution
6. Who sells to the customers?
Correct : C. Retailer
7. The benefits of marketing channels are……….
Correct : D. All of above
8. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.
Correct : C. length
9. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
Correct : B. Contractual vertical marketing systems
10. Which of the following statements about the sales force in the 21st century is true?
Correct : C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
11. When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as…………
Correct : A. Corporate vertical marketing systems
12. The difference between transactional selling and relationship selling is
Correct : D. In relationship selling, sellers work to provide value to their customers
13. A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.
Correct : C. distribution channel
14. The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….
Correct : D. Sales planning
15. Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's
Correct : D. Distribution structure
16. Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all the following EXCEPT
Correct : D. Social and cultural environment
17. Which is not a strategic role of sales management?
Correct : C. Delivery
18. John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
Correct : D. Fairness in the assignment of sales territories
19. Market –oriented firms focus on:
Correct : C. Customers
20. Reorder point tells
Correct : A. When to order
21. Which of the following is not an area of responsibility for a logistics manager?
Correct : B. Marketing
22. Which of the following should be the first step in designing a marketing channel?
Correct : C. Identifying what consumers want from the channel
23. Which type of product might require a more direct marketing channel to avoid delays and too much handling?
Correct : A. products in their decline stage
24. The process of getting goods from manufacturers to customers has traditionally been known as ………….
Correct : A. Physical Distribution
25. Managing both downstream and upstream flows and related information among suppliers, manufacturers, resellers and final consumers is known as ………….
Correct : A. Supply Chain Management
26. An efficient physical distribution system is needed ----.
Correct : A. To reduce the costs of distribution
27. Distribution logistics begin with a ----.
Correct : A. Customer order
28. Combination of rail and trucks is called ----.
Correct : A. Piggyback
29. Considering promotional mix, method of giving short term incentives to encourage sale of particular market offering is classified as
Correct : A. sales promotion
30. According to promotional mix, method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called
Correct : C. public relations
31. Considering promotional mix, paid, non-personal promotion of ideas or market offerings
by some specific sponsor is classified as
Correct : C. sales promotion
32. Systematic blend of personal selling, sales promotion, advertising and public relations to communicate customer value is called
Correct : D. both a and b
33. According to promotional mix, method which focuses on building relationships with individual customers to maintain lasting relationship is called
Correct : D. direct marketing
34. Major strategies regarding promotion mix are
Correct : A. pull and push strategy
35. Promotion strategy in which producers promotes goods to final customers by using sales force is classified as
Correct : B. push strategy
36. Promotional mix strategy in which advertisement and promotions are made to final customers to induce them to buy products is classified as
Correct : A. pull strategy
37. Method of managing promotion budget by defining objectives, determining tasks to achieve objectives and estimating costs for activities is called
Correct : D. objective and task method
38. Method of managing advertising budget at a certain percentage of sales price per unit or forecasted sales of products is classified as
Correct : A. percentage of sales method
39. Methods used to determine total budget for advertising its market offerings are
Correct : D. all of above
40. Method of managing promotional budget to match outlays of competitors is called
Correct : C. competitive parity method
41. Method of managing advertising budget at company can have money for is classified as
Correct : B. affordable method
42. Another name for a company’s marketing communications mix is:
Correct : D. The promotion mix.
43. Which tool of the promotional mix is defined as any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor?
Correct : A. Advertising
44. The _______________________ is the specific mix of advertising, personal selling, sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing objectives.
Correct : C. Marketing communications mix
45. Which tool of the promotional mix consists of short-term incentives to encourage the purchase or sale of a product or service?
Correct : D. Sales promotion
46. If a company wants to build a good “corporate image,” it will probably use which of the following marketing communications mix tools?
Correct : B. Public relations
47. ________________ is direct communications with carefully targeted individual consumers to obtain an immediate response.
Correct : C. Direct marketing
48. There is an increasing amount of commerce being done via the Internet. With respect to the promotional mix, which of the following categories would be most directly concerned with Internet commerce?
Correct : C. Direct marketing
49. The personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called:
Correct : A. Personal selling.
50. Which of the following major promotional tools use press relations, product, Publicity, corporate communications, lobbying, and public service to communicate Information?
Correct : B. Public relations
51. Which of the following major promotional tools use the telephone, mail, fax, e-mail, and the Internet to communicate directly with specific consumers?
Correct : C. Direct marketing
52. Although the promotion mix is the company’s primary communication activity, the __________________ must be coordinated for greatest communication impact.
Correct : B. Entire marketing mix
53. Two major factors are changing the face of today’s communications. One of these factors is the fact that:
Correct : A. Costs of promotion are rising.
54. Identify the products that the customer usually buys frequently and with a minimum of comparison and buying effort.
Correct : A. Specialty
55. ________ guides the development of advertisements and personal sales presentations.
Correct : D. AIDA
56. Of the following reasons, which is not a reason to use sales promotion?
Correct : C. To develop brand image
57. Which of the following is NOT considered to be an objective associated with the use of sales promotions?
Correct : A. Change buyer attitudes
58. Sales promotions are thought to make consumer purchase decisions:
Correct : D. more satisfying
59. If there is low involvement and the product/market is established then sales promotions should be used for:
Correct : A. loyals to reward and increase usage
60. According to promotional mix, the method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called
Correct : C. public relations
61. The promotion “P” of marketing is also known as ________.
Correct : D. Marketing Communication
62. Refersto those in the targetedmarketwho have purchased the product.
Correct : B. Penetratedmarket
63. Marketing is a process which aims at:
Correct : C. Satisfying Customers
64. Marketing is ________________ :
Correct : C. Both
65. The buying process starts when the buyer recognizes a _________.
Correct : D. problem or need
66. ______ refers to collecting goods of the same type from various sources of supply.
Correct : C. Assembling
67. Identify the products that the customer usually buys frequently and with a minimum of comparison and buying effort.
Correct : B. Convenience
68. The most basic level of a product is called the:
70. These objectives are often the most suitable when firms operate in a market dominated by a major competitor and where their financial resources are limited
Correct : A. Niche
71. The use of price points for reference to different levels of quality for a company's related products is typical of which product-mix pricing strategy?
Correct : D. Product line pricing
72. What does the term PLC stand for?
Correct : A. Product life cycle
73. PLC in marketing represents two main challenges. 1st an organization must be good at developing new product to replace old ones and 2nd it must be good at _________________.
Correct : D. Adapting
74. When a new product arrives in the market with higher quality, higher value and new features better than its competitors. Such products are known as
Correct : C. Unique superior products
75. Which of the following is not a characteristic of “Market Introduction Stage” in PLC?
Correct : B. Costs are low
76. According to whom “ a product lifecycle is very much similar to human life cycle.”
Correct : A. Arch Paton
77. Increased competition leads to price decrease, increasing public awareness, sales volume increase significantly are the characteristics of ______________ in PLC.
Correct : C. Growth stage
78. __________________________ includes review of sales, profit projections and cost for a new product, to find out whether it satisfied the company objective or not.
Correct : B. Business Analysis
79. In _______________________ all the augmentations and transformations of a product might undergo in the failure.
Correct : D. Potential Product
80. Color and size of the product, brand and packaging are considered as
Correct : B. Physical features of product
81. Marketing channel that involves no intermediaries to made their products available to final
buyers is classified as
Correct : A. Direct channel
82. Identify the incorrect statement about multiple channels:
Correct : B. Customers usually use only one channel for all transactions even if multiple channels are offered
83. The ______________ function of marketing makes the products available in different geographic regions.
Correct : C. Distribution.
84. Logistics means ______________.
Correct : B. Flow of goods.
85. Logistics management is a part of ______________.
Correct : C. Supply chain management.
86. Which of the following is not included in the function of physical supply?
Correct : A. Standardization.
87. The best channel of distribution for vacuum cleaner is ______________.
Correct : A. Direct marketing.
88. Transportation belongs to ______________ function of marketing.
Correct : C. Physical supply
89. ______________ is a broad range of activities concerned with efficient movement of finished goods from the end of the production line to the consumer.
Correct : A. Physical distribution.
90. Which of the following is not a non-store retailing?
Correct : D. Retail chains.
91. In ______________ , manufacturers supply products to a limited number of outlets in the target market.
Correct : A. Selective distribution
92. Which company is the pioneer in direct marketing?
Correct : B. Eureka Forbes.
93. Ensuring the availability of the products and services as and when required by the customers is ______________ utility.
Correct : A. Time.
94. The process of moving the raw materials from the place of the suppliers to the place of the producers is known as ______________.
Correct : A. Inbound logistics.
95. The flow of goods from production to consumption is known as ______________.
Correct : B. Outbound logistics.
96. All marketing activities that attempt to stimulate quick buyer action or immediate sales of
a product are known as ______________________
Correct : D. sales promotion
97. Which of the following is NOT a requirement for setting advertising objectives?
Correct : B. Objectives must be stated in terms of profits.
98. The ______________________ component of attitudes focuses on behavioral tendencies
Correct : B. Instrumental
99. The process of translating thought into a symbolic form is known as _____________________
Correct : A. Encoding
100. Margaret Stephens notices the television commercial because of the loud sounds. This is an example of ______________________