Deck 13: Distributing and Promoting Products

Question 1

Why is the ability of the salesperson to handle objections so important in the selling process?

Answer 1

Answer not provided.

Question 2

What is supply chain management, and what are its benefits?

Answer 2

Answer not provided.

Question 3

How does a frequent-user incentive differ from a premium?

Answer 3

Answer not provided.

Question 4

What types of public-relations tools can organizations use?

Question 5

How do full-service wholesalers and limited service wholesalers differ? How do general merchandise wholesalers, limited-line wholesalers, and speciality-line wholesalers differ in the products they carry?

Question 6

What is the role of promotion in the marketing mix?

Question 7

How might an organization benefit from using publicity?

Question 8

Describe the four major distribution channels used for consumer products?

Question 9

Compare and contrast intensive, selective, and exclusive distribution.Give an example of a product that normally would be distributed in the way for each type of market coverage.

Question 10

Compare and contrast institutional advertising and primary-demand advertising.Which type is the American Dairy Association using with its "Drink More Milk" campaign?

Question 11

What factors influence decisions about the composition of a promotion mix?

Question 12

What is the goal of integrated marketing communications?

Question 13

SME Ads Inc.(SME)
Steven Monahan owns SME Ads Inc., an advertising agency.At present, the company focuses on advertising only.However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix.Steven feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion.Currently, the firm organizes its work according to the media being used.Steven believes this is the most effective way to subdivide advertising.Since television is the most widely used advertising medium, the company spends most of its time on television advertising.SME knows what it takes to get the job done, and it is committed to success.
Refer to SME Ads Inc.As Steven plans to expand the company's focus to other major elements of the promotion mix, which of the following should he focus on if he wants to help his clients create and maintain favorable relationships between them and their various internal and external groups?

A) Word-of-mouth
B) Sales promotion
C) Rebates
D) Public relations
E) Personal selling

Question 14

Why is the concept of integrated marketing communications becoming more accepted?

Question 15

Describe how and why a point-of-purchase display is set up and used in a retail store.

Question 16

Would the owner of a small retail grocery store be more likely to advertise Tuesday specials using radio or television? Why?

Question 17

How does an order getter differ from an order taker?

Question 18

How does immediate-response advertising differ from reminder advertising?

Question 19

Why would a marketer identify and analyze the target audience before defining the advertising objectives when developing an advertising campaign?

Question 20

Identify and describe the major types of retailers.

Question 21

Mullin, Inc, purchases supplies such as paper, and seat covers directly from manufacturers and then sells them to other firms.Mullin, Inc.is a (n) _____.

A) retailer
B) wholesaler
C) functional middleman
D) agent
E) producer

Question 22

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
The Spirit connection buys team logo gear from manufacturers and then sells the gear directly to consumers.The Spirit connection is a _____.

A) wholesaler
B) functional middleman
C) producer
D) retailer
E) business user

Question 23

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Marketing organizations that link producer and consumer within a marketing channel are called _____.

A) distributorships
B) warehousing groups
C) marketing intermediaries
D) shopping centers
E) supermarkets

Question 24

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

A) exclusive
B) intensive
C) patterned
D) intentional
E) selective

Question 25

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
A general term for a middleman that actually buys and then resells goods is a _____.

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

Question 26

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Which of the following channels in known as the direct channel?

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 middleman

Question 27

Zero Manufacturing produces candy bars.The company would probably choose which of the following to reach its target market?

A) Variable marketing system
B) Exclusive distribution
C) Selective distribution
D) Intensive distribution
E) Selective agents

Question 28

The distribution channel most likely to be used for a new car is producer to

A) wholesaler to retailer to consumer
B) consumer
C) agent to wholesaler to retailer to consumer
D) business user
E) retailer to consumer

Question 29

All of following are basic factors in the selection of a channel of distribution except the

A) firm's production capability and marketing resources.
B) target market.
C) type of transportation to be used.
D) buying patterns of potential customers.
E) product itself.

Question 30

SME Ads Inc.(SME)
Steven Monahan owns SME Ads Inc., an advertising agency.At present, the company focuses on advertising only.However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix.Steven feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion.Currently, the firm organizes its work according to the media being used.Steven believes this is the most effective way to subdivide advertising.Since television is the most widely used advertising medium, the company spends most of its time on television advertising.SME knows what it takes to get the job done, and it is committed to success.
Refer to SME Ads Inc.In developing the advertising campaign for a client, in which of the following steps should SME include the important selling points or features of the client's products?

A) Identifying and analyzing the industry.
B) Defining the advertising objectives.
C) Creating the advertising platform.
D) Determining the advertising appropriation.
E) Developing the media plan.

Question 31

SME Ads Inc.(SME)
Steven Monahan owns SME Ads Inc., an advertising agency.At present, the company focuses on advertising only.However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix.Steven feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion.Currently, the firm organizes its work according to the media being used.Steven believes this is the most effective way to subdivide advertising.Since television is the most widely used advertising medium, the company spends most of its time on television advertising.SME knows what it takes to get the job done, and it is committed to success.
Refer to SME Ads Inc.SME recently created advertising for Maruti Automobiles for its new line of cars called Maruti Marvels.Such brand-oriented advertising is called _____.

A) primary-demand advertising
B) selective-demand advertising
C) institutional advertising
D) individualized advertising
E) private advertising

Question 32

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Refer to R&P Inc.R&P management could use sales promotions for any of the following objectives except:

A) to attract new customers.
B) to boost sales to current customers.
C) to reinforce advertising.
D) to steady increasing sales patterns.
E) to improve shelf space and displays.

Question 33

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
R.A.Grant Co.assists art supplies manufacturers in transferring their products to retail outlets by matching up producers and retailers without actually taking title to the goods, R.A.Grant Co.Would be classified as a _____.

A) functional middleman
B) merchant middleman
C) retailer
D) producer
E) channel of distribution

Question 34

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Refer to R&P Inc.If R& P management chose to return a portion of a product's purchase price as a sales promotion method, it would be referred to as which of the following?

A) Sample
B) Rebate
C) Premium
D) Coupon
E) Direct mail

Question 35

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Refer to R&P Inc.R&P management knows that ____ is the most effective and least expensive means of communicating product information to a large number of individuals and organizations.

A) advertising
B) personal selling
C) sales promotion
D) public relations
E) corporate promotion

Question 36

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Refer to R&P Inc.During which step of the personal selling process should an R&P salesperson ask the prospect to buy the product?

A) Closing the sale
B) Prospecting
C) Answering objections
D) Approaching the prospect
E) Making the advertisement

Question 37

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
A sequence of organizations that directs a product from the producer to the ultimate user is called a (n) _____.

A) intermediary network
B) catalog discount showroom
C) transporter
D) distribution channel
E) distributorship

Question 38

R&P Inc.
R&P Inc.is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities.R&P's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal.Another important route they would like to take is to learn more about the various types of sales promotion.Finally, management would like to focus more on publicity-based PR.By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign.
Refer to R&P Inc.If the managers at R&P were interested in implementing the most widely used type of publicity, they should utilize which of the following?

A) News release
B) Captioned photograph
C) Point-of-purchase display
D) Feature article
E) Press conference

Question 39

The use of only a portion or percentage of the available outlets in each geographic area for market exposure is called _____ distribution.

A) exclusive
B) intensive
C) selective
D) patterned
E) intensive

Question 40

SME Ads Inc.(SME)
Steven Monahan owns SME Ads Inc., an advertising agency.At present, the company focuses on advertising only.However, Steven plans to expand the company's focus to include all the major elements of an organization's promotional mix.Steven feels that expanding the focus in such a way will allow the firm to meet customer needs in a more coordinated fashion.Currently, the firm organizes its work according to the media being used.Steven believes this is the most effective way to subdivide advertising.Since television is the most widely used advertising medium, the company spends most of its time on television advertising.SME knows what it takes to get the job done, and it is committed to success.
Refer to SME Ads Inc.Which of the following terms refers to the type of advertising SME would use to increase the demand for all brands of a product within a specific industry?

A) Brand advertising
B) Selective-demand advertising
C) Corporate advertising
D) Primary-demand advertising
E) Institutional advertising

Question 41

A middleman that carries a select group of products within a single line is called a (n) _____ wholesaler.

A) full-service
B) limited-line
C) limited-service
D) specialty-line
E) agent

Question 42

During certain special times, Douglas actually works at the retail outlet where his employer sells a variety of manufacturer's food products.Douglas is providing _____ in this role as a wholesaler.

A) financial aid
B) the assumption of credit risks
C) market information
D) promotion
E) intermediation

Question 43

Nine west manufactures leather goods such as shoes and handbags.Which form of distribution is this company most likely to use ?

A) Exclusive
B) Intensive
C) Comprehensive
D) Agent-driven
E) Selective

Question 44

Wal-Mart is working with its suppliers using tools such as electronic billing.Purchase order verification, bar-code technology, and the like to integrate data to improve overall performance.This is an example of _____.

A) supply chain management
B) vertical marketing systems
C) horizontal marketing systems
D) contractual vertical marketing systems
E) intensive distribution

Question 45

A middleman that purchases goods in large quantities and then sells them to retailers is called a _____.

A) retailer
B) merchant wholesaler
C) commission merchant
D) manufacturer's agent
E) manufacturer's sales branch

Question 46

Simpson micro owns warehouses that stock computer software.They offer net terms to retail stores, offer specials and promotions, and provided customer service Simpson Micro is a (n) _____ wholesaler.

A) general specialty
B) general merchandise
C) rare-service
D) specially-line
E) agent

Question 47

A large restaurant with locations throughout the United States has a long-term partnership with Tyson for its poultry and a produce distributor for its fruits and vegetables.These relationships reduce inefficiencies and costs and result in higher customer satisfaction.This restaurant is successfully using _____.

A) exclusive distribution
B) vertical channel integration
C) supply chain management
D) intensive distribution
E) wholesale intermediaries

Question 48

McLane Distributors, a wholesaler, buys large quantities of health and beauty care products, light bulbs, batteries, canned food, computer disks, and more and sells them to retailers.McLane is a (n) _____ wholesaler.

A) agent
B) limited-line
C) selected merchandise
D) specialty-line
E) general merchandise

Question 49

Trask, Inc., sells luggage and other related equipment online, When it receives an order the order automatically goes to Williams Distribution.Williams gets the merchandise from its warehouse and ships it to the customer.Trask is in charge of all other aspects of the purchase.Williams Distribution is a _____ wholesaler.

A) full-service
B) limited-service
C) specialty-line
D) limited-line
E) commission merchant

Question 50

Clothing manufacturers typically prefer _____ distribution.

A) selective
B) exclusive
C) intensive
D) patterned
E) direct

Question 51

Manufacturers of furniture, clothing, and consumer electronic generally use _____ distribution.

A) patterned
B) exclusive
C) intentional
D) selective
E) intensive

Question 52

A sales agent provides all of the following advantages except

A) immediate entry into a territory
B) selling experience
C) a predetermined selling expense
D) a warehouse
E) regular calls on customers

Question 53

Products such as very expensive wristwatches are distributed using _____ distribution.

A) exclusive
B) patterned
C) selective
D) intentional
E) intensive

Question 54

Sandy is a specialist in crude oil.She represents buyers or sellers and is generally hired on a temporary basis.She is known for her expertise in crude oil.Sandy in a (n) _____.

A) agent
B) limited-line wholesaler
C) broker
D) commission merchant
E) full-service wholesaler

Question 55

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

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 purchases

Question 56

Whirlpool Appliances would most likely use _____ distribution to sell its products.

A) intensive
B) selective
C) patterned
D) exclusive
E) comprehensive

Question 57

Wally's Hardware store is located in a small town in the Midwest.This store would best be classified as a (n) _____.

A) chain retailer
B) discount store
C) independent retailer
D) superstore
E) convenience store

Question 58

Wholesalers that perform the entire range of wholesaler functions are _____ wholesalers

A) full-service
B) general merchandise
C) limited-line
D) limited-service
E) specialty-line

Question 59

Rolls-Royce uses _____ distribution on sell its automobiles

A) selective
B) patterned
C) exclusive
D) intensive
E) prestige

Question 60

A functional middleman who does not take title to products and who is compensated by commissions paid by producers is called a (n) _____.

A) retailer
B) wholesaler
C) jobber
D) agent
E) limited-line wholesaler

Question 61

Which type of store has high sales volume, little service, and prices 20-40 percent lower than supermarkets ?

A) Specialty store
B) Superstore
C) Warehouse club
D) Off-price retailer
E) Convenience store

Question 62

The types of planned shopping centers are

A) neighborhood, convenience, or regional.
B) convenience, community, or neighborhood.
C) community, regional, or national.
D) regional, community, neighborhood, lifestyle.
E) international, neighborhood, or national.

Question 63

Sherilyn operates a store called The Gift Garden, Her store sells pottery, candles, crafts, and other knickknacks that make good gifts for family and friends.The Gift Garden, is a _____.

A) traditional specialty store
B) supermarket
C) narrow category store
D) department store
E) convenience store

Question 64

Jessica decides to order smaller amounts of inventory at a time for her arts and crafts store.She is obviously concerned about _____ costs.

A) processing
B) stock-out
C) warehousing
D) stocking
E) holding

Question 65

Macy's Sears, and JCPenney are examples of _____ stores.

A) specialty
B) department
C) super
D) discount
E) convenience

Question 66

Kroger is an example of a _____.

A) specialty stores
B) convenience stores
C) discount stores
D) supermarkets
E) warehouse stores

Question 67

Meijer, a retail chain, carries a full line of food and nonfood items as well as product lines such as small appliances.Some furniture, automotive items, clothing, and lawn and garden equipment.Maijer is a(n) _____.

A) supermarket
B) warehouse club
C) off-price retailer
D) discount store
E) superstore

Question 68

Target and Wal-Mart are considered

A) department stores.
B) superstores.
C) independent retailers.
D) convenience stores.
E) discount stores.

Question 69

Post Oak Mall contains two department stores, numbers specialty stores, a movies theater, and various restaurants, Since it does not contain any convenience stores, Post Oak Mall is an example of a (n) _____ shopping center.

A) area
B) neighborhood
C) community
D) urban
E) regional

Question 70

Department stores are distinctly service-oriented.Along with the goods they sell, they provide _____.

A) lower markups
B) quality discounts
C) personal assistance
D) warehouse merchandising
E) very low prices

Question 71

Staples, Babies 'R' Us, and Petsmart are examples of _____.

A) discount stores
B) specialty stores
C) superstores
D) department stores
E) category killers

Question 72

Regulations associated with the national do-not-call registry are enforced by the _____.

A) National Advertising Federation
B) Federal Trade Commission
C) Federal Bureau of Investigation
D) Telemarketing Association of America
E) American Marketing Association

Question 73

L'eggs Pantyhose often sends potential customers free trails of its pantyhose in the mail.This is an example of _____.

A) catalog marketing
B) telemarketing
C) home shopping
D) direct-response marketing
E) mail retailing

Question 74

One of the most significant issues of online retailing is _____.

A) domain names
B) design of websites
C) direct selling
D) advertising
E) security

Question 75

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

A) independent retailer
B) department store
C) discount store
D) chain retailer
E) catalog showroom

Question 76

T J Maxx, Burlington Coat Factory, and marshall's are examples of

A) superstores
B) off-prices stores
C) department stores
D) specialty stores
E) independent retailers

Question 77

A large, self-service store that sells primarily food and household products is called a _____.

A) specialty store
B) discount store
C) department store
D) supermarket
E) convenience store

Question 78

Gap, Radio Shack, Bath and Body Works, and Foot Locker are examples of _____.

A) convenience stores
B) warehouse clubs
C) supermarkets
D) specialty stores
E) discount stores

Question 79

All of the following are characteristics of warehouse showroom retailers except

A) large, low-cost buildings.
B) vertical merchandise displays.
C) members-only stores.
D) large on-premise inventories.
E) minimum service.

Question 80

Discount stores are self-service merchandise outlets that sell goods at lower prices than usual and

A) locate their showrooms in high-rent districts.
B) offer a wide variety of customer services.
C) operate on lower markups.
D) offer narrow but deep product mixes.
E) provide numerous services to customers.